The Advisor's View of Long-Term Care Planning

Ditch the sales pitch

Image source: Flickr user Dale Murray
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.
Want to learn more about why some people buy long-term care insurance and others don’t? Download a copy of "Hearts & Minds," a consumer research study designed to help you understand long-term care insurance buyers.

LTC Insurance Buyer Study

Topics: Sales Tips

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