Short Takes
Utilizing the services of a public relations agency can help an insurance agent create, build, and protect their good name. Because a business’ reputation and image are vital to its survival and success, the selection of that agency can be one...
There are many kinds of planners in the world, all looking for clients. Your professional designations, however, can be your way of differentiating yourself from others — and differentiation is the key to prospecting. You know that, or you...
When the word “blog” was created from “Web” and “log” back in 1999, no one had any idea that these online journals would be as powerful as they have become. There are now millions upon millions of blogs on every...
Hollywood movie studios, fast food restaurants, and soft drink bottlers do it. Often, all three do it in concert. It is possibly the most powerful marketing strategy ever created — joint venture/strategic alliance partnerships. Almost every...
Given the similarity of high-quality insurance products now available through multiple channels, an agent’s success depends largely upon two disciplines: marketing (reaching qualified prospects and enticing them to respond) and selling...
In order to facilitate and ensure success in insurance cold calling, one need not reinvent the wheel. Effective agents rely on basic principles that have historically yielded consistent success. Such a process begins, of course, with the...
Most salespeople would rather stand in a cold shower and rip up $100 bills than prospect for clients. Your mantra, almost your plea, is, “More referrals.” Yet, from bitter experience, you know that whenever you start a prospecting...
While companies look to their benefits advisors for their executive benefits package options, many companies might still be missing a critical piece of their executive benefits package — long term care insurance (LTCI). While 76 percent of...
Industry surveys and nursing home data are proof of what many people know in their hearts or by listening to their own elderly loved ones. Upwards of 90 percent of seniors typically say they plan to age in place, in the comfort of their own homes,...
What if you could obtain 30 qualified long term care insurance prospects over a 30-day period? What would that be worth to you? Well, let’s assume you can close one out of three of these prospects — that would yield 10 sales. At a...
How many times have you heard from your prospective client, “I am in perfect health,” “I just saw my doctor,” or, “I just had a physical for my life insurance and I was accepted with excellent health”? Or try...
Long term care insurance (LTCI) can be valuable in helping protect suitable clients, both financially and emotionally, when they need care. It can also be a great way to establish a strong book of business and livelihood. I recently conducted a...
There’s no such thing as a typical baby boomer. The only thing this group shares is a history of doing things their own way. Boomers — and their wants and needs — have definitively shaped our society. Advances in technology and...
As a companion to our annual Long Term Care Insurance survey, we polled agents nationwide on which carriers best meet their needs in a variety of categories ranging from who is best at keeping premiums stable to which company has the most reasonably...
Third annual Agent Media, AALTCI study offers glimpse into business of industry’s producers
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Mary Schapiro, CEO of the Financial Industry Regulatory Authority (FINRA), recently expressed deep concern that some investors may be trying to cope with rocky economic conditions by putting their most valuable assets at risk in an effort to raise...
A bill was recently introduced in the U.S. Senate that would increase penalties for those who commit securities violations against seniors. The Senior Investor Protections Enhancement Act defines seniors as those 62 and older and includes among...
The Center for State and Local Government Excellence has issued its first brief on retiree health benefits, “The Crisis in State and Local Government Retiree Health Benefit Plans: Myths and Realities.” The brief, written by Robert L....
A recent AARP Public Policy Institute research paper examines the extent to which states have balanced the delivery of Medicaid-funded long term care (LTC) services and support to people in their homes (or in more home-like settings in their...
We asked LTCI producers nationwide a series of questions designed to find out what products and features are most popular in today’s LTCI market. From elimination periods to cost-reduction measures, here’s what we found:...