Podcast Center
Video Center
Webcasts
Resource Center
Events
May 29, 2012 at 10:02 PM
Q. As part of my sales presentation, I want to include a personal story about a claim that a long-term care insurance (LTCI) carrier is paying and how that has benefited the client and the family. Do you have a letter that I can show prospects?
A. Sharing how the benefits really do work when a client goes on claim and how grateful people are is a powerful way to convey the need. Mark Goldberg and Matt McCann of ACSIA Long Term Care Inc. showed the contents of several letters at their recent agent conference. Here are excerpts from one of the letters. I did change the name of the letter writer and the state to protect her privacy. (Next month’s column will highlight another letter.)
Dear Agent:I want to thank all of you and everyone at the insurance company too and recognize the professionalism of the claim’s staff for all of their assistance in helping me deal with my husband’s battle with Alzheimer’s disease. We’ve been married for over 40 years, and I never dreamed we would have to go through this. Tom was first diagnosed with short-term memory loss, and then we learned it was Alzheimer’s. I remember feeling so scared and vulnerable.
The claims staff at the insurance company really helped me understand what kind of options Tom and I might have here where we live in Utah. There were services I simply didn’t know were available. For that matter, even our doctor didn’t know they were available. As my husband’s memory faded faster, it became very apparent I couldn’t keep him at home. Tom got angry and frustrated, and his actions became so unpredictable. He could no longer drive, and our lives changed so very much.
