Q: It’s very helpful to be familiar with significant statistics when talking to a prospect. Can you please provide a short list that I can use?
A: Providing relevant statistics really helps in the sale. It indicates that you are educated about our industry and illustrates your knowledge and professionalism.
To obtain statistics, I turned to Dawn Helwig of the consulting firm of Milliman, Inc.; Jesse Slome of the American Association for Long-Term Care Insurance; and the Genworth 2008 Cost of Care Study. These are the facts that you should know. All of the sources they cited are available in the online version of this column, at www.seniormarketadvisor.com.