Here is your weekly dose of "TA's Top 5". A list of industry updates,
sales ideas, important dates and other interesting things we come
5th element - setting
Solutions for a
Changing & Challenging LTC Marketplace
Do you have "Sticky Clients"? (Frank Thompson)
are reluctant to leave an Agent or Advisor they know, but they have no
problem leaving an agent or advisor they don't know, and don't hear
from. It's the "knowing" and the communication that's the
Do they know you? Do they hear from you? Do you proactively review
their coverage, check in to see if their needs have changed? It's not
about selling today, but it could be. Just stay in touch. Make
"sticky" clients. It doesn't cost, but it pays. Who does this
stuff? Almost nobody.
Think of it this way: Sticky clients will think of you first when the
"insurance" compartment in their heads is triggered open by a
Healthcare, Medicare, Auto, Homeowners or Retirement Planning
Staying in touch is a big deal. We can help you develop and implement a
"Sticky Client" strategy that will strengthen existing
relationships. Call your Account Executive for Details
From Omaha (Peter
Why LTCi is a better solution than relying on
family. Help clients
understand what being a caregiver really means. Show them how LTCi
is a better solution to get the care they may need and free family
members from being caregivers. Read more.
Help grandparents leave a lasting legacy. Life insurance can
help secure the futures of their kids and grand-kids. Use this client brochure
to help promote this idea.
3. Creative Routines (Brian Thompson)
Beethoven, Dickens, Mozart...Ben Franklin and many more were extremely
productive, leaving their mark with some of the most important work in
the history of art and science? Check out this awesome info-graphic by Info We Trust...
You might be surprised!
Click on Picture for PDF of
5th Element (Adam Thompson)
EXPECTATIONS – It’s happened to us all. You know the routine:
meet with a prospect 3) Propose solutions and overcome objections
the prospect with a fact finder 4) Close the sale – take an
ABOUT #5 OF THE ROUTINE??? This is where things
can get sticky, or go sideways if we’ve skipped #5 of “the routine”,
which should be SETTING EXPECTATIONS. When helping your clients,
consider some of the following tips to avoid frustration or surprises
due to a difference in assumptions versus the actual underwriting
everyone is preferred best non-tobacco – I know, this will be
shocking to your clients, but it’s true. It takes a little longer
to do a little field underwriting (height/weight, tobacco use,
family history, medical history, medications), but you will
strengthen your credibility, and increase your placement ratio
when you can propose realistic solutions as a result of that field
won’t have your policy in a couple days – while our accelerated
underwriting options help speed up the process considerably, it
will still take longer than a few days. Consider a statement like,
“While some cases can be approved very quickly, others can take up
to 60 days or more. If this concerns you, let’s consider
submitting your application with conditional coverage.
companies want to help – their goal isn’t to charge as much as
possible for your insurance coverage. They want to offer the best
price for your coverage, with underwriting credits and other
things to improve an offer when possible.
underwriting, you are not locked into that specific product and
price. You will have flexibility throughout the process to change
your mind about amounts, lengths, benefits, etc. While this is an
important decision, we can make changes if needed.
shouldn’t take more than 5 – 10 minutes, but will save you a lot of
time in the long run. You will spend less explaining why your client
was approved at standard instead of the best class you presented. Your
client won’t be surprised when it takes longer than 10 days to get
their policy, and you probably won’t spend any more explaining that the
insurance company isn’t out “to take all your money”, and that your
client has choices if he/she doesn’t like how things turned out.
SETTING EXPECTATIONS, you will save time, help more clients, and place
more business, all while providing a better experience for your client.
Once you’ve taken an application, how do you currently set
expectations with clients?
Long Term Care 360' (Frank
We often get asked:
"What are my options for protecting my clients' Retirement
Assets, and how do I decide which is best?" This guide will
guide you through the many LTC planning options available today.
Helping to overcome the top reasons for NOT purchasing traditional
long terom care insurance, which are:
Confusion - People say it is difficult to understand
the costs and what is paid by Medicare, Medicaid and long term
- People do not believe that they will need Long Term Care insurance
Mistrust - Clients are concerned they will not be able
to rely on a long term care insurance company when they need it.
Discomfort - It is too unpleasant to think about
becoming ill and needing long term care.
On this site we discuss traditional and alternative,
explaining the concepts and products available to meet the needs of