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Selling LTCI online, part 1

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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 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?”

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