Q: I’ve been seeing information about the new 3in4 Need More campaign. Can this campaign help increase my sales?

A: The campaign was generated to increase awareness of the need for long-term care planning. It can help your production because awareness can stimulate referrals or can open the door to ask for a referral after a sale has taken place. For suggestions, I turned to Jonas Roeser, president of the 3in4 campaign.

Here are the ways the campaign can help you:

1. Client Referrals. After writing the application, say: “You did a wise thing taking out this policy. Let’s figure about six to eight weeks for a decision. Furthermore, I’d like to get your support in a national LTC awareness campaign. Most Americans aren’t insured for this kind of care and waiting to insure carries great risks.

You took the steps today to start transferring your risk to an insurance carrier. Would you like to help your friends do the same? Since long term care will affect nearly three out of four people 65 or older, could you give the names of four people you would like me to provide the same education as I did for you today?”

2. Align with a financial advisor. Reach out to a financial advisor and say, “I’m calling to set an appointment so that I may provide you details regarding a possible risk exposure that could impact many of the clients you have under management. This exposure affects nearly three out of four Americans. This meeting is critical.

Could you imagine if over 75 percent of your business stopped investing with you and 75 percent of the money under your management was subject to an average deduction of $219 per day? What day and time is best to continue our discussion?”

If asked what the exposure is, say: ‘You’ve helped your clients manage and grow their assets, but the rising cost of LTC can deplete their net worth very quickly. With the average private care rate being almost $80,000 annually, could your clients afford to pay for this kind of care for multiple years?

I am a specialist in plan design for LTC insurance and by spending an hour with each of your clients who are age appropriate, I can provide a plan to cover these expenses. Why don’t we start the process by you setting up four meetings where I will conduct an information exchange with your clients and provide a LTC plan? This way you can see how I work. How does this sound to you?” To learn more about the campaign, visit www.3in4needmore.com.