Margie Barrie, a veteran long-term care insurance (LTCI) agent, marketer and educator, has been writing articles about long-term care (LTC) planning and related issues for several years.
Here, she takes a question about ways to overcome consumers’ reluctance to think about LTC planning during the holiday season.
Q. I’m having trouble setting appointments. It’s the holiday season, and few prospects want to meet to discuss LTC insurance. How can I overcome that objection?
A. This can be a frustrating time of year to sell. Many of the people I’m contacting — both direct mail leads and referrals — are saying they want to wait until next year.
What Your Peers Are Reading
I received a list of very helpful holiday phoning tips compiled by Stana Martin, the Midwest regional sales leader at ACSIA Partners. Here are seven suggestions provided by her team of agents.
1. Change your greeting to ‘happy holidays.’
“Then pick up the regular script: ‘This is Terry Anderson, and I’m calling about the card you sent in. Is this the first time you’re looking into long-term care?’ Tone and pace are especially critical at this time of year. Be sure you don’t sound desperate to set an appointment.” – Terry Anderson
See also: How you present yourself matters
2. When you hear the objection ‘We have family in town, call me back after the first of the year,’ have something to say.
“One possible response: ‘Now is the perfect time to address this, because your family will be with you. If your children are here during the holidays, you can share this with them too. This is a family issue.’” - Laura Brukwicki
See also: Put a ritual on it