Phyllis Shelton has been one of the legendary sellers of long-term care insurance (LTCI), and trainers of other LTCI sellers, for years.
The president of LTC Consultants began trying to persuade consumers to plan for LTCI risk since 1988, and she organized some of the early LTCI seminars. Later, she developed some of the early strategies for generating LTCI referral business.
She also has written several books about LTCI, including a general planning guide for consumers and a guide to worksite LTCI sales for producers.
This year, she’s already working to find ways to use information from the Society of Actuaries’ 2000-2011 Long-Term Care Intercompany Experience Study in presentations.
She used summary information from the study on LTCI claim durations in a webinar she gave for financial professionals in August.
For a look at five ways Shelton made the SOA’s work do some work for her, read on.
1. She was plugged in.
Shelton knows everyone and reads everything, and, even if no one had thought to tell her about the new SOA LTCI study, she was at an SOA LTCI conference in March and heard about the study results there.
2. She had enough of a sense of history to find the old SOA study data and compare the new data with that.
Looking at the numbers by themselves and knowing what they mean is hard. Comparing a set of numbers with some other related set of numbers reveals potentially interesting differences.