Ernie Wilson writes : This is my 10th year offering prospects appropriate and affordable long term care plans from top-rated insurers. In these 10 years, I have seen a great deal of LTC insurance reps come and go.

The ones who succeed have their clients’ best interests at heart, which means putting clients, their families, and their needs over any commission the rep could earn.

LTC insurance reps who put their own interests first are likely to pressure a prospect into buying a poorly designed plan. When that happens, nobody wins. Success in LTC insurance comes from being sincerely concerned about others’ interests, asking a lot of questions and listening to the answers-and not by being pushy.