It’s been said that selling long term care to rich people is actually quite easy — it’s finding them that’s tough. Here are tips on building a wealthy clientele and what to do once you’ve got their attention.
1. Be on the ball. The wealthy have a particularly keen sense of when an agent has only a cursory knowledge of LTCI product he or she is trying to sell.
2. Network tirelessly. Take an active role in local business, civic and social organizations. Hold continuing-education seminars about LTCI for financial- and health-related professionals who in turn may recommend your services to their clients.
3. Forge partnerships. Working with trusted advisors who cater to the wealthy segment of the senior market — CPAs, attorneys, financial or estate planners — often provides agents with an entr?e to wealthy clients.
4. Position yourself as an LTCI authority. Become confident enough in your communications skills and product knowledge that you can address groups and write articles about LTCI.