Q: I want to get prospects more involved in my face-to-face presentation. I already ask questions about caregiving experiences, but what can I do to better explain the need and more actively engage prospects?

A: Convincing prospects of the need is an essential part of this sale. One way to achieve that is to present a scenario they can easily relate to. Chuck Redstone, long-term care director for New York Life, uses an approach that works well for both face-to-face meetings with couples and at group seminars. Redstone suggests the following:

  • On a piece of paper, draw two columns. On the left side at the top, write the husband’s name. On the right side, write the wife’s name.
  • Ask the wife, “What are your responsibilities in the house every month?” As she answers, he lists the responses on the right side of the chart. Answers could include: income, laundry, taxi, social calendar, shop, cook, do taxes, etc.
  • Ask the husband the same and list those answers in the left column: income, home maintenance, take out trash, walk the dog, cut lawn, etc.
  • Then introduce the long-term care event scenario. For example, if the husband had a stroke. Ask: “What happens to all the items on the husband’s side of the ledger?”

The answer?
It moves to the wife’s side. Move everything from the husband’s column to the wife’s column and add “take care of husband” to the wife’s list. Their immediate reaction is silence. It’s typically an emotional moment as the prospects start to understand the tremendous impact an long-term care event has on their spouse.

Next, Redstone explains three key points

  1. Consumers think they will live a long life, and living a long life has consequences. Ask them questions such as, “Has anybody in your family needed some type of assistance, either at home or nursing home?”
  2. Long-term care is a family problem. An important question to ask is, “How will you make a plan that enables your family to take care of you longer and better and still be able to take care of their families too? Did the family control the illness or did the illness control the family?”
  3. The only ways to pay for long-term care insurance is via Medicare, Medicaid, family assets or an long-term care insurance policy. Redstone emphasizes two well-received benefits — care coordination and alternate plan of care. Agents can conclude by saying, “Let’s design a policy that meets your needs.”