Remove the “Unemployment” Objection

Authored by John Schraut
Even if they don’t voice it, some prospects have this nagging concern, “How am I going to pay my life insurance premium if I lose my job?”  It may be more common recently due to the economic environment. If your clients have to choose to pay their life insurance premiums or the cable bill, many will pick the cable bill.  Then they lose the valuable coverage that protects their family and their own insurability. But what if there was an option that would help pay life insurance premiums in the event of unemployment? We have the answer – carriers that offer waiver of premium for unemployment.  Let your clients know about it and take this worry and objection away.

5 Ways to Keep Your New Years LTC Resolution

It’s always a smart idea to raise awareness with your clients of the importance of long-term care. It’s overlooked much too often. The best way to overcome this oversight is to continue to educate people about the potential risks of not planning for long-term care through out the year. And that gives you the perfect opportunity to talk to everyone you meet about the importance of adding this essential coverage. Here are five things you can do throughout the year to boost your LTC sales: 1.  Make it your mission to talk about LTC with everyone you meet. This includes friends, family members, current clients and business contacts. 2.  Establish yourself as the go-to person in your community for LTC insurance. Offer to speak to community groups or associations. Meet with attorneys, accountants and other centers of influence to explain the service you can provide to their clients. 3.  Create a mailing to introduce yourself to people in the community and arouse their interest in talking with you about LTC. Or place a newspaper ad in your local paper or in association newsletters. 4.  Brush up on LTC insurance products so you are prepared to offer appropriate solutions for clients’ specific needs. 5.  If you haven’t already done so, consider purchasing a LTC insurance policy yourself. The old saying is true – it’s easier to sell something when you own it yourself.

KEYS FOR LONG TERM CARE DISCUSSION

Authored by Steve Knapp Are you looking at how to unlock the conversation for long term care?  According to Margie Barrie’s book, 50 Ways to Boost Your LTCI Sales, below are some key phrases to help set you apart. 1)      My goal is to provide you with the most appropriate combination of benefits from a highly rated carrier for the most economical cost. 2)      I actually consider this a nursing home avoidance policy. 3)      This policy provides you with choices and control, so you can age in a place and receive care where you want to. 4)      This policy provides the funds and support so that your family will be able to take care of you.  Without it, it will be too hard – physically and financially – for them to provide the care to keep you at home as long as possible. 5)      We represent virtually all of the top carriers in the industry.  So my goal is to provide you with one-stop shopping. I will share with you the pros and cons of each policy and help you select the policy that is best for you. So with these key phrases, unlock the conversation about long term care today.  The more you inspire confidence in your prospects, the more likely they will act on your recommendations and give you a check.  Contact our long term care department for additional support and sales ideas to help you.