Stop “selling” and start educating prospective clients:
- Take time to get to know them. Find out what keeps them up at night. Build relationships. Earn their trust.
- Start with the basics. Explain what long-term care insurance is, how it works and why people need it. Use simple terms. Lose the jargon. Drop the sales pitch.
- Stay out of the weeds. Instead of trying to explain the bells and whistles, focus on how long-term care insurance will help solve their problem. That’s what they really want to know.