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Building a referral based LTC practice

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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. 

Listen in to find out how Tobe was able to shape her successful referral-based long-term care specialty practice and how it is doing in today’s environment. She will discuss “invisible coverages” and share the tools and techniques she has found most effective in working with long-term care clients and prospects. We will also explore why the current trend of using riders on life plans may not always be the best solution for many clients.

Check back here every Tuesday, or subscribe to ShiftShapers at iTunes so you automatically receive all of the amazing upcoming episodes. You can also register for special events and be notified of upcoming interviews at