Selling LTC insurance is a very tough world. Nobody wants to buy it, and nobody likes paying premiums. There is a secret to sell, that no one seems to use.
I have wondered why LTC agents always think everyone needs to buy a policy. Why must we all LTC insurance. Here's a little secret we have not.
Not everyone needs to buy this protection! The decision should be based on two reasons:
• To protect the incomes of the spouses and
• ToProtection of assets for the heirs
If a prospect buys another reason they are a decision solely on emotion and not on black-white issues. That is what many LTC agents rely on dealing with emotions. I have looked through their presentations, as the prospect is being manipulated to "scaremongering."
I think that LTC should be obtained on the basis of a formula. This formula should take into account the income and assets of the view. If there is sufficientIncome, so that the spouses, even their lives continue to be the only risk is envisaged the use of assets for any other purpose.
The formula should be: Add up the income of each spouse and the total suspended property of shared responsibility. If there is sufficient assets to pay the difference between the income of the spouse and ill LTC facilities expenses are then the need for insurance is not required.
If the difference may for a period of 60 months, then all other assets can be paidwith the well spouse, friends, family or even strangers will be repositioned.
Here's secret number two: you just need your assistance for five years to pay. Deducted from your income the LTC costs and assets to make you the difference. Everything beyond that amount is needed which is entrusted with the assets of the sick people.
Now for the secret of unused insurance for the sale of LTC; Secret Number One.
Tell your potential customers and your customers, they do not need it. Your decisionshould be based on a formula and gives you the formula that has found a fact. By the conclusion of a fact, you can find all the assets and be able to make advice to others. You will win customers and to do you the best prospects for your job.
Tell them they do not need to buy LTC, not the formula and do the right thing. Perspectives by not more than you need will sell more because the decision based on facts andnot emotions. This brings up a client and not just making another sale.
