Webinar – LTC Partnership Program

January 23, 2019

Exciting news for all LTC certified brokers!

The Illinois Partnership for Long Term Care Insurance Program is now LIVE in Illinois, and this new opportunity will create new sales/revenue opportunities for 2019!  Our 1 GEN CE hour webinar will help you understand how the Illinois Partnership for Long Term Care Insurance Program works:


  • What is the Illinois Partnership for Long Term Care Insurance Program?
  • How does the program help your clients protect their assets?
  • How can this program help you create new sales opportunities in 2019?
  • What are the Medicaid rules for the state of Illinois?
  • What plans are presently available that include the program’s benefits?
  • How do linked-benefit LTC plans fit into the picture?

Tuesday, January 29, 2019     10:00am to 11:00am

Some LTCI Issuers Count More on Future Rate Hikes Than Others: S&P

January 15, 2019

By Allison Bell | January 11, 2019 at 02:03 PM

If state insurance regulators started rejecting too many long-term care insurance (LTCI) rate increase requests, that could cause serious reserving problems for some U.S. LTCI issuers, according to a new report from S&P Global Ratings.

Deep Banerjee and other analysts at S&P Global Ratings have included data on LTCI issuers’ rate increase revenue forecasts in a new look at the assumptions the issuers have used to set their reserves.

(Related: Fitch Wants Insurers to Post More LTCI Performance Data)

Eight insurers  with large blocks of LTCI policies on their books have assumed, when they set their LTCI reserves, that they will get permission from state insurance regulators to implement future LTCI premium increases with a total value of about $12 billion, according to S&P analyst figures.

The projected premium revenue from the “unapproved rate increases” amounts to about 11% of those eight carriers’ $108 billion in LTCI reserves.

Full Article

The Ten Commandments of Prospecting

January 4, 2019

By Bryce Sanders

If you had to pick one set of rules with staying power, the Ten Commandments tops the list.  A second set of ten commandments, specifically written for prospecting, has come to light.

  1. Thou shalt not imagine business comes to you. You must find it. You need some form of client acquisition strategy. It might be client-prospect dinners, cold calling, social media, networking, seminars, mailings or many other approaches. It must be active, not reactive.  You must be able to drive the process. It must target your market segment, not just anyone.
  2. Thou shalt not have a sour attitude when prospecting. It’s a driver of future revenue, not a necessary evil. Prospects can sense the enthusiasm (or lack thereof) in your voice, posture and attitude. Don’t overthink it. Once you get started and get into a rhythm, time passes quickly.
  3. Thou shalt prospect every day. Get it done early when you are fresh. Time block. Don’t skip it for four days and say you will spend all of Friday prospecting. You will end up calling in sick instead. Even the biggest producers allocate time to finding new business and new assets.
  4. Thou shalt use a script. Thou shalt not wing it and make up every conversation as you go along. You initially need to get the prospect’s attention, get them engaged and lower barriers. Sometimes they can make a comment or toss out a question that throws you off course. Working with a script allows you to easily get back on track.
  5. Thou shalt not take rejection personally. You approach someone for business. They say “Get lost.” Your entire relationship can be measured in seconds, not years. They don’t even know you. They either aren’t interested in buying now or don’t have money available. They’ve actually done you a favor and saved you time.

Full Article

Industry Articles

January 2, 2019
  • These 3 Threats Scare Gen Xers More Than Basic Retirement Costs: IRI
    Read more.
  • 12 New 2019 Tax Numbers for Agents to Know
    Bookmark this article, and then YOU’LL be the one who has the new numbers. Read more.
  • What to Say Now About LTCI Rate Increases
    A longtime LTCI specialist returns with a column about those premium changes. Read more.
  • New Tax Deduction Might Favor Life Agents Over Retirement Advisors
    The IRS is definitely leaning toward lumping actuaries together with actors, doctors and other fancy people. Read more.

LTC Benefits Creep Into 2019 Medicare Advantage Plans

January 2, 2019

By Allison Bell                         

About 7.5% of enrollees will have access to extra LTC or chronic condition benefits.

Medicare Advantage plan issuers seem to be taking a quiet, careful approach to adding home- and community-based long-term care (LTC) benefits for 2019.

About 1.5 million of the 2019 enrollees, or 7.5% of Medicare Advantage plan enrollees, may have access either to support services in the home or community, or to extra benefits designed to help enrollees cope with the burden of diabetes or other chronic conditions, according to officials at the Centers for Medicare and Medicaid Services (CMS).

But CMS officials have not given an estimate of how many enrollees might have access solely to the new home- or community-based services.

Full Article


To Close More Sales, Open This

December 19, 2018

If I were to ask you if you have an open mind when you enter a sales conversation, you would likely nod and think, “of course I do.” Most sales people would, but an open mind is not so simple, especially as the value of a potential sale climbs higher and higher.

A first meeting with a prospect can become a complex juggling act of agendas and concerns as you and your prospect both do your best to determine if continuing the conversation is worthwhile.

As the value of the prospect increases—which means the competition for that prospect’s attention increases in tandem—creating an engaging, thought-provoking meeting becomes more and more critical. The prospect already has an advisor, and she fields pitches from your competitors on a regular basis. To win the business, you have to stand out, and that means having a different kind of conversation.

Here is what most advisors don’t do when they enter a meeting: Listen.

Full Article

Industry Articles

December 5, 2018
  • The ABCs of Structured Annuities
    These are for clients who want some downside protection, and some upside participation. Read more.
  • Family Caregivers Are Getting Younger: Genworth
    Challenges include stress, and depression. Read more.
  • Respect, Trust and the Growing Senior Market
    Your prospects need to understand why what you’re doing matters. Read more.