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
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.
- 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.
- 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.
- 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.
- 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.
- 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.
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.
November 20, 2018
November is LTC Awareness Month and an opportunity for your clients to get a tax deduction and protect themselves!
The IRS has announced new larger deductions for buying LTCi. This change opens the door for the discussion of tax advantages for your business clients. To purchase this important protection, call us for information and case design at 847-598-6002.