Long-term care insurance sales success starts with you – the insurance agent.
You must invest in yourself to continuously expand your knowledge of the long-term care industry, the insurance companies you represent and the long-term care insurance products they offer.
You must continuously develop your selling skills. You must take action to see the people, build trust, identify needs, develop solutions, ask for the order, follow-up on underwriting and ensure your client’s needs are met.
Most importantly, however, you must believe in the importance of your efforts. You must adopt the following fundamental beliefs about your client’s situation:
- A long-term health problem could affect them.
- They could need outside assistance to support them with their health care.
- The costs of this outside assistance could devastate them financially.
- A decision to purchase long-term care insurance is the best alternative to the address the physical, emotional and financial burdens of long-term care.
No one can control all of the events in their life. But you can help your prospect do a much better job of planning for the possibilities. Your efforts can help them make the decisions necessary to move forward in the most effective manner.
You must also believe in yourself. You must develop the knowledge and skills to help them solve their long-term care problem and be committed to building a relationship with them rather than closing a sale.
You’ve Got to Believe!
Your efforts to help senior Americans address their long-term care needs may be the single greatest impact you can have on a person’s life.
† Mel Solomon