In real estate the adage is... "Location, Location, Location"

For Greater Success in Long-Term Care Insurance sales, the adage should be... "EDUCATION, EDUCATION, EDUCATION"

Education doesn't begin with the Client, it starts with the Agent!

In order for an agent to successfully sell long-term care insurance (LTCI), he/she must acquire “knowledge.”  Successful LTCI agents understand the basics of our health care delivery system, long-term care, and the related insurance products. The agent must understand these elements inside and out. Their knowledge must be learned first-hand, it cannot be acquired through home-studyor internet courses. This is because those courses offer simply the eight hours of continuing education required to “sell” Long-Term Care Insurance; however, home-study courses are unable to offer an agent the “Breadth of Knowledge”  and “Practical Experience” available directly through an experienced, professional agent who teaches live CE courses.

For example, you have a car worth $50,000.  Would you allow a repair person to work on your car if that person has limited knowledge and was educated about auto repair only through a home-study course?  Hands-on experience is necessary for the acquisition of real knowledge.

Many seniors search the Internet extensively when deciding whether to buy Long-Term Care Insurance or when deciding which company to choose.  Serious clients feel that agent experience and extensive knowledge are mandatory before these clients place their financial security, and possibly their life savings, into someone else’s hands.  It makes perfect sense  that these same clients prefer to purchase this vital insurance from someone whose scope of knowledge goes beyond what is found in a home-study course.  Agents have a fiduciary responsibility to their clients, to become as knowledgeable, educated, and well-informed as possible about the financial products they endorse and sell.  Live instruction offers agents the expertise of what works and what does not.