In this episode of DMI’s Next Sale (The Deep Dive), we cut straight to the planning conversation that creates instant friction in client meetings: long-term care.

We unpack why traditional LTC discussions stall (premium anxiety, paperwork fatigue, and the classic “use it or lose it” objection) — and how an asset-based approach can reframe LTC as strategic asset repositioning, not a new budget line item.

You’ll learn:

• How to spot “lazy assets” in client portfolios and put them to work
• Why “don’t use it, don’t lose it” changes the client's decision
• The difference between reimbursement vs. cash-indemnity style benefits — and why families care
• How the Pension Protection Act (PPA) can turn old nonqualified annuity gains into a powerful planning opportunity
• What simplified underwriting really looks like in practice

Want the full playbook and implementation roadmap?

Don’t miss the live webinar: The Asset-Based LTC Playbook — Feb 24 at Noon ET.