Our blog page covers topics related to the Human Resouces (HR) industry.
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Long-term-care insurance is poised to become a top voluntary benefit. Employers like LTCI because it can help employees stay productive at work instead of having to take time off to care for their parents and struggle with the additional financial stress. And employee benefit LTCI is a wide-open field, as only a few percent of Americans have it.
Big organizations like large employers, unions and associations are courted aggressively by large benefits brokers. But there's a lot less
With the passage of no call laws, some agents and advisors are struggling with how to develop qualified LTC leads for their financial practice. Since you can't do telemarketing anymore, what can you do?
One answer is Direct Mail. People get tons of direct mail that they mostly ignore. To succeed in this area, your direct mail package must be so compelling and attention-getting that prospects will respond by calling or writing to You. When they contact you first, you can legally call them
If you look around the LTCI landscape, you'll see many changes have occurred during the past two years. Some insurance companies got out of the market, some companies have had significant premium rate changes, and now your prospects are getting more savvy about how to buy this insurance and will ask key questions about LTCI and the companies which you represent.
It's not possible to stand still. As advisors we have to took to 2007 and welcome these changes in products and how to sell
It's a great time for agents and financial advisors to help clients purchase long-term-care insurance - if you know effective sales techniques that will ensure you can be productive and won't get discouraged. Let's look at some of the key trends in the industry and examine what they mean for us:
1. Insurers Have Tightened Underwriting
Insurers have tightened up their underwriting over the past several years. In the past, insurance companies would accept applicants
Making a long term care insurance (LTCI) sale under ideal conditions - to health, solvent, motivated buyers age 65 to 75 - is challenging enough. When you're dealing with an impaired risk - a prospect who wants coverage but can't stand paying another premium or a cocky small-business owner - the going gets tougher. You'll need an even stronger set of sales skills and more creativity to clinch the deal.
Let's look at a few unusual situations and see how you can meet your clients' needs,
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