I want to thank everyone for taking time out of your busy schedules to join us. For those already doing business with URL, thank you. We understand that you have many choices when it comes to placing business, and we truly appreciate that you choose to work with us. We are dedicated to your success and take that responsibility seriously.

For those of you who are new to URL, welcome. URL is a full-service national broker specializing in single premium life, fixed and indexed annuities, traditional life insurance, employee benefits, and group health plans. We also have a senior division offering Medicare Supplement and Medicare Advantage products.

URL Insurance Group offers what we call our Orion Platform. In simple terms, the Orion Platform provides agents with opportunities to generate business that they may have traditionally passed on. After the webinar, please visit our website, www.urlinsgroup.com, and explore the additional ways we can support you and your business.

It is my pleasure to bring this presentation to you today. November is Long-Term Care Awareness Month, and we’re especially excited that EquiTrust has finally received approval for this product in Pennsylvania. What better time or company to showcase it than today, and what better person to introduce it than Leon?

Long-term care insurance is often an underutilized part of a client’s retirement portfolio. An unprepared client can see their life savings disappear quickly if they experience an unexpected health event. Single premium life, hybrid long-term care solutions, and annuities with LTC benefits have grown significantly in popularity. They offer an alternative to the traditional “use it or lose it” long-term care policies with rising premiums.

Baby boomers are increasingly aware of the need to prepare for potential nursing home or home health care needs, but many are hesitant for different reasons. This is where we come in as agents. Ask the questions. Have they experienced a long-term care situation with a family member? Do they have cash value in old whole life policies? Do they have CDs or other assets that could be repositioned? When you ask the right questions and understand the available solutions, not only do you meet your clients’ needs, but you also grow your business significantly.

I want to introduce Leon Fitch. Leon is the Regional Vice President with EquiTrust and an expert in long-term care planning. He will be leading today’s presentation on how to identify long-term care opportunities for your clients. With this Bridge product, many of the typical obstacles and objections associated with long-term care conversations are eliminated. I don’t want to steal his thunder, but everyone on this call is going to be amazed at what this product can do for your clients.

We have a few handouts available for download, including materials from Bridge Insurance and our microsite. Please download anything you find useful. If you have questions, type them in. We will address all questions at the end of the presentation to avoid interrupting topics that may be answered as Leon goes through the material.

With that, I’ll turn it over to Leon.

Thank you. I appreciate the introduction. You touched on several key points that we’ll dig into today. First and foremost, our partnership with URL is something we take seriously. Beyond helping you grow your business, our top priority is providing meaningful solutions for your clients.

As Jason mentioned, the impact of a long-term care event on a retirement plan can be devastating. Many of you know Tom Hegna. In a recent webinar, he referred to long-term care as a potential million-dollar problem in retirement. Nothing can derail a retirement plan faster than a long-term care event, and today we’ll talk about how to solve that problem.

We’re kicking off Long-Term Care Awareness Month by discussing a product that fills a major need for many clients. Jason mentioned that this product offers features that no one else provides, and one of those is guaranteed approval. I’ll repeat that many times because the most common question I get is, “What about this client?” or “What if…?” It truly is guaranteed approval, and I’ll explain exactly what that means.

Before we get into product details, I want to talk briefly about EquiTrust as a company and why advisors choose to work with us. We focus heavily on product simplicity and competitiveness. We design products that are easy for you to understand, easy to explain, and easy for clients to purchase. Transparency is also a core principle for us. You can go to our agent microsite and view the complete rate history for any product. Most companies say “trust me,” but we believe in showing you the data.

We also provide transparency in our new business processing. You can log in at any time and see exactly where we stand—what’s processing, what’s pending, and where delays may be occurring. We’re not perfect, but we are honest, and we constantly invest in improving the experience for you and your clients.

Let’s set the stage for today’s discussion. I like to begin with a case study to show the real impact this product can have, and then we’ll walk through the product details, sales opportunities, marketing support, and training. We’ll also talk about where to find the money. Jason touched on this, and it’s an important part of the process. Bridge is currently funded with non-qualified money. We are working on future developments, including the potential for qualified dollars and different funding structures, but as of today, Bridge uses non-qualified funds.

