Has Anybody Worked for LTC Financial Partners?

[ltcadviser]

Do you do sales online mainly of face to face? That is their big thing and I only did health insurance online. I would feel there would be a lot of time to "think about it" while you are waiting on them to mail the signature pages back with this online sales thing they propose. Thoughts?

This does not ever happen. And it will never happen if you are a consultant. If, however, you treat long term care planning as a sale, with trial closing questions then sure I suppose you could have people back out if they feel you "sold" them. Don't know why it is necessary to try to sell someone though. If your process is clean, your business is clean.

 

[Mr_Ed]

This does not ever happen. And it will never happen if you are a consultant. If, however, you treat long term care planning as a sale, with trial closing questions then sure I suppose you could have people back out if they feel you "sold" them. Don't know why it is necessary to try to sell someone though. If your process is clean, your business is clean.

I couldn't agree more, Jack.

Unfortunately, they're not trained to do it the way you and I do it.

They are taught call the lead and "set an appointment",
then do a "presentation" using screen sharing technology,
then "close the sale", all within this single appointment.
Even take the application, and wait on the phone with them while they sign it and fax it back to you.

It's no wonder the Not Taken rate and the decline rates for these agents total near 50%.

 

[CALTCAgent]

You get licensed in whatever state you'd like to work and you will get leads there. We are encouraged to be licensed in multiple states.

Why get licensed in more than 1 state?


4 out of 10 is a low closing ratio. Lots of wasted time presenting in that system, IMO.
Of the 4 closed, you will have 1 declined, now you are down to 3 sales from 10 presentations.

 

[ltcadviser]

I couldn't agree more, Jack.

Unfortunately, they're not trained to do it the way you and I do it.

They are taught call the lead and "set an appointment",
then do a "presentation" using screen sharing technology,
then "close the sale", all within this single appointment.
Even take the application, and wait on the phone with them while they sign it and fax it back to you.

It's no wonder the Not Taken rate and the decline rates for these agents total near 50%.

Yikes. Declines happen. But not takens? Those should really not occur hardly ever.

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Why get licensed in more than 1 state?


4 out of 10 is a low closing ratio. Lots of wasted time presenting in that system, IMO.
Of the 4 closed, you will have 1 declined, now you are down to 3 sales from 10 presentations.

Presentation? Why do a presentation? A conversation is all that is needed. Throw your presentations in the trash can.

 

[Mr_Ed]

Yikes. Declines happen. But not takens? Those should really not occur hardly ever.

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Presentation? Why do a presentation? A conversation is all that is needed. Throw your presentations in the trash can.

well stated!

 

[KarenLorenzo]

Long term care (LTC) insurance has long been a topic especially now that people tend to live longer, but the market for ltci is not that promising since people are often mislead. However, people who consider getting one tend to look for companies with strong credibility and financial ratings...they also consider the companies reputation and prominence in the field. Companies who have provided quality service for decades have earned the trust of the public (like Genworth), not to mention the fact that they have been renowned in the field of insurance.

 

[CALTCAgent]

However, people who consider getting one tend to look for companies with strong credibility and financial ratings...they also consider the companies reputation and prominence in the field. Companies who have provided quality service for decades have earned the trust of the public (like Genworth), not to mention the fact that they have been renowned in the field of insurance.

And this relates to the subject....how?

 

[Mr_Ed]

Yikes. Declines happen. But not takens? Those should really not occur hardly ever.

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Presentation? Why do a presentation? A conversation is all that is needed. Throw your presentations in the trash can.

The problem with presentations is that they require the agent to talk, when he/she should be listening.

 

[ltcadviser]

Why get licensed in more than 1 state?

To write more business not less business.

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The problem with presentations is that they require the agent to talk, when he/she should be listening.

I just have an aversion to a canned process. If you are advising your client, a presentation is demeaning. Presentation implies sales. "Sales" "closing ratios" imply unnecessary and undermining techniques to generate an application.

Look, either someone wants a policy or they do not want a policy. Just treat people as professionals, let them come to their own decisions. There should not be a sales process.

 

[Mackaroo]

To write more business not less business.

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I just have an aversion to a canned process. If you are advising your client, a presentation is demeaning. Presentation implies sales. "Sales" "closing ratios" imply unnecessary and undermining techniques to generate an application.

Look, either someone wants a policy or they do not want a policy. Just treat people as professionals, let them come to their own decisions. There should not be a sales process.

While I agree, I also "present" a series of slides that ensure that all points will be covered. I don't use a script for the slides but they are like cue cards. Without them, you might forget to talk about a vital topic like rate increase histories. If you totally wing it each and every time, you will miss important points. If you use slides and/or a quoting tool, you are "presenting" material and you are making a presentation. To me, improv is very boring to watch and hear. I assume most others feel the same.