Like any product, hybrid LTCI policies aren't perfect, and they're not for everybody. But when a hybrid fits a client's needs, how do you convince him or her to buy? Three successful producers share how they're countering objections when it comes to hybrid LTCI products and talk about what features they'd like to see in future versions of the policies.
For Part I of this month's producer roundtable, see: Hybrid LTCI prospects: How to find (and sell!) to them
Q. Many agents who do well with hybrid products speak highly of how these products have positively impacted the long-term care insurance business. In your view, what other modifications might companies make to their products that would help the business?