Do you have a toolbox equipped with all the best materials for selling LTC? Are you looking for fresh sales tactics to take into your next client meeting? AIM’s Marketing Team has some ideas that are sure to get your sales soaring!
Make clients aware of the cost of care.
An LTCi policy is the best investment your clients can make in terms of retirement but many of them don’t realize the importance because they don’t know just how much long-term care services can cost. Helping them to recognize the cost of care can show them the importance of having a plan so that they don’t end up losing their savings and assets just to try to afford care should it become necessary.
Use examples.
Ask your clients if someone close to them has ever experienced a need for long-term care. Did they have LTCi? How did having/not having a policy impact them? Using somebody else as an example can serve as a powerful reminder to your clients.
Listen.
One of the biggest tips we can give you is to truly listen to your clients. It’s important to set them up with the policy they want instead of the one you think they need. Remember this… “If your client wants an iPhone, don’t sell them a Samsung”, meaning if they’re telling you they want something, give it to them… it’s as simple as that.
No decision is a decision.
Many LTC prospects respond to an initial entreaty on the topic by pushing the discussion downstream. I counsel agents to be certain the prospects understand that refusing to make a decision to purchase LTC is in fact a decision to self-insure. And based on today’s care costs, that could easily be an unintentional $250,000 decision.