You may have seen the saying, “Every client deserves to have the long-term care conversation—change my mind.” You can’t, because long-term care is a potential million-dollar problem. Beyond the financial side, there is an emotional side. The impact on dignity, memories, and the family—especially caregivers—is significant. We’ll talk a lot about that today.

Here are some key observations about the long-term care landscape. About 90% of long-term care insurers no longer issue new policies. Of the small group that still accepts applications, nearly 50% of applicants are declined. That means consumers and advisors are trying to thread a needle just to obtain coverage, and when they do, it’s often extremely expensive.

Sixty-six percent of people say long-term care or healthcare costs are a major worry. In retirement, two concerns dominate: Do I have enough money, and what will my healthcare needs cost? Long-term care falls squarely into that second concern. In my opinion, that percentage is probably even higher.

Seventy percent of long-term care costs are paid by families. I spend a lot of time talking about caregiver impact because long-term care planning is often just as much about protecting the caregiver as it is about protecting the client. This is an emotional sale and a personal one. People need to imagine not only their own future, but the burden placed on loved ones if no plan is in place.

Eighty-eight percent of adults between ages fifty and eighty want to age in place. In other words, they want to remain in their home or in a place of their choosing, where they feel safe and comfortable. People want control over their care, especially during vulnerable stages of life.

And finally, the monthly costs associated with long-term care—nursing homes, assisted living, home health aides—are increasing constantly. The slide showing today’s costs is already outdated. When we discuss case studies projecting ten years into the future, it's safe to assume that those costs will be significantly higher, especially in healthcare.

As we look at planning, we have to look into the future, even though some people may buy this product and go on claim fairly quickly. For many clients, especially those entering at the minimum issue age of 55, the event they’re preparing for may be 10, 15, or even 20 years down the road. We have to plan for the cost of care to continue increasing.

Jason mentioned earlier that the residual value of unused long-term care is zero, and that is a major differentiator of this product. I’ll show you how the annuity side performs, which is a significant selling point when you compare Bridge to other products that are not truly long-term care, such as doublers, triplers, and similar structures. There is a real difference in how Bridge functions as an annuity, and we’ll get into that.

Long-term care is as much about the family and friends as it is about the client. I have personal experience with this. My mother went through some health issues during her last couple of years, and my wife and I took on some of the responsibility until my sister eventually did. I can tell you firsthand that these statistics are real. Sixty-nine percent of family and friend caregivers report having to rearrange their work schedule. Even if it’s not you personally, it’s likely someone you know.

My wife and I have eight- and twelve-year-old sons. You can imagine how busy we are, always running from one practice to another. Now imagine adding the responsibility of caring for another person, part-time or full-time, on top of that. It's a major strain on the caregiver. It is not only about the person receiving care.

The financial burden is also real. Even people in good financial shape feel the impact if 25 or 26 percent of their budget suddenly goes toward caregiving expenses. Something has to give—savings, vacations, holidays—because there are only so many dollars to go around. Allocating more than a quarter of your budget to caregiving has serious consequences.

There are emotional, social, and physical burdens as well. You lose time. You lose freedom. Caring for someone you love, and wanting to do it well, is exhausting. Emotionally, it’s incredibly difficult watching a loved one decline, dealing with depression, anxiety, or resentment—on either side. People want to maintain dignity and independence, and navigating that dynamic is hard for everyone involved. This caregiver strain is critical to discuss with clients. In my opinion, it is just as important as the financial side.

Bridge has done something unique. There are plenty of products that address long-term care in one way or another, and many that aim to protect or grow assets. But I haven’t seen a product that accomplishes both of those goals as effectively as Bridge. And beyond those first two components, Bridge includes a wellness program that helps clients live healthier lifestyles, potentially delaying a claim, and simultaneously making the product perform even better. That third component is a game-changer and often overlooked.

