Building a referral based LTC practice

Fifteen years ago, industry veteran Tobe Gerard decided to open an agency exclusively dedicated to long-term care. For the past 15 years, she has been doing just that, but with a few unique practice parameters that have made the agency highly efficient, effective and successful. In this episode of the ShiftShapers podcast, we explore the different path Tobe has taken to success.

Rather than finding prospects directly – as is the case with most practices – Tobe cultivated relationships with other professional (such as financial planners, life insurance brokers, accountants and others) who are happy to refer their clients to a subject matter expert. Once the prospects began flowing, she developed a multi-part best practice strategy to avoid being a “quote machine” with a file cabinet full of china eggs.