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Group LTC vs Individual LTC -- Why Group Access Changes the Economics
Watch Time: 3 Mins Reading Time: 4 Mins Presented by Hollowtree Updated April 27, 2026
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If you've ever tried to place individual long-term care insurance for a client's employees, you know how hard it is. Underwriting declines. Premiums that make employees wince. Enrollment conversations that go nowhere because the product feels like something for retirees, not working adults.
Group LTC through an employer changes all of that -- and the brokers who understand the difference are having much more productive conversations.
Here's the core difference.
Individual LTC requires full medical underwriting. Up to 30 percent of individual applicants are declined or rated up based on health history -- which means a meaningful portion of your client's employees can't even get the product at any price. For the employees who can get it, individual rates are significantly higher than group rates for the same benefit.
Group LTC through an employer relaxes underwriting substantially. Group purchasing reduces premiums by 15 to 40 percent compared to individual placement at equivalent benefit levels. And the conversation shifts from 'would you like to buy LTC insurance?' to 'your employer offers group LTC access' -- a completely different dynamic.
From a positioning standpoint, the employer-sponsored LTC conversation is a benefits strategy discussion, not a product sale. You're talking to HR Directors and CFOs about talent retention, mandate compliance, and workforce demographics. That's a different room than you're in when you're placing individual policies.
The employers in your book who haven't yet added LTC to their voluntary benefits stack are behind the curve -- and they know it. They just haven't had someone show them the group access pathway yet.
That's your entry point.
Download the Hollowtree broker kit and let's talk about which clients in your book are ready for this conversation.
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Hollowtree
Insurance Specialists