So why Bridge? First, it is built on a true and solid FIA chassis. It allows flexible premiums, meaning all premiums paid in the first year receive full leverage, and additional premiums after that receive dollar-for-dollar long-term care value. Claims are paid tax-free, which is incredibly powerful. Underwriting is simplified and approval is guaranteed—truly guaranteed. Someone could be in a nursing home today and still be accepted. They would receive a different leverage amount, but it would still be the best worst-case scenario possible.

The wellness program plays a major role in how the product functions over time. The claims process is indemnity-based, which means clients don’t have to submit receipts or worry about whether a facility is approved. They only need to qualify for long-term care by demonstrating an inability to perform two of the six ADLs, or by having a severe cognitive impairment. Once approved, we take their benefit base, divide it by sixty, and that’s the monthly benefit they receive. It truly is that simple. They then have full control over who provides care and where that care is received.

We’ll walk through a scenario. Previously, we used a $250,000 premium example, which looked impressive, but this example reflects a more typical case—between $75,000 and $100,000. We certainly see larger cases, but this is the range we encounter most often.

David is a typical sixty-five-year-old retired single man with three grown children. His goals are the same goals most of us have. He wants to live independently as long as possible. He wants to preserve his assets. And most importantly, he does not want to become a burden to his children. That is number one for me as well, largely because of my personal experience.

David has $100,000 in non-qualified money, whether from a CD or a 1035 exchange. He is in good health and receives a preferred underwriting class. About 66 percent of applicants who go through underwriting receive preferred. And not everyone needs to go through underwriting—more on that later.

Because of his age and underwriting class, he qualifies for a 315 percent coverage ratio. The math is simple with $100,000. His base benefit becomes $315,000.

Now let’s take a hypothetical scenario. After ten years of healthy living and participation in the wellness program, David develops an illness that qualifies for long-term care. His initial $315,000 has grown through the guaranteed 2 percent roll-up and wellness credits. Over ten years, his benefit base grows to more than $400,000. His monthly tax-free benefit is over $6,800.

Some people say, “Well, that won’t cover everything.” Maybe not, but $6,800 a month puts someone in a significantly better position than having no protection at all, especially when you compare it to today’s costs.

The bar chart illustrates the progression. His initial premium grows. His leveraged long-term care benefit grows. And his index credits grow his accumulation value to around $184,000 at the ten-year mark. This is what we call the “have your cake and eat it too” scenario. His long-term care is protected, and his money is still growing.

This matters because, with traditional long-term care policies, unused benefits have zero residual value. But with Bridge, money left in the accumulation value remains available to beneficiaries. If someone goes on claim and passes away early—say after three months—there is still significant money remaining in the accumulation value. Those dollars are not lost. This is a feel-good element and a meaningful discussion point with clients.

Now, let’s touch on the vesting schedule. People ask, “What’s the catch?” It’s not a catch—it’s simply how the product remains sustainable. Vesting begins at 20 percent on day one. Year two is 40 percent, year three is 60, year four is 80, and day one of year five is 100 percent vested. This is why the wellness program matters so much. We want clients to delay claims when possible, both for their own benefit and to maximize the product’s performance. Delaying a claim allows more compounding and gets them outside the vesting period.

In David’s scenario, even if he went on claim in the first year, he’s still ahead because benefits are tax-free and he is vested on day one. But delaying the claim, even by a few years, improves the outcome significantly.

Bridge also performs well as a stand-alone FIA. Our rates are strong. Many competing products offer two or three percent, while we are well above that. This product can stand on its own, which is another major differentiator.

Some of the core product details are important to understand. Issue ages are 55 to 80. The minimum entry is $50,000. Premiums in the first year receive full leverage; after that, premiums receive a dollar-for-dollar long-term care value. There is a 10-year surrender period with 10 percent free withdrawals after year one. Withdrawals reduce both the accumulation value and the benefit base. There are multiple index options, and commissions are competitive.

Right now, we have a one percent commission special through the end of the year on all received applications, plus an app bonus for the first three cases. Between the commission and the bonuses, an advisor could effectively earn 10 percent on a $100,000 case. This is perfectly fine—we’re all for-profit businesses, and there’s nothing wrong with being compensated well for providing valuable solutions.

