Discussing general insurance matters with your clients is difficult enough. However, when the topic is the complicated, emotionally charged issue of long-term care insurance (LTCI), you are now involved in one very difficult presentation. Clouded by fear, denial, confusion, and procrastination, your client often shuts down. The trick to having a successful LTCI discussion is in knowing how to handle these very strong emotional components.
In my work as a LTCI specialist, I have found that there are five mistakes agents often make with respect to long-term care planning. These mistakes can undermine your good intentions and may cause your client not to act. Overcome them, and you will significantly increase your value to your clients while growing your practice.
Mistake #1: Acting "Average"
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