I have never sold long term care insurance. Here is why – no matter how many bells and whistles they put on it, clients simply don’t want to pay for it. Even when insurance companies started offering riders that if you died without using it, your spouse got all your premiums back, it still didn’t make a dent. Not to mention that the things have so many design options that you feel like an engineer when creating a policy for somone, and the clients eyes glaze over after the first ten minutes.
I know, I know, our clients need it, and we should make them do it, but have you ever tried to get my two year old son to take his vitamins when he doesn’t want to? Short of shoving them in his mouth and holding his nose and mouth shut until he swallows, there is nothing you can do.
However, I am now preparing to sell a BOATLOAD of LTC!!! How the heck did that happen?
Well, hartford life insurance was nice enough to add a ltc rider on to their life insurance contracts. It allows you to access your entire death benefit early, for LTC! (Of course, if you use all the money on the nursing home, then you have no death benefit left).
I have already cracked the code on getting prospects to ACTUALLY WANT TO BUY LIFE INSURANCE, which involves not talking about DYING AT ALL! That’s how you do it. Because nobody wants to talk about dying or needing nursing home (or at home) care. If you bring that stuff up, you lose the sale 9 times out of 10. Now, I don’t have to!
I already have a system for attracting and converting prospects and clients to buy tons of life insurance, now all I have to do is tweak it to make it about combo LIFE/LTC policies! I am currently reworking my life insurance magnetic marketing campaign to go out in the month of June. I’ll keep you posted how it goes!
