I'm sure you have heard the parable of the blind men who encounter an elephant. Let's explore the story and how it relates to you selling LTC Insurance. …
Engaging Prospect Emotions in Selling LTC Insurance
Every professional salesperson understands "people buy emotionally, then rationalize their decision logically." The discussion of Long-Term Care can quickly become an emotional time bomb for …
Why People Don’t Buy LTC Insurance – It Costs Too Much!
Why People Don’t Buy LTC Insurance - It Costs Too Much! According to Life Plans “Who Buys LTC Insurance: 2010-2011?” Report, 87% of consumers who did not buy LTC Insurance state “LTC Insurance Costs …
LTC Insurance Elimination Periods: The High Cost of Lower Premiums
One of the key levers agents use to present lower LTC Insurance premiums to their prospective clients is recommending longer elimination periods. Sometimes called the waiting period, the elimination …
When is LTC Needed? Mental Model
As a physical assessment, ADLs do not always show if a person needs care. More elaborate functional assessment instruments, such as the OARS Multi-Dimensional Functional Assessment Questionnaire 5 …
When is LTC Needed? Physical Model
The physical model relates to an individual’s ability to function independently in the community. Both physical and mental measurements are being used in state and federal laws to govern eligibility …