Saving the sale

Q Selling long-term care insurance means handling many types of ­objections. Can you help me?

A Unfortunately, getting objections is part of the sales process. Kathy Camara, an agent support specialist at ACSIA and former producer, has developed several effective ways to respond. Here are her suggestions.

“My spouse is the sick one, not me.”

Doctors call it “the sick killing the well.” That’s when a spouse takes care of the other spouse. It’s hard being a caregiver and usually that role falls to the women.

I called a couple to set an appointment, but the husband would not qualify for three months because of health and the adjustment period. I told them I would call them back then. When I did, the wife had suffered a massive stroke and could not get any ­coverage. The lesson—you never know when something can happen health-wise. So write the healthy spouse now. I advised that woman incorrectly. Yes, you will pay a higher premium, but you should sign up now because we never know about our health.

“My financial planner advised me against buying LTCI coverage.”

When the client’s financial planner advised her that she didn’t need the policy, I told her to have him put that in writing. That way, he puts his assets at risk—along with yours. He will not do it.

“My children will help me.”