Rates have also recently increased. The fixed rate moved from 5 percent to 5.5 percent. The point-to-point par increased from 40 percent to 50 percent, and the monthly average increased from 65 percent to 100 percent. These improvements make the product even more attractive.

Jason mentioned the microsite earlier. Everything you need—marketing materials, calculators, illustrations, applications, and underwriting and licensing requirements—is on the Bridge microsite. The calculator is an especially powerful sales tool. You can sit with a client, adjust numbers, and show how additional premium impacts the benefit base. People respond well to seeing these results visually. It’s an effective way to present the product.

It really is a world-class microsite. I’ve seen many of these for new product launches across different distribution models, and this is the best I’ve come across. Honestly, it’s how I learned the product myself. I went on the site, explored everything, pulled up the materials, printed them out, read through them, and watched the videos.

Everything on there is client-facing. You can copy, paste, and send a link to a client and say, “Hey, watch this.” The videos are two minutes long and easy to digest. It’s not just a tool to educate you—it’s a tool you can use directly with your clients. You simply click the state where you’re selling, and it automatically pre-fills everything approved for that state. You don’t need to hunt for forms or filter anything. It’s incredibly easy to use, and our team did a great job with it. That’s how I learned the product, and that’s how I encourage you to dive in as well.

Leon, let me ask you a quick question before you move to the next slide. With the microsite, does an agent need to be licensed with EquiTrust in order to access it?

Yes, they do. Once licensed, they’ll receive a registration link to access the microsite.

Perfect. So everyone—get licensed.

Exactly. We want people to get licensed so they can access everything.

Now let’s talk about underwriting, which is a major differentiator. It may take a little getting used to from an advisor’s perspective, but once you understand it, it becomes a huge selling point. We have three underwriting tiers: Secure, which is guaranteed issue, and then Standard and Preferred. You’ll be familiar with those classes.

The long-term care benefit is guaranteed approval. I mentioned earlier that not everyone needs to go through underwriting. Clients answer five underwriting questions. If they answer “yes” to any of the first three—things like being unable to perform two of the six ADLs, currently being in a facility, or using a mobility device—they are automatically placed in the Secure class. They are still approved, but there’s no reason to put them through the interview because we already know where they fit.

This eliminates a lot of uncertainty. You immediately know their class, and now it’s simply a matter of their age and where they fall on the coverage ratio grid. From there, it’s straightforward: determine the leverage amount, complete the application, and get coverage in place.

If they answer “no” to the first three questions, the fourth question asks whether they have been on Social Security Disability in the last five years. That isn’t an auto-decline. It just means we’ll ask a few follow-up questions. The fifth question is a general health question—cancer, diabetes, things like that—and again, none of these are automatic declines. If they answer no to the first three, don’t overthink it. Simply schedule the underwriting interview.

There’s a video called “How to Prepare for an Interview” that I highly recommend. It’s a couple minutes long and walks clients through exactly what to expect. They’ll get simple cognitive questions—like naming fruits or associating letters with numbers—and a few basic physical demonstrations, such as standing without assistance or touching their nose. The interview takes about twenty to thirty minutes.

Once completed, you receive the underwriting result within minutes—Secure, Standard, or Preferred. That’s another unique feature: you can complete underwriting before submitting an application. Many clients don't want to go through a full process unless they know their numbers, and with Bridge, you can do exactly that.

There is no medical exam, no prescription check, no blood draw, and no doctor’s records. Just the five questions, followed by an interview if needed. You can schedule it through a simple online calendar, even with the client sitting in front of you. You can go from introduction to underwriting to application in an hour if the client is ready. It eliminates the multiple appointment cycle that traditional long-term care conversations usually require.

A few riders are automatically included with our FIAs at no cost, including the nursing home and terminal illness riders. The long-term care rider, which is the heart of Bridge, is very cost-effective compared to other products attempting to offer similar benefits. After nearly a year in the market, the average cost is about 48 basis points annually. It’s lower in the early years because of the vesting schedule and the reduced net amount at risk. As the accumulation value grows, the net amount at risk can shrink, which makes the rider even more attractive over time.

