Q: I work with many prospects who can afford to self-insure. Do you have a close to recommend that works in those situations?
A: Many people think they can self-insure. Closing these prospects and convincing them that insurance makes good economic sense and that self-insuring is probably not a good idea can be a challenge.
For a successful closing technique, I consulted with Matt McCann, regional sales director of ACSIAS Long Term Care. He has a method that he calls “the two mistakes.” Here is what he says to prospects.
There are really only two mistakes you can make with long term care:
* Mistake No. 1: You get one of these plans. It doesn’t matter which one. You buy a plan, pay every year, live a long happy and healthy life, die in your sleep with a smile on your face and the money you paid in is…