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I don't have a presentation either.
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Fact Finder/ Needs Analysis
- Thread starter HuntAssuranceGroup
- Start date
I don't have a presentation either.
- 10,337
It really depends on your prospect base. If you are targeting the under 50 crowd then I would not become an LTCI expert. If you are targeting the over 50 crowd then it would be well worth your time to offer LTCI and drop something less profitable like HI (especially since many 50+ year olds will have HI through work).
That being said, strategic relationships with other agents who specialize in areas that you dont can become very profitable.
If you have good local LTCI relationships, then ask them to do some joint cases and you can learn the product/process that way.
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What captive shops are you talking about??
After small talk and a few initial questions I start medically qualifying a prospect way before I close the sale. There is no reason to go through the whole sales process if they will not qualify.... my time is too valuable not to medically qualify them on the front end. I do f2f sales for LTCI, but I do not sit down and waste my time unless I have pre screened them medically over the phone first. I also ask qualifying questions to ensure they are serious about buying and not just window shopping or shopping a previous quote (if they are shopping against a quote I make sure they are willing to commit to me as an agent if they like what I present better).
Work smart, not hard.
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- 2,584
I'll say any of them. After hearing about their lead systems on here. They are forced to sit and try with anyone and everyone. Even that is not enough.
I agree.
You disagree with what part of what I said, Steve?
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Actually I just re read everything. I don't think I disagree. Having to close based on seeing if you qualify is weak.
- 10,337
Could you name them? Because the captives that I am familiar with who offer LTCI (NYL, MM, NWM) have no lead systems at all... especially for LTCI.
- 2,584
Actually those captives I know nothing about their "systems".
I think my point is off base after reading it again. I don't know how their agents are trained. I know when I was captive, the medical close was something many agents would use.
I think your and Jack's points were correct though. Not sure I was really on to a good point.
I am from a captive shop. I prescreen as much as possible when writing LTCi. No point getting the clients' hope up and get shut down on the back end.
We weren't trained medical close with LTCi, but more so with life ins. still, I think it is a waste of time if I have to close that way. It shows client is lacking commitment and I'd rather know the reason behind it.
We weren't trained medical close with LTCi, but more so with life ins. still, I think it is a waste of time if I have to close that way. It shows client is lacking commitment and I'd rather know the reason behind it.
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You still offering a split for LTC business? I might have a couple nibbling on my hook. They are already Medicare sup clients. High net worth.
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You still offering a split for LTC business? I might have a couple nibbling on my hook. They are already Medicare sup clients. High net worth.
If not you perhaps someone else (Tahoe Ray, Scagnt83, ect. ect.)
This is sage advice. Swallow your pride and ego, learn, split the commission, and grow. Your client will appreciate the effort, and the honesty.
Good advise. I have met with another agent and my client 3 times this year because he writes a fair number of LTC per year and has for a long time. I am 0 for 3, but did not feel I could give them good advice even though I am "certified" to sell LTC.
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