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Tip
of the Month: "Are
you investing your time with
un-qualified prospects?"
October’s
sales idea is “Are
you investing your time with
un-qualified prospects?”
contributed by LTC Websites.
The authors believe that many
producers waste valuable time
by not pre-qualifying clients.
They recommend pre-qualifying
be done over the phone before
the first visit and re-qualifying
be done during the visit.
Suggested qualifying questions
are listed to help you gain
the information you need,
when you need it.
To
read this idea in its entirety,
go to the grad section of
www.ltc-cltc.com/graduates/sales/sales.html
and click on This Month’s
Sales Tip.
(you will be asked to login
to the CLTC site if you aren't
already)
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CLTC
Annual Course Update Version
5
Welcome
to our new Grad Benefit
Spotlight where each month
we will focus on one of the
graduate benefits to make
sure that you have all of
the information you need to
take advantage of it. This
month we are announcing that
Version
5 of the Annual Updated CLTC
Course is ready for download.
Go to the graduate home page
and click on the CLTC Course
icon. You’ll be taken
to the course Download Page
where you will find both the
Complete Course, Course Updates
Pages and a Summary of the
updates. You can download
or print these with easy to
follow instructions. And this
year we’ve added a new
option. For those who find
it inconvenient to download
or print over 400 pages the
course is now available for
purchase online from the CLTC
Shop for $25.00 (shipping
included). So whichever way
you decide to obtain Versions
5 don’t miss out on the
opportunity to get the latest
industry updates. Version
5 includes the following:
- Updated
numbers for Medicare, Medicaid,
Tax qualified long-term
care insurance, self funding
and veterans
- Text
revisions and additions,
the income first rule and
care providers
- Printed
PowerPoint presentations:
'Power Phrases' and 'Tax
Qualified'
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NEW
& ONLINE
Here’s
what you’ve been asking
for – a consumer seminar
that’s true to the CLTC
program. The Consumer Seminar
PowerPoint presentation is
online now and ready for your
next event. Use it as is or
modify it to meet your needs.
You’ll find it at: www.ltc-cltc.com/graduates.
Turn
to Ask the Experts
at www.ltc-cltc.com/graduates/asktheexperts
when you need answers to questions
regarding Medicaid, overcoming
objections, networking, group
sales, tax benefits, lead
generation or other industry
topics. With this new resource,
you’ll get fast, accurate
online responses from CLTC’s
handpicked team of experts.
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Freeing
Up Cash to Cover LTCi
One
source of assets for many
senior clients is a Life Settlement,
where the clients can receive
a lump sum that can fund an
annuity or endowment that
in turn will provide funds
for LTCi. It’s reported
that most life settlement
transactions, on average,
net the client 2-4 times the
cash value inside the policy.
Read
more about the possible benefits
as well as the process of
having your clients’
policies valuated by turning
to “LTCI and Senior
Settlements” You’ll
find it on LTC Connection
at www.ltcconnection.com.
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Pinpointing
the Right Nursing Home
Business
Week Online
took a compelling look at
nursing home quality in their
August 14, 2003 article, “How
to Find the Right Nursing
Home.” Particularly
useful for clients is the
article’s discussion
of good information sources
for identifying the “right”
facility and suggestions for
separating the good from the
bad. While the authors report
high priced, private pay nursing
homes don’t necessarily
deliver quality care, they
do reinforce the importance
of private long-term care
insurance for covering LTC
costs.
(Note:
You may need to register with
Business Week Online to access
this article.)
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New
AARP LTC product Targets Boomers
There’s
a new competitor in the LTC
marketplace. In early September,
AARP introduced their latest
LTC product to members in
31 states. Called MyChoice,
the product employs what AARP
describes as a “cash
and counseling” approach
that focuses on flexibility,
simplicity and control for
people in their 50’s
and early 60’s. Read
more about the product features
and philosophy at: www.insurancenewsnet.com
or at www.ltcconnection.com.
