Senior Insurance Training Services gives to you …
To Plan or Not to Plan
Over the last three days of Christmas, we have explored the Health Frame, the Care Frame and the Cost Frame in our Health Care Costs sales model.
Today, we’re going to address just one question – do your prospects and clients think planning for their future long-term care needs is important?
According to Life Plans 2015-2016 Report – Who Buys LTC Insurance – 99% of buyers who purchased LTC Insurance agree or strongly agree that planning for the possibility of needing long-term care services is important.
That’s a “duh!” – of course they purchased – they know planning is important.
But here is the data that should get you smiling and dialing every potential prospect every day for the next couple of decades – 92% of non-buyers agree or strongly agree that planning for the possibility of needing long-term care services is important.
- More than 9 out of 10 non-buyers think planning is important
- But they did not purchase LTC Insurance and put a plan in place
You could probably come up with a dozen reasons – and Life Plans did – as you can see on pages 37-39 of their report:
- Policy Cost
- Policy Design
- Qualifying for Benefits
- Waiting for better policies
- Don’t trust Insurers
- Medicare will pay
- Medicaid will pay
- Family will care for me
- Won’t need services
- Spouse declined
- Insurer will raise premiums
What does that tell you as the real reason people who want to plan for their future long-term care needs failed to buy LTC Insurance and put a plan in place?
Our answer is their insurance agent failed to address their questions, concerns and conditions (objections) and design a plan that would help them buy.
Do you think you could step in now and help them plan for their future long-term care needs?
We believe you can. You simply need to learn how.
Join us today – on the sixth day of Christmas.
It’s a good plan.
[…] To Plan or Not to Plan […]