Selling LTCI online, part 1

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:

• Why I sell LTCI
• An agenda for referrals
• 9 characteristics of a successful prospector