Advice on Getting Started with a Focus in LTC.

[roger_lockless]

I don't want to bore anyone with a lot of details, but to sum it up, I've had the good fortune of working only part-time in the insurance industry, but having good referrals and access to clients from some fortunate professional connections related to my job as the head paralegal of an estate planning law firm. It wasn't completely handed to me; I still had to make sales, but I had more options than most independents, since I had another job and my income wasn't fully dependent on sales.

I recognize that I've been spoiled. The structure is changing at the law firm where I work, and my opportunities for extra income from insurance are drying up; the current attorneys are worried that the sale of insurance products is a conflict.

I've sold life insurance, final expense, Medicare supplements, and LTC, but always with the safety net of my legal job. I'm considering moving fully into insurance, marketing seminars and presenting primarily on LTC. With the law firm, I found that with seminars (though expensive to market) I could get in front of people, and that LTC is easy to sell, since most older clients have experiences with it and recognize the need.

I guess I'm looking for experienced opinions on the move I'm considering. Does anyone do anything similar? The seminar-model with an LTC focus? I've flirted with cold-calling and other "free" options in the past, but nothing has brought in the kind of business I've been able to do getting in front of a group of people at a seminar.

 

[billberry12]

"LTC is easy to sell"

If that is true for you, don't change anything! That's what we are all looking for, but few have found.

If, after you leave the firm, you find out that's not true, become a Genworth Retail agent for a few years, then go out on your own.

Bill

 

[roger_lockless]

The big plunge I'm considering is leaving the law firm entirely and going into some debt in order to start my own thing and market and put on LTC insurance seminars. I already know that I can sell it, but it's a rough economy right now, and I wondered if other people on here are engaged in similar specialist-ventures and--if so--what advice they could give.

@Bill: I'm interested in what you said about being a Genworth Retail agent. I've sold Genworth products a number of times in the past, but I've grown gun-shy with them since their LTC underwriting is kinda tough. I've been favoring Prudential lately in my independent sales, but if Genworth has a particularly good program to get people started, maybe I should contact them. Is there any particular reason you suggested Genworth? Is there anything especially advantageous about their programs?