Close Close
Sign In
Newsletters
Popular Financial Topics Discover relevant content from across the suite of ALM legal publications From the Industry More content from ThinkAdvisor and select sponsors Investment Advisor Issue Gallery Read digital editions of Investment Advisor Magazine Tax Facts Get clear, current, and reliable answers to pressing tax questions
Luminaries Awards
Podcast Center Video Center Webcasts Resource Center Events
About ThinkAdvisor Contact Us Advertise With Us Asset & Logo Licensing Sitemap Terms of Service Privacy Policy Copyright © 2024 ALM Global, LLC. All Rights Reserved.
ThinkAdvisor

Regulation and Compliance > State Regulation

Selling LTCI online, part 1

By Margie Barrie

X
Your article was successfully shared with the contacts you provided.

Q. I’m considering selling LTCI online. Why are agents selecting this method, and what do I need to get started?

A. Selling online really works. I’m now doing it and loving it. Agreeing with me is Katie O’Rourke, the managing partner of California Long Term Care Insurance Services, and she agreed to provide some really helpful tips to agents just starting to sell online. 

Katie encourages agents to sell online for the following reasons:

  • More prospects will set appointments.
  • More efficient and less pressure for prospects.
  • Couples can be in different places.
  • Saves money, time and gas.
  • No geographical boundaries for you or your leads.

My feeling about getting more prospects to set appointments is this: Baby boomers really do prefer getting control over setting appointments. Even my older clients, such as those on their early or mid-70s, will try it, if you tell them that it is easy and you walk them through the process.

To get started, Katie provided the following steps:

Step 1: Coordinate the basic tools needed to sell online

  • A screen-sharing service, such as Glance, Join.Me or GoToMeeting. 
  • Printer, scanner and PDF software. You will need to save documents as PDFs and scan information to your clients.
  • A FedEx account. This is for sending documents to applications, or you can use Priority Mail. (Go to www.usps.gov to print the postage form.)
  • Toll-free phone number for out-of-state clients.
  • Conference call line for spouses in different locations.
  • Personally, I use Glance. For a technologically incapable person like me, that’s easy to use. Glance also provides a free conference calling service, although you do have to pay the toll charges.

Step 2: Set up your virtual briefcase

Presentation folder:

  • State and product variations of your PowerPoint.
  • Email templates for confirming appointments, thank-you notes, etc.

Software folder:

  • Quote software for all carriers and/or LTC Quote.

Product folders:

  • Brochures, underwriting guides, outlines and applications for all carriers and states.

Resource folders:

  • Cost of care websites, LTCI Tax Guide, etc.

Step 3: Set the appointment

After qualifying the prospect’s health and finances say, “This is how I work we will set up a time to have a phone appointment. While we are on the phone you will be able to go to your computer and go to a webpage and be able to see my computer, it is like “go to meeting.” We will discuss your situation, your questions, and exactly what the plans cover and exactly what it would cost. Does that sound OK?”

See also:

NOT FOR REPRINT

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.