Selling Long Term Care Insurance to Affluent Clients: A 3-Step Formula
By Scott BoydAs a financial planner, it can be difficult to know whether to recommend long term care insurance to your wealthier clients.
May 10, 2010
Use the 'three bridges close' techniqueEffective face-to face presentation is a critical part of the LTCI sale, but what if you're having trouble making the transition to closing the client and getting him to admit he needs this protection?
May 10, 2010
Use the 'three bridges close' techniqueEffective face-to face presentation is a critical part of the LTCI sale, but what if you're having trouble making the transition to closing the client and getting him to admit he needs this protection?
May 06, 2010
New study tracks usage of long term care insuranceThe American Association for Long-Term Care Insurance has come out with a consumer guide, which offers new data on the duration of LTCI claims.
May 05, 2010
Selling Long Term Care Insurance in the Digital AgeI was amazed when I realized that back in 1990, when I started specializing in long term care insurance, I didn't have email.
May 05, 2010
Reader Feedback: 'Budget' LTCI Policies More Harm Than Good?A while back, we received a letter from a concerned reader about an increasingly prevalent piece of long term care insurance advice: that not all clients need a Cadillac plan.
May 05, 2010
Reader Feedback: 'Budget' LTCI Policies More Harm Than Good?A while back, we received a letter from a reader about an increasingly prevalent piece of long term care insurance advice: that not all clients ...
May 04, 2010
Unum: Pregnancy, Cancer Lead Disability CausesCancer and complications from pregnancy were the top causes of long term disability claims filed with Unum Group Corp. in 2009.