Buddy Study Podcast
Buddy Study Podcast is a weekly study group style podcast for insurance professionals and financial planners focused on Long-Term Care Insurance (LTCi) for both individual and group benefits.
Each episode is designed to help advisors better understand the complexities of LTC planning, stay current on products, and improve their sales and advisory process. Whether you’re new to LTCi or a seasoned specialist, Buddy Study Podcast delivers practical insights you can apply immediately.
What you’ll hear on the show:
- Deep-dives into individual and group LTCi sales strategies
- Case studies and real-world planning scenarios
- Conversations with top LTCi specialists and industry leaders
- Product and underwriting updates directly from insurance carriers
- Best practices to help you become more efficient, confident, and informed when advising clients
The podcast is an extension of the popular Buddy Study Groups, a free, community-driven educational experience open to all financial professionals.
🗓 Weekly Study Group Schedule
- Individual LTCi Study Group: Tuesdays at 1 PM PT - https://www.addevent.com/event/Il19620844
- Group LTCi Study Group: Thursdays at 1 PM PT - https://www.addevent.com/event/vs19612672
There is no membership fee to participate. Our goal is simple: help insurance professionals better serve their clients by mastering long-term care planning.
If you work with individuals, employers, or associations and want to stay up to date in the LTCi and group benefits space this podcast is for you.
Buddy Study Podcast
The Psychology of Declines and Saving Cases
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A client gets declined for LTCi coverage, what happens next? Learn how to prepare for declines, protect your clients future options, and turn difficult conversations into planning opportunities.
Declines are one of the most challenging aspects of long-term care planning, but they don't have to derail the entire process. In this episode of the Buddy Study Podcast, we explore the psychology behind declines, why preparation matters more than ever, and how advisors can navigate these conversations with confidence and care. This isn't about avoiding declines, it's about understanding how to position clients for success before underwriting even begins.
The stakes are higher than they've ever been. Many carriers now consider previous declines as an underwriting parameter, which means a poorly prepared application can permanently close doors for your client. With the right approach, field underwriting becomes a strategic advantage rather than a formality.
We explore:
- Why declines are now an underwriting parameter at many carriers and what that means for client options
- The "health budget" concept and how to set realistic expectations early in the planning process
- Field underwriting best practices that reduce decline risk and improve case outcomes
- How to position alternative products as strategic planning solutions, not fallback options
- Managing client emotions and expectations when underwriting doesn't go as planned
- Real stories from advisors who've navigated declines and saved cases
- Pre-qualification tools and techniques that protect your clients insurability
This episode is designed to help advisors:
- Conduct more effective field underwriting conversations
- Prepare clients for realistic outcomes based on their health profile
- Preserve client relationships and planning momentum after a decline
- Understand which carriers and products serve clients with substandard health
0:00 Welcome & Episode Overview
2:45 The "Say Yes to the Dress" Analogy for Health Budgets
7:20 Why Declines Are Now an Underwriting Parameter
12:15 Setting Realistic Expectations Through Field Underwriting
18:40 Pre-Qualifying Clients: Tools and Best Practices
24:30 Alternative Products and Guaranteed Issue Options
30:45 Real Stories: How Advisors Have Saved Declined Cases
37:20 Managing Client Psychology When Underwriting Goes Wrong
42:50 Medical Records Accuracy and Fighting for Your Client
48:15 The Importance of Preparation Over Hope
52:40 Final Thoughts & Advisor Takeaways
📅 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.