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An
LTC Advocate in the Governor’s
Office
Every
incoming leader of the National
Governor’s Association
Chairman must select an initiative
to focus on. The pick of this
year’s NGA chairman,
Idaho Governor Dick Kempthorne,
is long-term care. Governor
Kempthorne, who has had personal
experience with LTC issues,
says he will call two national
forums and other regional
workshops to focus on medication,
technology, finances and government
policy that can improve long-term
care. Read more by locating
the article entitled “Governor
will focus on long-term care”
on the CNN site at www.cnn.com
The HIAA has applauded the
initiative and has asked for
NGA’s support in passing
state and federal tax incentives
to encourage the purchase
of LTC insurance and stressing
the need for solutions to
LTC financing problems through
the private sector. HIAA’s
comments can be read in “Governors
Association Lauded for Long-Term
Care Focus” at the
LTC Connection website at
www.ltcconnection.com.
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Average
Nursing Home Cost Rises
The
average annual cost of nursing
home care is now $57,000 –
a 7% increase from 1991, reports
a 2003 GE Financial sponsored
survey. The most expensive
care is found in Alaska, the
least expensive in Louisiana.
Read the report summary in
“Nursing
Home Costs Average $57,700/Yr
– Survey.”
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On
the Horizon: Drugs to Improve
Seniors’ Memories
At
least 60 pharmaceutical and
biotech companies are working
on pills designed to improve
memory in the elderly and
protect against Alzheimer’s
disease. Approximately 40
are in human trials and the
first of these could be on
the market within the next
few years. Read what’s
on the horizon to treat the
memory impairment that often
accompanies longevity in
“I
Can’t Remember”
in Business Week Online.
(Note: You may need to
register with Business Week
Online to access this article.)
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To
Age Well, Choose Your Parents
Wisely
A
recent study presented to
the American Heart Association
by physicians at the Boston
University School of Medicine
shows that children of centenarians
have a health advantage, particularly
when it comes to cardiovascular
disease and its related risks.
Further study may lead to
the conclusion that genes
are responsible for cardiovascular
risk factors and that the
ability to age well is related
to cardiovascular health.
For the complete story, turn
to “Study:
Aging well runs in families”
on the CNN site.
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Master
Class to Precede LTCi Producers
Summit
An
additional Master Class, taught
by Harley Gordon, JD will
be held in New Orleans on
Saturday and Sunday, November
15-16, just prior to the LTCi
Producers Summit. We held
a similar class before the
2002 Summit that was extremely
well attended and we look
forward to a packed room in
November. Once again, we welcome
grads to participate. You
may take the updated class
for a nominal fee of only
$100. For your convenience,
the Master Class will be held
at the Astor Crowne Plaza
- the same hotel where the
LTCi Summit will take place.
To register for the Master
Class, go online to: www.ltc-cltc.com/php/masterclass/viewclasses.php.
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Grads
speak out on CLTC Survey .
. .
We
asked you what you thought
and 12% of you told us! In
September CLTC sent out its
first Graduate Survey to find
out what’s on the minds
of graduates. Your suggestions
and ideas were impressive
and we have already started
making plans and changes.
We promised you an alert with
a detail report and that will
follow, but for now here are
some of the highlights.
A
resounding 98% of you want
to attend a CLTC conference
held in Las Vegas, Hilton
Head, or San Diego, preferably
in the spring, fall, or winter.
The topics you want to focus
on are sales, marketing, and
Medicare/Medicaid updates.
Stay tuned to find out which
speakers you chose . . .
When asked how you value being
a CLTC, 96% of you said it
“increased your professionalism”,
93.4% said it “develops
confidence and competence”
and 98.7% of you indicated
that it “increased your
knowledge”. Almost 74%
of you found that it had “increased
your sales production”
and 91% felt that it had “helped
you gain insight into issues
that you did not know were
important”.
Weekly
E-Alerts, the CLTC monthly
newsletter, and the Annual
Course updates led the percentages
in your graduate benefits
with 77%, 79%, and 54% respectively.
We’ll report on the rest
of the benefits when we finalize
the results in the E-alert.
You
told us one thing about the
graduate benefits that we
didn’t realize –
many of you don’t know
what they are! So, in this
issue we’ve already started
to correct that by creating
a new section in the CLTC
newsletter called –Grad
Benefit Spotlight. Each
month we’ll select one
benefit and make sure that
you know what it is, where
to find it and how to use
it. Be sure to check out this
month’s benefit.
Thanks
again to everyone who participated
in the survey for making CLTC
even stronger!
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