Learning to Sell LTC

[pacinsurance]

,,,, pat

 

[Mr_Ed]

Get the CLTC designation.

It will teach you the why and the how of long-term care insurance and the 3-step process is a very professional approach to marketing long-term care insurance.

Most agents just push a product or two. Anybody can run a quote or explain policy features--none of which address the reason for LTCi. Understanding the "why" and the "how" is what's critical.

If you don't have the money to take the CLTC, then buy Harley Gordon's book "In sickness and in health" and read it, then read it again, then read it again.

 

[pacinsurance]

,,,,, pat

 

[yankee466]

Any recommendations on where to start ... from scratch? From what I've read on previous posts, it seems Genworth and John Hancock have the best product. Do carriers for LTC generally offer training to agents?

Thanks,
Patricia

All carriers offer some form of training....webinars, guides, etc.....and there are tremendous amounts of reading material available. You can join the aaltci for a nominal fee and have access to lots of material.

Depending on your insurance and financial background, I suggest that new agents find a good mentor.....one who already sells LTC for a variety of carriers and has done well at it. Learn what you can from that person...offer to do splits on deals that you find...tag along on some appointments if it makes sense. Try not to be a pest of course, but if you look hard enough there are lots of decent agents out there...as well as FMO's... that will help you. I think that LTC is not meant to be something that you only dabble in.....either you are are going to focus on it, or you are not going to be doing your client a good service.

I also suggest a lot of reading.

Good luck.,

 

[Mr_Ed]

Thank you for your reply. I searched the cost of CLTC designation and it's quite high. I didn't realize LTC had a certification - that's why this forum is so helpful, I've learned so much here.

I'm going to order Harley Gordon's book and start there and possibly take the designation if I decide to offer LTC. Seems like a good idea to have the credentials when offering LTC.

Thank you again for your help, I greatly appreciate it.

Patricia

The reason I recommend the CLTC training is not for the designation. In fact, I don't even have the designation anymore.

The reason is that most insurance agents don't understand WHY LTCi makes so much sense. The CLTC training gives that knowledge and that understanding.

From that knowledge and understanding come conviction and confidence. Without that conviction and without that confidence, you'll never sell a single LTCi policy.

 

[pacinsurance]

,,,, pat

 

[CALTCAgent]

You don't need to waste your money and time on the CLTC designation, thats too expensive, especially right now. Partnering with another agent and AALTC make sense. IMO.

Thanks!

 

[Goby10]

Does anybody have an opinion of how NYL's LTCi measures up to other companies?

 

[yankee466]

Does anybody have an opinion of how NYL's LTCi measures up to other companies?

whenever I looked........$$$$$$$

Depends on what you are looking for in a LTCi plan of course.

 

[crimsontideagent]

Genworth and JH are the longest co's offering LTC, but they also have so much on the books it is straining them...

Mass has a great product --