Question. I’ve started mentioning long term care insurance to contacts who own small businesses. But I’m concerned about the voluntary enrollment being a failure, with virtually nobody participating. How can I increase the probability of having a successful case enrollment?
Answer. Your concerns are shared by many agents, particularly those who have provided other insurance products to the business. As a matter of fact, that happened to me on one of my first group cases. The broker who brought the case to our agency and I were so excited to have an interested prospect that we failed to do our due diligence. In retrospect, we should have thanked the company president, who wanted guaranteed enrollment because of a health problem and walked away from the “opportunity.”