The NeverStop Wellness rider is automatic in year one. About seventy to seventy-five percent of contract holders participate in the wellness program. I personally believe that number should be one hundred percent because of the value it adds. Beyond improving health, it can delay claims, which dramatically improves the contract’s performance. After year one, if someone chooses not to use it, they can drop the benefit and eliminate the one-hundred-dollar annual cost.

The wellness program itself is a significant differentiator. We partner with Assured Allies, who also support our underwriting. Their expertise comes from working with traditional long-term care carriers, helping them delay claims. That’s the philosophy here: delay the need for care as long as possible by helping clients stay healthier. After the contract is issued, the client receives a survey, is assigned a wellness coach, and a personalized plan is created—things like getting a hearing test, increasing daily steps, getting annual physicals, and other activities shown to reduce long-term care risk. Every two years, they are scored. Participants, on average, add five to eight percent to their benefit base. In David’s scenario, that created nearly thirty thousand dollars of additional benefit. That’s real value—often adding six months of coverage or more.

Sales opportunities are everywhere. We’re seeing strong production from 1035 exchanges. A client may have a contract with a cost basis of one hundred thousand and a value of one hundred eighty thousand. If they liquidate it, they pay taxes on the gains. But if they 1035 it into Bridge, not only do they avoid current taxation, but at claim time the dollars come out tax-free. Combine that with leverage—like the 315 percent David received—and you can turn $180,000 into an enormous tax-free benefit. That’s powerful.

Other non-qualified sources—CDs, savings, money markets—are also ideal. Many clients ladder CDs and have money maturing regularly. These are perfect opportunities for repositioning. It’s important to remember: every client deserves to have the long-term care conversation. Most will tell you they tried to get coverage but couldn’t qualify or couldn’t find something that made sense. Now you can say, "I have a solution you are guaranteed to be approved for." You know where their assets are. You can help them find the money. And then you’re off and running.

Why Bridge? Because it solves the long-term care problem while still functioning as a strong fixed indexed annuity. It offers flexible premiums, true long-term care benefits, a wellness program that improves contract performance, simple indemnity-based claims, and a digital and fast underwriting process. It lets clients have their cake and eat it too.

Before wrapping up, I want to touch on dignity and memories. These are emotional conversations, and sometimes the best way to connect with a client is to share your own story. I often talk about my mother’s experience. The proper planning wasn’t in place, and it was hard—for her, and for us. For me personally, I don’t want my sons, who are twelve and eight now, to help me bathe or get to the bathroom when they’re young adults. I want to maintain my dignity, and I want their memories to be of me coaching their baseball and football teams, not the difficult moments that come when long-term care planning isn’t done. That emotional piece resonates strongly and gets people moving.

Long-term care isn’t just about the client. It’s about protecting the caregiver. And nothing destroys a retirement plan faster than a long-term care event. Tom Hegna calls it a million-dollar problem, and he’s right. Seventy percent of people will need long-term care at some point, yet most have not prepared for it. This is a problem we should be discussing with every client, and Bridge is a solution that can truly help people.

Before I hand it back to Jason, I’ll address one question I saw. Someone asked about qualified money. Right now, Bridge accepts non-qualified funds only. Qualified dollars—IRAs, 401(k)s—aren’t eligible yet. We expect to introduce a version that accepts qualified money after a separate filing, hopefully in the first half of next year. We’re also exploring multi-pay structures like ten-pay options. But for now, focus on non-qualified opportunities. There are plenty of clients with fifty thousand dollars or more in non-qualified assets or existing contracts that can be 1035 exchanged.

Jason added that in the meantime, URL has other solutions that can work with qualified money, so reach out if you have cases that need alternative options. His direct email is This email address is being protected from spambots. You need JavaScript enabled to view it. and his direct line is 717-216-8038. He can help with illustrations, case design, or finding the right product fit.

Jason closed by reminding everyone that next week’s webinar continues our Long-Term Care Awareness Month series on Wednesday, November 8th at the same time, where you’ll learn how to cover two people under one policy. That will be a valuable session.

Thank you again for joining us today. We appreciate your time and your business. Have a great November, and enjoy the start of the holiday season—Thanksgiving will be here before we know it.