• Educate clients on their financial outlook and your plans for them.
  • Don’t be in a hurry to close the deal.
  • Study the client’s needs and determine the biggest holes in their financial situation and how to fix them.
  • Work to eliminate your client’s debt.
  • Get their taxes in order.
  • Offer financial classes and seminars.
  • Suggest reverse mortgages only as a last resort.
  • Show clients how the long term benefits of LTC outweigh the short term costs.
  • Sometimes “tough love” is the right approach.
  • It’s not about the money. If you’re doing the right thing, the money is going to be there.