LTC for the Super Wealthy?

[DHK]

If you focus on the MONEY aspect of LTC, you will LOSE them as possible prospects.

Two things to focus on:
1) Standard and quality of care. Wouldn't they rather have someone to help coordinate the standard and quality of care? (Most policies offer this - especially partnership policies.)

2) Where would these care facilities prefer to get paid from: Personal funds or insurance companies? Insurance money is BETTER than personal savings.

Focus on those 2 areas. Then, after you've made those points, you show them how to obtain the coverage for PENNIES ON THE DOLLAR, instead of DOLLAR FOR DOLLAR out of their personal savings and possible legacy.

 

[RedKite]

Yep your right. Very similar to credit counseling i did years ago. People dont care how much they go into debt because they have fun spending it. You are essentially taking away their lifestyle by limiting their financial margin.

Convorsation needs to follow the same path as the wealthy individual, mantaining a lifestyle. That is essentially why the wealthy are an easier sell. Their lifestyle wont change by investing in financial products and insurance. If you stay on the lifestyle tip, you will do better. Negotiating through your clients real objections not the ones they readily present has helped to increase my close ratio.