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?”