Group LTC Benefits Blog

What's the "Secret Sauce" for Successful Group LTC Enrollments?


What works? What do you do? What needs to happen in order for this case to work?  We’re asked these questions by our benefits broker partners all the time…and we’ve succeeded (and failed) enough over the years to have a pretty good idea of what are the critical factors that determine a case’s success or failure.

Key Ingredients for Successful Group LTC Enrollments:

  • Proximity to the client (direct interaction with the client)
  • A meaningful strategy call with the client  
  • An internal “champion” for this benefit offering (HR or C-Suite)
  • Managing the client’s expectations regarding the enrollment process 
  • Email communications campaign (6-8 emails during the open enrollment period)
  • LTC educational microsite 
  • Group meetings (if there is are enough employees at each location)
  • Webinars (20-30 minutes)
  • Online enrollment tools (self-serve & consultant-assisted)
  • 1-on-1 call center consultations
  • Passion for this planning

Check out this infographic created from information released from a survey published in Employee Benefits Advisor (August 2014).

Download Infographic



Topics: Employee Benefits

Written by Jerry Manning

Jerry A. Manning is the founder and President of J. Manning & Associates and one of the largest producers of Long-Term Care Insurance in the Industry. Jerry has spent over a decade helping clients design and implement customized insurance programs in the employee and executive benefits markets. As a nationally recognized leader in the LTC industry, Jerry is highly sought after as an author and expert speaker for organizations such as the Society of Actuaries, the Minnesota State Bar Association, Financial Executives International (FEI), The Indiana Health Care Association, The National Business Institute, Life Insurance Selling Magazine and he served on the advisory board of the Alzheimer's Association Corporate Roundtable. Prior to founding J. Manning & Associates, Jerry served as Vice President of Long-Term Care for Marsh Executive Benefits, a division of the world's largest insurance broker. Before joining Marsh, Jerry was a wholesaler for a national employee benefits carrier writing group disability, dental and life insurance. Jerry holds the professional designation of Certified in Long-Term Care (CLTC) and he is a certified continuing education instructor for legal, accounting, and insurance professionals. He graduated from Western Illinois University with a bachelor's degree in communications.

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