1. The CLTC Client Interview Road Map Everything You Need To Close The Sale & Nothing You Don’t

2. Today’s agenda…  A review of Consultative Engagement a universal selling platform  The three key agreements  What long-term care insurance really does  Sales tracks  Closing the sale

3. Consultative Engagement: A universal selling platform

4.  Traditional philosophy: Client Centric, Risk Based Selling… Risk of him needing care as him ages supported by statistics. Cost is mentioned What will happen to him How LTCi protects him  Risk Base Selling is fundamentally flawed Based on him not them Based on product to protect him not a plan to protect them

5. Consultative Engagement  Client is educated about the consequences to those he loves if (never when) an unexpected event occurred in his life He may decide those consequences are not severe; or He may decide they are. If so, he will ask you to protect his family  You must be in the education business Explain the consequences: Emotional, physical and financial Explain that extended care is not a place or condition, it is a life changing event 3

6.  And it all starts with…  Tell me what’s important to you? What responsibilities do you now have that you didn’t think you would have 10-15 years ago? What financial responsibilities do you see yourself taking into the future?  People will insure those responsibilities and others who are very important to them 3

7. The Three Key Agreements 4

8. #1The client must agree he could live a long life and if he does, may become frail #2 He must understand how severe the consequences would be to those who will have no choice if he does need care. If he agrees, then he will let you put together a plan #3He must understand that nothing will pay for that plan, other than long-term care insurance

9. What long-term care insurance actually does

10.  Here is what it does not do… Protect the individual: No one buys it to use it Pay for his care: Why pay for something that is not going to happen Protect assets  Here is what it does… Provides a funding source for the plan Guarantees income by paying for care 4

11. Sales tracks

12.  Review how to initiate discussion  Look at what isn’t there… Any discussion about risk, statistics & cost of care Any discussion about him Any discussion about product  Look at what is there Them Consequences 5

13.  Review talking points for… No prior experience: Why you ask these questions  Review talking points for prior experience… Not a place or condition but a life changing event 5-6

14. Using The Three Step Process To compel the client to take action 8

15. The case for long-term care insurance 9

16.  Always ask the client what he thinks the product does He will tell you what everyone thinks it does…  Pay for nursing homes  Pay for care  Protect assets, maintain independence, not be a burden, choice of where care is delivered  Then correct him…

17. It is a funding source for the plan he let you put together to protect his family It mitigates the two sets of consequences  Emotional & physical because someone else is providing the care  Financial because income and assets do not have to be reallocated to pay for care  The compare it to life insurance Not for him because he does not believe he is going to die Funding source for the plan he allowed you to put together to protect his family

18.  Review Overcoming Objections  Review Power Phrases  Review Customized Sales Tracks  Review Expanded Fact Finder