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Report from July 8th Webinar on How to Sell LTC Insurance that is Affordable in Today's Market

"...the content has been very good and certainly providing a wide range of solutions for those seeking to help clients address LTC Planning...thanks for always being there." K. Natovitz

Wow, the 2nd webinar was amazing! Gary Owen did a phenomenal job on explaining the difference between Medicare supplement and Medicare Advantage and how the High Deductible Plan F saves so much money. The monthly premium of $35-$50 leaves a lot of money for LTC insurance. The idea that the policyholder can put money in the reserve annuity with a guaranteed 3% and no surrender charge is such a perfect fit for this idea.

Then Barbara Stahlecker not only explained the importance of being able to offer short-term plans for people who either can't afford or can't qualify for traditional long-term care insurance, she went over the eight products that offer STC. She really knocked it out of the park! Plus she was gracious enough to let me include her powerpoint as a handout for this webinar.

Then I talked about my ideas on restructuring the benefit target to make LTCi so much more affordable and showed you how to adapt this strategy to any part of the country in which you live. I shared a little preview on the new SOA claims study as well as the new LifePlans study on how well policies are doing at paying the cost of home care, assisted living and nursing home care. The last webinar on August 26th will be diving into these studies in much more detail.

This week we will dive into the world of worksite LTCi...a topic that is near and dear to my heart as I've been blowing that horn since I introduced my first marketing system in 1991 with materials on how to sell in an employer-sponsored setting. This world has changed dramatically, hasn't it? I'm so excited to have the three carriers that offer limited underwriting all represented on the July 15th webinar (Genworth, LifeSecure and TransAmerica), plus I'll share my process for getting double digit participation.

Remember, if you are just joining us, you can buy the webinars you have missed as they are all being recorded!! Or if you bought some but not all, you can add to your order by emailing and he will adjust your payments if necessary with the volume discount.

$49 each for 1-3
$39 each for 4-6
$29 each for 7-9

To help you decide, the complete list is below with session descriptions this time. You will see they are every Wednesday from 1:45 - 3:00 CST, starting July 8th through August 26th. IMPORTANT: Please note that the first 15 minutes is great music just like I've always offered in my live seminars. The actual presentation starts at 2:00 p.m. CST with interactive Q&A at the end. I'll call on you and let you ask your question yourself whenever possible.


June 24 How to convert term life insurance into guaranteed issue LTC insurance Georges Holzberger
Martin Levion
(PolicyFlex LLC)
Historically, the objection to traditional long-term care insurance has been the "use it or lose it" issue as typical return-of-premium riders have been expensive. People are concerned they will die before ever needing long-term care; or will use only part of their benefits. There's also the problem of people becoming uninsurable by the time they consider LTCI, often in their 60s or older. Living Care Extension is a program enabling your client to use their existing term life insurance policy in order to create a highly effective alternative to long term care insurance, and by doing so, address both issues.
July 8 How to sell long-term care insurance that is affordable in today's market/Finding money with High Deductible Plan F with a reserve annuity Phyllis Shelton
Bob Lochard
and Gary Owen
(United American)
Barbara Stahlecker
(Premier LTC Brokerage)
How can LTC insurance possibly be affordable now that most companies are gender rating and now that nursing homes cost $220-$250 per day? ($350-$400 higher cost areas) In addition to my own ideas, our guest speakers will expose you to ways to help more people by finding money for LTCi AND make the benefits more affordable.
July 15 How to sell LTC insurance to companies of all sizes Phyllis Shelton
Chuck Breen
Grant Mathews
Sue Root
Richard Chrisman
How many times have you heard we need to sell LTCi to younger people? Why do robbers rob banks? Because that's where the money is! Healthy younger prospects are at WORK. There are only three companies that offer limited underwriting for worksite sales. Hear what they are looking for and I'll share my top ideas for double digit participation.
July 22 Equity index annuities to fund LTC, with and without underwriting Evan Ward
(Impact Partnership)

Phyllis Shelton
Jason Jones
This session will offer double the content for your money. Our guest speakers will comment on why baby boomers are moving millions of dollars to equity index annuities to prevent their savings from another stock market drastic drop and how they can help solve the LTC planning need as well. I went in this direction to help people who couldn't qualify for traditional or combo LTCi and have learned a TON about the entire picture of EIAs.
July 29 My favorite linked benefit products and how not to sell them Chris Lawler
(Impact Partnership)
Matt Clark
Matt Valente
My dream for this session is to get away from the popular way of selling combo plans of "Give me $100K and I'll give you $300K for LTC" with no thought about what the policy will pay out per month when care is needed.
Aug. 5 How to successfully do internet selling, including technology tips Scott Olson
(LTC Shop)

Phyllis Shelton
Lawrence Vivenzio
(Got LTCi)
Most of you are probably selling online. I've asked my friend Scott Olson to join me as he made his first internet sell in 1999. Lawrence Vivenzio is the wind beneath my wings in my own internet selling and it won't take you long to find out why!
Aug. 12 Selling home care services to people who can't qualify for LTC insurance/The latest with using reverse mortgages to fund LTC and LTC insurance and how to work with the non-cross selling law Marc Sinton
(True Freedom)
Michael Banner
Mortgage Alliance)
Yes, you can still help people who are totally uninsurable but don't have the savings to do an annuity without medical underwriting. You can help them stay home as long as possible with home are packages and/or a reverse mortgage. Our guest speakers will open your eyes to the latest updates on both these topics. After listening to them, I learned I didn't "know it all"!
Aug. 19 My formula for analyzing a rate increase and retaining the client, plus the regulatory process of filing a rate increase and the latest on what the NAIC is doing about rate increases Cheryl Bush

Phyllis Shelton
Chris Sitek
(Northstar Financial)
I am so proud to have my dear friend Cheryl Bush, SVP of Operations at MedAmerica and one of the smartest people I know, tell us what's really going on with rate increase regulatory activity. I'll be sharing my formula for helping clients analyze a rate increase. Chris Sitek will chime in about how he uses my formula that way and in annual reviews to retain clients.
Aug. 26 The latest research published in 2014 on benefits actually being paid utilizing claims studies/Projections on claim duration (get ready for a few surprises) Marc Cohen
Matt Morton
(Long-Term Care Group)
We should call this session "Where the Rubber Hits the Road" because that's what paying claims is all about. LifePlans and Long-Term Care Group will share the latest research about the value of LTC insurance and a peek into the future with new projections on claim duration.


Phyllis Shelton

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