Wednesday, April 4, 2018

Who do you know that fits?

LTCi Buyers' Profile

Could help you find Prospective Clients

LTCi Buyer

Consumer research* has revealed that a lot of people understand the need for LTCi, but they’re wondering why no one has approached them about it. People expect to be contacted by an insurance agent. Yet in a survey of LTCi policyholders, less than 1 in 100 said they first learned about LTCi from an insurance agent.

Most often, people who purchase LTCi share these similarities:

Buyer's Profile

  • Female, age 55 to 64
  • Married with adult children
  • Working in a white-collar profession; not yet retired
  • College educated
  • Living in a metropolitan area with a population of at least 250,000
  • A homeowner with 11 or more years in the current residence
  • Upper middle class with a household income of $100,000 or more
  • A “planner” who is interested in financial issues; owns life insurance and other conservative investment products
  • Family oriented
  • Exposed to LTC issues; knows someone (a family member or friend) who has needed LTC services
  • Research oriented; an online user; self-educated about LTCi

Your existing clients are the best place to start. 

They know and trust you, which makes them receptive to talking with you about LTCi. Just look for people who fit the profile of a typical LTCi buyer. Other good places to find prospective clients, including:
  • Centers of influence – Partner with accountants or attorneys in your area. These can prove to be mutually beneficial relationships
  • Civic organizations – Join local organizations and make yourself known to the members of your community. Offer your services as a speaker at an upcoming meeting
  • Associations – Place ads in association newsletters and offer to speak to the association’s membership
  • Referrals – Don’t forget to ask everyone you talk to if they know someone who also could benefit from your services

Download our LTC Decision Guide to facilitate your next LTC Planning Discussion >>

* Mutual of Omaha

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