Uninsurable tomorrow
Closing the sale is often accomplished by telling the customer that he/she risks being uninsurable in the future, but if the consumer hands "over a check today," he or she would be covered even if an illness or disability struck tomorrow. Not so easy. Agents do not explain that a customer could still be turned down for the policy and he or she would not receive any benefits, regardless of whether the prospective insured paid the whole premium immediately.

Another technique is to threaten the risk of increasing premiums in the future so that consumers will "buy now." But buying long-term care insurance at a younger age can be a mistake. Many policies limit increases for inflation after 20 years or at the point where the original benefit doubles, so a consumer buying early in life could be left with inadequate benefits when needed.