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.

Your Client Can Open Doors 1, 2 and 3…

Authored by Matt Nutzman Would you like to see what’s behind Door 1, 2 or 3? All may be equally good options, but suit different needs. It’s hard to choose when given multiple options. What if you could have the option of opening all three doors? A Linked Benefit (LB) policy is similar in that it offers several options. An LB policy offers long term care (LTC) coverage, liquidity and a death benefit. If your client has a change in plans and decides not to keep the policy, a return of premium benefit may allow them to get back their initial premium. LB policies attract people who: • Are retired/approaching retirement • Are more affluent with higher net worth • Want to protect against potential LTC expenses AND leave a legacy to their loved ones Market interest for a product that links LTC benefits is growing. Following strong double-digit growth in 2009, new premium sales of LB products jumped 66% in 2010 and another 70% in 2011, reaching $1.4 billion. This double digit growth may be because the LB policy is attracting new and younger markets. LIMRA found that buyers in their 60’s continue to be the biggest portion of in-force policies; however younger markets are finding them attractive as well.  LIMRA’s annual study of leading insurers found that 29% of buyers of these combo policies were under age 60 in 2011 compared to only 28% in 2010. Call your marketer at Financial Brokerage Inc. to discuss both the Annuity and Life Linked Benefit plans that are available to your clients.

Bring Social Media Into Your Marketing Plan

Authored by John Schraut Any insurance industry publication you look at now has ways to use social media.  So my question to you is – do you have a Facebook, Twitter, or LinkedIn account for your business? If not, you are losing out on a way to connect with other professionals and potential clients.  Best of all it’s FREE! In a recent survey I saw, it said; More than 60% of advisors have used LinkedIn to gain new clients.  75% said it has improved their effectiveness of their referral network. So how many clients have you gained from your social media marketing plan?  If you answered “zero”, Financial Brokerage can help!  Call us today to learn more!