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Report from the 3rd Webinar on How to Sell LTC Insurance to Companies of All Sizes

"Another great session! I would have easily listened for another 1/2 hour. You put together such a good group without real duplication that it may have been worth a longer session." L. Beers

I LOVED Webinar #3! Of course I love to sell long-term care insurance at the worksite. My background for those of you who don't know was group health insurance for 11 years at Blue Cross Blue Shield of Oklahoma and Tennessee. Even as a new LTCi agent back in 1988, I knew it was really important to sell LTCi to younger people and I knew worksite would be a major part of making that happen. Is it harder to do today? Well, there are three companies still out there that offer the one-time opportunity for limited underwriting for worksite, and we need to reward them for hangin' in...Genworth, LifeSecure and Transamerica. All three companies provided wonderful representation for this session to tell us what they are looking for and the types of sales they are seeing:

  • Chuck Breen (Genworth 2500+ lives) and Grant Mathews (Genworth 150-2499 lives)
  • Sue Root and Michael Daubenmayer (LifeSecure)
  • Richard Christman (Transamerica)

Then I went through my thoughts on the fastest and easiest way to prospect for worksite groups, characteristics of a good worksite prospect, and what to say and do when an employer says the employees aren't interested. Most importantly, I went over our process for getting an average worksite premium of $2,100 with an average issue age of about 48, which really breaks down to selling some type of compound inflation almost 100% of the time.

I concluded with saying I wrote everything I know about worksite selling in my little book Phyllis Shelton's Worksite Long-Term Care Insurance Toolbox which you can buy for only $21.95 here.

That little book is the toolbox and my High-Impact Worksite Selling System provides the tools to do it all with. You can see a video demonstration here. If you like what you see, I offered a 30% discount with the promo code WSS when you order my High Impact Worksite Selling System online or call us at 888-400-1118, X120.

This week we will dive into the world of using equity index annuities, aka fixed index annuities (FIA), to pay for LTC. We will be discussing ways to use these products with and without underwriting and we will only look at ways to pay for all types of LTC, not just nursing home care. This is something I was so fortunate to find through my long-time friend John Ferroni who is also a former trainer for my company when I needed a solution to how to help people who simply aren't insurable for any type of traditional or combo product. For this session, I am so honored to have Evan Ward joining us from Impact Partnership and Jason Jones from OneAmerica. Many people don't know that OneAmerica has a new equity index annuity, so this will be a great time to find out how it works. I will be showing you a couple of case studies of people I've helped with this concept.

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 Lawrence@ltcconsultants.com 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, 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


LTC Consultants provides long-term care insurance training to agents and educates consumers with information about long term care insurance. This website contains reports and articles about caregiving, assisted living, nursing homes, aging, senior living and elder care, home health care and other long-term care related articles. Order Phyllis Shelton’s Protecting Your Family with Long-Term Care Insurance with articles about whether or not to self-insure or buy combo life insurance and annuity policies or a traditional LTC insurance plan. The book also contains ideas for people who don't qualify for LTC insurance such as Medicaid, life settlements, reverse mortgages, critical illness and also contains in-depth information about Medicare, Medicare Advantage and Medicare Supplements.


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