Your main goal should be asking the right questions. Many producers make the mistake of showing an illustration too soon – the premium then becomes the problem instead of the solution. You must first develop the need.

Taking the time to explain the tax advantages may provide the tipping point for clients who are hesitant about purchasing a policy.

Waiting to purchase coverage could mean higher premiums or even be denied coverage. Remind your clients to start planning early while they are young, healthy and able to take advantage of more favorable rates and discounts.

LTC Insurance is often the missing piece in many financial plans – and tax preparation provides the opportunity for your clients to review their financial plans and identify any gaps in their coverage.

Everyone is looking for ways to save, which is why now is a good time to talk to prospective clients about the tax advantages of purchasing LTCi.  They’re sure to be more receptive when they learn that purchasing the coverage they know they need also can help them reduce their tax bill.

While your clients have more choices than ever before, it is vital to be aware of the associated costs in order to build a better asset protection plan.

If you are new to the Long-Term Care market or you only sell a few policies a year, it is time to focus your energy on a product that has a lot of potential. 

Having the ability to show your client various benefit combinations allows you to tailor a policy that meets their needs while staying within their budget.  And that gives you a competitive advantage in the LTCi marketplace.

Rather than focusing your sales presentation on benefits and features of the policy, focus your conversation on how the need for LTC can impact the client’s family.

With women living longer, and providing more caregiver services, they become more vulnerable to long-term care issues. Now is the perfect time to increase your focus on existing and potential female prospects to expand your LTC Insurance business.