Question Your Way to More Ltci Sales
Life Insurance Selling › Vol. 83 Nbr. 1, January 2008
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Summary
The misconception in the insurance industry is that people don't want to talk about long-term care insurance and, in order to sell it, the advisor or agent must devote countless hours to counseling their clients. That is completely untrue. The first hurdle all agents or advisors must get over is to realize that long-term care insurance is not a product-oriented sale. It's an emotional sale, and the only way to invoke emotion is to question and then listen. Ask about retirement plans, where the children live, and the parents. By simply guiding the discussion with targeted questions, your prospects will unveil their reasons for wanting long-term care insurance.
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Question Your Way to More Ltci Sales
BELIEVE IT OR NOT, people want to talk about long-term care insurance. That's right, they want to talk about it. The number of people being affected by a lo...
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