First off, be easy, just because I have offered LTC for 20 years does not mean I have sales skills. Curious how you guys handle when the prospect says to you...... "We have to see the numbers first, then we will decide if it is worth it". I mean if we don't address this statement then we often spend our time putting together quotes and underwriting pre-qualifications, plus going over them all to see if they "like" the numbers. Some people have unrealistic expectations too. In this case all I had was a STC plan for the wife. They were not initially interested in a hybrid plan or so it seemed. Working with a Financial Planner and everything invested. PM welcome if you prefer. Thanks!