Long-term care is more than a sale. It’s a discussion about health, lifestyle, family and how your clients want to spend their final years. Having a plan is important. Don’t navigate it alone.
Clients have concerns. Be prepared with answers! Here are three approaches to open a dialog and respond to common objections. Learn the right questions to ask and what to listen for.
Different people. Different approaches. Motivations change as clients age, and everyone brings different circumstances to the table. Make sure you’re talking to clients who are ready to plan.
From idle cash flow to various asset classes, there is usually a way to create leverage. It’s possible to share at least some of the risk of longevity with an insurance company - without sacrificing lifestyle.
Got a question on long-term care? Need an expert? Need someone who is looking out for your clients and your business?
The long-term care market has evolved. As an advisor, the key is understanding what choices your clients have, and when they’re appropriate, so you can guide them through the decision-making process. Traditional, standalone long-term care can provide a large benefit pool for care, while linked benefit policies can provide additional policy leverage.
Clients nearing age 65 are bombarded with messaging about open enrollment for Medicare. It’s new to them. It’s confusing. They need a partner. They need you. At age 65, Medicare supplements are guaranteed issue – no one can be turned down. It’s an easy way to connect with clients and start new planning conversations while saving them out-of-pocket expenses. We’ll get you comfortable with offering Medicare Supplement insurance policies.
This will be an LTC case study.
You use digital tools to find a ride, communicate with your kids or even order a cup of coffee. And you can use technology to simplify one of the most complex issues clients are facing.
An underwriting pre-screening questionnaire that you can send directly to your clients. You’ll not only avoid potentially awkward conversations, but you’ll also ensure you have the right product quoted at the right price, right from the start.
Walk your clients through the LTC conversation, step by step. This tool will make the conversation easier for everyone and help you document your clients’ goals and wishes.
No one knows long-term care planning like we do. With a dedicated team of 20 product LTC marketing consultants, case managers and an underwriter, you can rely on us to be with you from concept to completion. Education. Illustration. Consultation. Application. We’ll not only get it right – we’ll help you present the solution and make sure it makes sense to your clients. Your Ash LTC team is where expertise meets excellence.
You’re ready for a partnership that provides individualized support and a commitment to work with you the way you want. See how we work together.
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