Generating Leads for LTC

tvchild · 08-29-2009, 10:16 PM

I have been selling mainly life and disability for a little while now and want to get going with LTC. Any advice on how best to find prospects? I have a great company I am with (Berkshire, Guardian) and I really feel like I can have great success selling long term care. Thanks in advance!

rags2riches · 08-29-2009, 10:39 PM

How long have you been working the life and disability products? I would say if you have a pretty good sized book of business to look at your existing clients first. That will be a great place to start because you already have an existing relationship with these people.

I use direct mailers and get a decent response (about 3-4%) but I have the most success with referrals from the sales on the direct mailer prospects. I respond to a prospects mailers, educate that person on LTC and get the sale. I always ask for referrals and because I've come in and educated this family on the benefits of LTC, they always have a couple golf buddys or family members that they feel need to know this info as well...

And away the train goes!

Never_a_dull_moment · 08-30-2009, 11:46 AM

One of the biggest problems that non-LTCi specialists have in selling LTCi is declines.

The underwriting for LTCi is very different than other insurance products. People who you think will be declined won't be. People you think will be approved, will be declined.

Don't be discouraged if BL declines some of your cases. Bring them to www.declinesintocash.com and they'll be able to place them for you.

HarryRenard · 08-31-2009, 01:56 AM

What kind of ltc mailers are you sing to get 3-4% returns, latley I've been shocked when I can break 1.5% with the norm usually being 1%

emptyeternity · 08-31-2009, 09:22 AM

Good questions, mr renard, what mailers do you use?

GonnaFlyNow · 08-31-2009, 09:50 AM

.3% or .4% is more like it.

There's no way he's getting 3% to 4%.

He's only off by a factor of ten.

Oops.

annuityseller · 08-31-2009, 01:17 PM

I'd be interested in that mailer also

Graham · 09-01-2009, 05:00 PM

My experience is that LTC lead drop's generally get very low response rates, like less than 1%. Your best best is to go back to your existing clients and have a LTC conversation. Cross sell, cross sell, cross sell!