From the 6/15 issue of Mutual of Omaha Express:
Five Steps in an LTCi Sale
Step 1: Find people to talk to
The best place to start is with your own clients. These people already know you, trust you and value your advice. They’re the ones who will be most receptive to talking with you about LTCi, so use our prospecting materials to pique their interest.
Step 2: Uncover the problem
You can’t jump to a solution until you know the problem. Take some time to find out what’s really bothering your clients. Are they worried about having to rely on family members for care? Do they want to make sure they can get care at home so they can avoid going to a nursing home? Are they concerned about protecting the retirement nest egg they worked so hard to build? We have a variety of flyers designed to help you get to the heart of the matter.
Step 3: Offer a solution
Once you know what’s keeping your clients up at night, you can show them how owning an LTCi policy can ease their concern. Our educational materials allow you to provide the level of detail your clients want, whether it’s simply a high-level overview or complete policy details.
Step 4: Complete the application
Once a client is ready to buy, we give you the tools you need to make the application process go smoothly. It starts with our Product & Underwriting Guide that contains all the information you need – from eligibility guidelines to build charts, uninsurable conditions to lists of medical impairments. It also gives you tips for completing the application and collecting premium. And we provide a handy brochure that helps you walk clients through the underwriting process and prepare them for the health interview.
Step 5: Deliver the policy
The sales process doesn’t end when the application is signed. Once the policy is issued, you need to cement the sale and build a long-term relationship with your clients. Use this opportunity to reinforce how the policy they just purchased provides a solution to their problem. Remind them of the value you provide. Ask for referrals.