Webinar – Creating Your Next Sale

August 20, 2019

LARGE opportunity in the unserved/underserved middle America marketplace.

Topics:

  • Designing questions to provoke clients’ thoughts to open the door for additional opportunities
  • Identifying characteristics of those in the greatest need of a policy review
  • Covering needs beyond simple income protection
  • Outlining coverage goals clients may not know they have
  • Ensuring clients’ coverage has kept pace with their life
  • Spotting additional opportunities since clients last purchased coverage with enhanced living needs benefits

According to LIMRA data, half of existing policyholders have underestimated the volume of Life insurance needed to protect their families/estates.  Further, about 1 in 3 of these underinsured people earn more than $100k a year – meaning they have the resources to purchase additional coverage if they can be educated as to the need and costs of the coverage.

Thursday, September 5, 2019

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75 Must-Know Statistics About Long-Term Care

July 31, 2019

By:

If there’s a single unsolved problem in the retirement plans for many middle- and upper-middle-income adults, it’s what to do about long-term care costs later in life.

Very high-income, high-net-worth people can plan to self-fund long-term care costs, though I’d advise them to do the math on long-term care cost inflation before getting too comfy with the idea that they’ll have enough to do so. Meanwhile, people without significant financial assets will need to rely on Medicaid-provided long-term care. That’s most people: Medicaid and other government programs cover the majority of the long-term care costs in the U.S.

Sandwiched in the middle are people with some, even significant, financial assets–just not necessarily enough to comfortably fund a $300,000 (or more) long-term care outlay at the end of their lives. For them, the choices are stark and rather unappealing.

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NGL Webinar – Access Life

July 31, 2019

Introducing a new approach to Linked Benefit/Chronic Illness and Extended Care products!

Topics:

Guaranteed premiums that are guaranteed to never change!

Cash Benefits paid to the insured for Chronic Illness/Extended LTC needs

Allowing the insured flexibility in who they hire for home care; family- and unlicensed people are able to provide care in their own homes!

Online drop-ticket application process with same day underwriting decisions in most cases

NO Needles, Paramed or Body Fluids required–EVER

NO LTC certification needed to sell the plan

Plan designs/pricing/marketing materials designed to be simple—for middle America

Guaranteed Death Benefit for the life of the policy

Guaranteed Final Expense & Terminal Illness Benefit

Guaranteed Cash Value

Quick and generous commissions paid DAILY!

Barry Fisher, Blair Farwell and Ron Cohen will present a webinar you don’t want to miss.

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Preparing for an effective LTC conversation with clients

July 10, 2019

Shawn Britt, CLU®, CLTC

Director, Long-term care initiatives, Advanced Consulting Group

What is the best way to sell long-term care (LTC) products? You don’t sell product, or start a LTC conversation, touting the value of having LTC coverage. You may find more success by discussing the importance of planning for such an event, and the consequences that could follow if there is no plan in place. Your goal is to be a “problem solver,” not a sales person.

Once the client sees the need for LTC planning, that will lead to a need to fund their own LTC plan. You can then show your client funding options (products) for LTC that provides a “win-win” outcome. But first, let’s look at a few things to remember when becoming an LTC planner.

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Nursing home costs in the U.S. are rising even faster than health care

June 27, 2019

By Kate Gibson / MoneyWatch

  • The cost of nursing homes in the U.S. can easily top $70,000 a year and has risen even faster than that of overall medical care in some states, a Georgetown University Medical Center study found.
  • New York nursing homes were the most expensive, averaging more than $300 a day, while Texas had the most affordable facilities.

Nursing home costs can cost upwards of $100,000 a year, a heavy financial burden even for Americans who have set money aside for their later years — and a crushing one for those who haven’t. And those costs are rising, even outstripping the rising cost of health care in the U.S.

 

“What is already expensive is only getting more so,” said Dr. Sean Huang, lead author of a study by researchers at the Georgetown University Medical Center.

The cost of nursing home care is a particular risk for people without long-term care insurance or Medicaid coverage, Huang said, noting the number of Americans who are already short on retirement savings. Annual out-of-pocket expenditures can easily exceed $70,000, found the analysis of prices from 2005 through 2010 across eight U.S. states.

Full Article

 


Hybrid LTC Insurance Is Popular, But Be Careful

June 6, 2019

By: Ben Mattlin

Roughly 260,000 hybrid policies were sold while only 66,000 traditional L TC plans were, says Catherine Theroux, a spokesperson for industry data cruncher LIMRA.  Experts caution, however, that hybrid L TC isn’t right for every­one.

There are potential downsides, and not all hybrids are alike.

The reasons for the popularity of hybrids are manifold. First, while stand-alone LTC premiums have risen precipi­tously in recent years, hybrid premiums tend to remain stable, since most are paid up front. Second, it’s usually easier for clients to qualify for hybrid L TC coverage because the under­writing standards tend to be less restrictive.

But perhaps most important, hybrid policies solve for the “use it or lose it” problem. That is, clients will receive benefit one way or the other-either through a long-term-care need or as a death benefit, or both. Traditional L TC policies, on the other hand, only pay out if the client experiences a qualifying need. If that doesn’t happen, the years of premium payments are wasted.

Yet these combination plans have a downside. “Hybrids lack some of the customization of stand-alone L TC insurance,” says Suk Pau, vice president and managing partner at the Wealth Consulting Group in Cupertino, Calif. “A stand-alone product can let you set the benefit period or amount, whereas these are less flexible in hybrid policies.”

In advising clients about their LTC insurance options, Pau says it’s a good idea to ask what’s important to them. “What is your big­gest concern?”‘ she says. This helps you find the product that best fits each client’s particular circumstances.

Full Article


Marketing Plan: Grow Your Business

June 5, 2019

Introducing – The Business Development Institute

The Business Development Institute provides a roadmap for producers to strengthen their relationships and sales in the business market. They have done this by providing concrete action steps agents may follow that will lead to sales. Resource Brokerage has been sending out recorded modules, but we invite you to dial in live for the final two parts in the series.

Topics:

  • 7 topics: a “must have” conversation with every business owner
  • How business owners can create intentional success
  • Thought provoking questions to illuminate sales opportunities
  • Action steps to help small businesses with their challenges, that will lead to opportunities for you, their agent

Thursday, June 27, 2019     10:00am to 11:00am

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