70. The letter.

When giving an LTC presentation, most prospects will come up with some objection. Prepare in advance a typed letter to yourself, to be signed by the prospect (and spouse, if applicable) that you have presented the facts to them, but they have chosen to self-insure and carry that risk themselves. In addition to that, they hold you harmless should a prolonged nursing home stay destroy their assets. Furthermore, since they have refused to consider the coverage, their children have no recourse against you as their financial planner for not covering a very expensive risk for them. Most prospects will read the letter, think about it while you remain silent, and then agree to apply for coverage. If they actually sign the rejection letter, wait two weeks and then send them a copy for their files and an additional copy for each of their children. Follow up with a phone call.

—H. Wallace Garrett

69. Talk radio.

The very best marketing tool that I have used for the past three years is being involved with talk radio. I have a 30 minute call-in show once each week and run three or four 30 second ads daily Monday through Friday. My sales have doubled (and then some!) in the three years that I have been on the air.

—Dee Carter

68. Keep things current.

Send Internet auto-responders to your website. Also, keep your prospects and clients connected and up to date through a company newsletter.

—Freddie Natal Jr.

67. The old-fashioned way.

My best sales idea is to conduct my appointments the old-fashioned way. No computers, no cell phones — just paperwork and personal interaction.

—Keith Hanson

66. Be an Advocate!

Partner with the Business Alliance for Seniors or the American Alliance of Elder Advocates.

– Steve Lanning

65. I am one of you.

My best sales idea is passing my 65th birthday. I am in the same boat as my clients and prospects. They know that my years of experience will benefit them.

—Jim Johnson

64. Watch the wife.

When on appointment, you always want to talk to both spouses and have both across the table from you. Most of the time, you will get the buying sign from the wife. Make sure they are comfortable. Always call them by their first names.

—Joseph P. Howard

63. A family thing.

Treat every client as if they were your mother, father, aunt, uncle, grandmother or grandfather.

—Ronald C. Todd II

62. Seniors.

When working with seniors, speak slower than normal. Writing letters? Use 14-point type, and keep it simple and short. Your goal is to build trust and respect ASAP via both the phone and mailings.

—Donald W. Schulz

61. Show respect.

Treat all prospects the same, with respect, and no thought of their economic status.

—Michael Briery

For more sales & marketing tips, see LifeHealthPro’s 100 Best Sales & Marketing Ideas Ever.