Your client has an old annuity sitting on the sidelines — not growing, not earmarked for anything. Learn how annuity LTCi can turn that idle asset into meaningful long-term care coverage, even for clients who can't qualify elsewhere.

Annuity-based long-term care is one of the most underutilized tools in the LTCi planning toolkit — and one of the most accessible. In this Study Hall episode, host Jason Dutra and the Buddy Study group take a high-level tour of the annuity LTCi market: who it's designed for, why it works, and how to present it with confidence to the right clients.

The conversation covers both the strategic framework and current carrier landscape, including deep discussion of EquiTrust Bridge, Nationwide Care Matters Annuity, One America Annuity Care, and Global Atlantic ForeCare — with real case studies from advisors in the room.

We explore:

• The Pension Protection Act (PPA) and why the 1035 exchange into a 7702B LTC-qualified annuity is such a compelling tax play
• "Lazy annuity money" — how to identify existing annuities that are no longer serving a client's goals and reposition them for LTC coverage
• Why annuity LTCi often delivers better value at older ages, and why it's well-suited for clients who are asset-heavy but income-light
• The critical difference between 7702B LTC riders and ADL doublers — and why it matters for tax treatment and home care coverage
• EquiTrust Bridge's guaranteed issue underwriting and how interview preparation can maximize a client's coverage tier
• Nationwide Care Matters Annuity product deep-dive: simplified underwriting, leverage multipliers, international benefits, and the retroactive elimination period
• How carrier decline pathways are increasingly routing clients from hybrid products to annuity LTCi — and why advisors need to know this
• The referral partnership opportunity between LTCi specialists and annuity advisors

This episode is designed to help advisors:

• Identify strong annuity LTCi candidates during client fact-finding
• Understand key product distinctions across the major carriers in this space
• Present the annuity LTCi concept in a way that keeps the long-term care purpose front and center
• Leverage referral relationships with annuity specialists to expand planning opportunities

CHAPTER MARKERS

0:00 Welcome & Episode Overview

1:42 Why You Need to Think Differently About the Annuity LTC Sale

2:39 Asset Repositioning and the Pension Protection Act

5:02 The PPA Explained: 1035 Exchange and Tax-Free LTC Benefits 

7:07 Underwriting Advantages: Simplified and Guaranteed Issue Options

8:44 Case Study: Annuity LTC Value at Older Ages and Unisex Pricing

10:13 Who

📅 Join the Weekly Buddy Study Groups

This podcast is an extension of the Buddy Study Groups, a free educational community for financial professionals.

Weekly Calls:

Individual LTCi Study Group: Tuesdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/Il19620844

Group LTCi Study Group: Thursdays at 1 PM PT

Add to Calendar 👉 https://www.addevent.com/event/vs19612672

No membership fee. Just education, collaboration, and better planning strategies.

🔎 About Buddy Study Podcast

The Buddy Study Podcast helps insurance professionals and financial planners master Long-Term Care Insurance through case studies, expert interviews, and carrier product updates. Our goal is to help advisors become more confident, efficient, and knowledgeable when helping clients plan for long-term care.