In golf, there is a saying, "You drive for show, but you putt for dough." In selling, you demonstrate capability for show, but you gain commitment for dough." Your ability to answer objections …
Presenting for Impact
Selling is Not Telling! Many agents make the mistake of telling the client how about their wonderful company and product are, but fail to answer the question of what it means to the client. Every …
Asking Questions Like Socrates
Your ability to investigate the prospect's needs is essential to success in the long-term care insurance home interview. Before you begin your investigation, you need to know a little about …
Creating Know, Like & Trust Relationships
The flaw in the traditional call opening is the view that building rapport is something you establish in the first few minutes with the client, then you move on to the business at hand. You begin …
Gaining Commitment to Action
Many prospects will want to immediately know the cost of long-term care insurance. You must not answer this question until you complete the plan design and determine their ability to fund the …
Designing LTC Insurance Plans
One more time: Has the prospect acknowledged they may need long term care? Have they acknowledged their family is not capable of providing their care? Have they acknowledged their current health …