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Report from the 6th Webinar on How to Do Successful Internet Selling and Technology Tips

There was so much great information in Webinar #6 that I should simply say....GET IT!

We started off by polling the audience on how many are currently doing internet selling. 50% said none at all and 11% said that's all they do. The other third fell somewhere in between.

Scott Olson, our guest speaker who has sold thousands of LTCi cases on the phone for the last 16 years tells how he fell into that by necessity, not because he was trying to be a pioneer. "Necessity is the mother of invention" came to mind as he shared his story.

He went through his process, then I went through mine. It was really interesting because we have totally different styles. He does no screen sharing and I do it all the time. We both have consumer websites with questionnaires for interested people, but he asks a lot of questions and my questions are very high level. He likes a series of short, succinct phone calls. I have a series of long phone calls as I build relationships and probe for the deeper information I need. But we are both very successful as you will hear on the recording and by viewing our presentations, both of which are posted with the recording as handouts.

Then Lawrence Vivenzio on my team explained how he can take 15 applications via phone/internet in one day, which he recently proved to me he could! He went through his entire app process and also shared his method of closing the benefits and the sale by showing the value proposition with a simple Excel spreadsheet.

Good stuff?? You bet and I'm sure hoping you take advantage of it! I explained once again that I am helping people who don't have a knowledgeable professional so I am very willing to show you exactly how I'm doing it. I didn't hold anything back about my process on last week's webinar!

The ABCs of Long-Term Care InsuranceI ended the webinar by directing you to my online store to especially point you to my ABC books. I use them with all my prospects as they help my relationship building and ultimately shorten and solidify the sales cycle. They are now available in print, with an audio CD with your voice branding it, and in an ebook branded with your contact info.

Webinar #7: 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

This week's session delivers cutting edge info on what's happening with reverse mortgages and also how to sell home care to people who are totally uninsurable. Like the equity index annuities we discussed on July 22nd, the only underwriting is that the applicant has to be able to do all the ADLs today; in other words, the applicant can't be already receiving care. These two topics go together nicely as the reverse mortgage can easily provide the money to buy the blocks of home care.

Please join our guest speakers, Michael Banner with Professional Mortgage Alliance and Marc Sinton with True Freedom Home Care, as we digest this valuable information tomorrow at 2-3 pm CST, with great country music starting at 1:45.

Remember, if you are just joining us, you can buy the webinars you have missed as they are all being recorded!! The handouts for each webinar are also posted on the page with the recordings which is here. 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.

By the way, starting with last week, instead of deleting it, we're adding the music to the END of the recording, in case you liked it and want to hear it again!

$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 Matt Clark
Matt Valente
Chase Ravsten
(Impact Partnership)
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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