Thanks to a variety of policy features and optional benefits available on our LTCi products, you can help prospective clients “dial down” the premium to fit their budgets. There are a number of ways to adjust policy benefits to make an LTCi policy more affordable. Download our sales solution flyer to learn more.
Archive for the ‘Hot Topics’ Category
April 12th, 2012
Be Prepared to Encounter Objections
Knowing what to say when a client presents an objection is just as important as knowing how to begin the LTCi conversation. In fact, industry expert Margie Barrie said she kept a notebook filled with objections and her planned responses, and she reviewed it before each appointment.
Download our sales tip flyer to learn the best way to respond to five common objections.
March 15th, 2012
Sales Tip: Target People Who Plan to Live a Long Life
Maybe you’re scratching your head and saying to yourself, “But that’s everyone I know.” Exactly. People who plan to live a long life are the ones who need LTCi.
You see, a funny thing happens when people live a long life. They get older. And as people get older, they generally need help with everyday activities. Get it? People who plan to live a long life are probably going to need long-term care services. And the best way to help pay for long-term care services is with an LTCi policy. Download our sales tip flyer to learn more.
February 15th, 2012
One Customer’s Story
A new testimonial video highlights the story of an actual customer. You’ll learn why Tina Oglesby purchased an LTCi policy and hear her children, Amy and Scott, explain how having this coverage has impacted her life and theirs. Use the video to show your clients the peace of mind one family has received from this important purchase. (Note: The video currently is not approved for consumer use in CA, HI, MO, NH and TX.)
January 11th, 2012
How Do We Stack Up to the Competition?
Our contemporary, innovative products really set us apart. We’re one of the only LTCi carriers to offer things like a cash benefit with no elimination period, calendar day vs. service day elimination period, built-in monthly benefit amount and no cap on premium allowances.
December 19th, 2011
2012 Consumer Tax Sheets Coming Soon
We’re in the process of updating our consumer tax sheets with the 2012 numbers. Watch for them coming in early January. And use them to show clients the tax advantages of purchasing an LTCi policy.
November 14th, 2011
What Consumers Expect from an LTCi Salesperson
One of the things that came through loud and clear in the focus groups we conducted recently is that people don’t want to be “sold” a product. They want to work with a trusted advisor — someone who can educate them and walk them through the buying process.
October 17th, 2011
November is LTC Awareness Month
Time to focus your efforts on making sure your clients understand the importance of planning for LTC. Here are some things you can do now so you’re prepared when LTC Awareness Month rolls around:
September 19th, 2011
LTC Awareness Month: 2 Tasks, 2 Hours, 2 Prospects
This November marks the 11th year for LTC Awareness Month. The goal of this annual event is to emphasize the need for LTC planning, In an effort to make this year’s event meaningful and measurable for agents across the country, Jesse Slome, executive director of the American Association for Long-Term Care Insurance, offers this specific goal: accomplish two tasks that each should take no more than two hours and your result will be two LTCi prospects.
July 18th, 2011
We’re Looking for a Few Good Stories
Everyone loves a good story. When used in a sales situation, a story can grab people’s attention, change the way they think, even motivate them to act. That’s why we’re always on the lookout for good LTCi stories. If you’ve got one to share, we’d like to hear from you.