Agents: Sell LTC Policies to Women
National Underwriter (Life/Health) (04/30/01) Vol. 105, No. 18 p.11; Busher, Carroll

Carroll Busher of Financial Care Services advises agents to sell more long-term care (LTC) insurance policies to women. From a statistical standpoint, targeting women for LTC coverage makes more sense. Busher notes that women tend to live longer than men, and that it is usually the wife who is the primary caregiver to their ill spouse. Based on these facts, Busher contends that women are natural candidates for LTC coverage by virtue of their gender alone. He contends that as the "natural caregiver," women are less likely to receive reciprocal care from their husbands if they are ill, nor are they likely to remarry should their husbands pass on before them. Given these facts, Busher says women are at greater risk for needing paid care services in the future than men. Therefore, agents should begin selling "gender as risk."

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