Group LTC plans are built for accessibility but what happens when the group in front of you needs something a true group product can't deliver? Understanding when and how individual products belong in your group LTC strategy could be the difference between losing a case and winning a client for life.

In this episode of the Buddy Study Podcast, Jason walks through the strategic role individual LTCi products can play in group long-term care planning. From executive carve-outs and tax deductibility to association groups that carriers won't quote, this conversation explores the real-world gaps where individual solutions step in and how advisors can position both product types as complementary tools rather than competing options.

This is a planning conversation, not a product pitch. It's about developing the expertise to know what fits where.

We explore:

• Why true group products are the easiest on-ramp to LTC planning and where their limits begin
• How traditional individual LTCi fits into small group executive carve-out cases, including tax deductibility and partnership considerations
• The underwriting realities advisors face when using individually underwritten products with groups and how to pre-screen effectively
• How carriers evaluate non-traditional group types: associations, PEOs, and non-employer affinity groups
• When individual products like annuity LTC, short-term care, and hybrid plans fill gaps that group coverage can't
• Enrollment timing strategy: why an off-cycle first enrollment often outperforms a January 1 rollout
• The long game: how group plan relationships create individual planning opportunities over time

This episode is designed to help advisors:

• Identify which group situations call for individual product solutions
• Understand group-level underwriting standards and what causes a carrier to decline to quote
• Build a complementary strategy that combines group and individual LTCi for broader client coverage
• Approach group LTC education with the transparency and trust that turns starter plans into lasting relationships

Chapter Markers

0:00 Welcome & Episode Overview

2:35 Why Individual Products Belong in Group Planning

4:10 Traditional LTCi in the Group Space: What's Coming

5:20 Tax Deductibility & the Executive Carve-Out Case

7:00 The Underwriting Challenge: Leaving Employees Behind

8:10 Partnership Considerations & the Middle Market

10:10 Inflation Protection: Where True Group Plans Fall Short

13:10 10-Pay Options & Employer-Funded Plan Design

15:00 Group-Level Underwriting: When Carriers Decline to Quote

16:40 Association Groups & Carrier Appetite Variations

18:50

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🔎 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.