The National LTC Network was founded in 1994. Members are some of the largest and most-respected distributors in the nation for Long Term Care. The Network was founded in order to bring some of the most passionate, future-oriented minds together in order to work with Long Term Care Insurance carriers in helping to design, distribute, and market private Long Term Care Insurance across the country.
The National LTC Network has enjoyed many successes over the years. With many of the largest and most-respected LTCI distributors joined together, the Network has become the face of the Long Term Care Insurance Industry. Even collectively having sold over 600,000 policies since its inception and over $1 Billion in place premium, we continue to look for ways of being better and helping provide solutions for more individuals and families to fund potential LTC needs.
TERRY L TRUESDELL
President & CEO
There is no doubt that the last several years have been trying for the Long Term Care Industry as carriers, agencies, producers, as well as the general public all struggle to regain our equilibrium and “sea legs.” Inforce Rate Actions, pundits who misdirect the public with advice to ‘wait’ until a certain age to look into, much less purchase, long term care insurance along with the usual issues of fear, denial, and procrastination have all contributed to the current state of affairs within the industry. The advent of hybrid and combo products, the ever increasing number of casual producers and the decrease of carrier sponsored career agent shops have also contributed to the malaise of the industry.
While we cannot change the past, we can adapt ourselves to current market conditions, and ideally anticipate future conditions that will allow us to better serve the public as we approach the Silver Anniversary of the Network in 2019.
JD, MPA, CLF®, CSA ®, LTCP, CLTC
The industry has changed a great deal from the days when we would sit knee to knee at the kitchen table of our retired or soon-to-be retired clients of the Greatest Generation. This kitchen table process has yielded to the advent of the Internet and the ability to educate and sell our clients remotely, and submit their applications electronically. The Baby Boomers have really come of age, and continue to turn 65 and also 70 ½ at the rate of 10,000 per day. With the Gen-X’ers right on their heels, driving the average of our clients into the early 50s, the tsunami is coming.
THE NATIONAL LONG TERM CARE NETWORK STRATEGY
Over the past twenty five years there have been many ‘new’ schools of management thought about marketing and the methodology to employ in order to garner market share, entice the public to purchase our products, as well as how to motivate producers to offer these products in the marketplace.
One such new school is the Blue Ocean Strategy. Blue Ocean Strategy is a marketing theory from a book published in 2005 based on a study of 150 strategic moves spanning more than one hundred years and thirty industries. The authors assert that companies can succeed by creating "blue oceans" of uncontested market space, as opposed to "red oceans" where competitors fight for dominance, the analogy being that an ocean full of vicious competition turns red with blood. The metaphor of red and blue oceans describes the market universe in which we all engage.
In the red oceans, industry boundaries are defined and accepted, and the competitive rules of the game are known. Here companies try to outperform their rivals to grab a greater share of product or service demand. As the market space gets crowded, prospects for profits and growth are reduced. This may have been the case fifteen years ago when over one hundred carriers flooded the LTC Industry with their offerings, but is of no real significance today. As members of the NLTCN we work together as part of something larger than our individual organizations, not competing with one another, but freely and openly sharing ideas, concepts, and strategies for bringing more of our LTCI product offerings to more of the general public in conjunction with our Vision and Mission Statement.
As noted, the industry has undergone radical changes over the previously fifteen years resulting in diminished sales of nearly 80%, resulting in the market shrinking from a peak of $1Billion annual sales to last year’s $200Million, all the while Medicaid payments for long term care continue to climb and now have reached 70%. This is a recipe for disaster never before seen in this country.
In an effort to regain equilibrium and momentum, The Network is embarking on a bold set of initiatives over the next two years in anticipation of reaching our Silver Anniversary as a member of the Long Term Care Insurance community.
LEADERSHIP The NLTCN is going to be proactive, assume a leadership role, and spark a resurgence of the LTCI industry by maintaining even stronger open lines of communication with all of the industry’s carriers.
TRAINING The Network will sponsor a series of training calls designed to strengthen your producers, their beliefs, and selling skills.
VALUE PROPOSITION We want to be a resource to all of our member firms and will continue to develop or obtain discounted products and services of value to firms and producers.
MATERIALS The Network will also continue to maintain and release a Marketing Consumer Guide, Tax Guide, as well as Worksite Guide, for member firms and their producers to use in their marketing and educational efforts.
LEGISLATION The Network will work closely with carriers and their governmental relations teams to lobby Congress for the enactment of appropriate legislation that permits and encourages the purchase of private long term care insurance with qualified retirement funds for the protection of our aging population.
INDUSTRY COMMUNITY Be an active sponsor and participant of the annual Intercompany Long Term Care Insurance conferences.