Q: The CLASS Act definitely impacts the LTCI sale. How will this affect my business, and what do I tell prospects?
A: I predict that the CLASS Act will provide an incredible boost to LTCI sales. Why? Because it delivers a strong message that the federal government considers LTC insurance as very important protection and will not be providing it for free.
Although this Act represents one more speed bump in the LTCI parking lot–meaning another topic that needs to be addressed during the appointment–it actually provides a great marketing opportunity. Actually, two major LTC agencies have immediately seen a significant increase in direct mail response and Internet inquiries after the health bill passed.
I talked to Rob Cohen and Michael Dornfeld, both regional sales directors with LTC Global/Acsia, to provide key points to discuss with prospects.