Although couples may face the same long-term care risk as families with children, their situation may create a different set of challenges.

In order to ignite desire in a client, an advisor must be able to humanize “the need” through personal stories, experiences, and emotions – something the buyers can connect with while coming to a decision.

By crafting your sales approach, you can reach out to these prospects about affordable long term care insurance and designing a plan within their budget.

A brief review of one or two insurance company underwriting guides will provide the basic questions one needs to ask prospects and clients for a smoother process.

In most cases, the spouse who received the green light may no longer want a policy with a carrier who rejected coverage for their significant other.  And even worse, they may decide that they no longer need coverage at all.

With so many days ahead of you, it’s easy to get sidetracked and let a few months of inactivity slip and sabotage your success.  It’s time to take a more disciplined approach.

In a market of one-stop shopping, becoming the local LTC resource can help you stand out in the crowd.

The reality is, as people start to live longer, the greater the likelihood is that your clients will require long-term care.

Cross Selling can be difficult, yet when you present your client with information about LTC, they should understand the benefit of protecting themselves when they may need it.

Instead of trying to persuade the client to purchase what they view as unnecessary protection, why not propose a plan that offers additional layers of protection for scenarios that they do view as likely.