Insurance Agent Forum

[Graham]

So is anyone cross selling LTC with MA products? Or is it just too much of a pain to get LTC on the scope of appointment or to come back or is the MA target market to far down the income/asset scale to be a good prospect for LTC?

[Yoda]

Generally people who buy MA's are tight asses and poor people so they make lousy LTC candidates. Try selling someone a Mutual of Omaha med supp and then selling them a Mutual of Omaha LTC plan and you will find you have found the easiest LTC sale known to man.

[GAHEALTH]

Originally Posted by Yoda

Generally people who buy MA's are tight asses and poor people so they make lousy LTC candidates. Try selling someone a Mutual of Omaha med supp and then selling them a Mutual of Omaha LTC plan and you will find you have found the easiest LTC sale known to man.

I'll bite.....why? What makes the product an easy sale?

[Yoda]

Its an age old tried and true formula. You set the client up with a good med supp company and then after they have had the company for awhile you come back and sell them a LTC plan with the same company. Thing is I have never had the fish just jumping into the LTC boat like those Mutual of Omaha med supp policy owners do. A couple of years ago Mutual of Omaha even did a free LTC mailing to all my med supp customers and 6 or 7 of them called me out of the blue and bought a LTC plan over the phone right there and then. Which is another nice thing you can sell those Mutual LTC plans over the phone. I dont know why it works so well all I know is if it works dont fix it.

[Graham]

I agree a Med Supp. client is probably much more likely a LTC candidate and I like the idea of going back and selling a Med Supp client a LTC policy from the same carrier.