TAILIEUCHUNG - LTCI PLANNING AND SALES TECHNIQUES FACT FINDERS

Our experience in working with nearly 1,000 bankers has conclusively demonstrated that the greatest training value is obtained when participants actually retain and confidently use what they were taught. The key to retention is repetition over some period of time; lasting results can never be obtained from one-time motivational pep talks, CDs or TeleTraining alone. There must be an element of personal, consistent follow-up and contact. There must also be accountability to ensure that people are actually using the training and modeling in the field (on sales calls, client calls, prospect calls and referral source calls) what. | Genworth Financial Built on GE Heritage LTCI PLANNING AND SALES TECHNIQUES FACT FINDERS JANUARY 2006 Long Term Care Insurance Products are Underwritten by Genworth Life Insurance Company and in New York by Genworth Life Insurance Company of New York 36772 01 01 06 FOR PRODUCER USE ONLY. NOT FOR PUBLIC USE OR DISTRIBUTION. I INDEX The 3 Step Process .Pages 2-3 Fact finder Prospect has no prior experience with long term care . . . Pages 4-11 Fact finder Prospect has had an experience with long term care . . . Pages 12-18 Pivoting from one financial discussion to long term care .Page 19 Additional objections .Pages 20-21 Best practices Recommendations for how to craft a policy .Pages 22-25 2 THE THREE STEP PROCESS The reasonable opportunity to sell long term care insurance LTCI is based on three essential elements STEP 1 Establishing the need for long term care beyond a reasonable doubt. That living a long life may substantially increase the risk of needing long term care STEP 2 Establishing beyond a reasonable doubt that providing care may have serious consequences for the individual s family and finances and STEP 3 Establishing beyond a reasonable doubt that generally nothing may pay for the plan of care other than assets and income otherwise allocated for retirement thus possibly placing the client s best thought-out retirement plan in jeopardy These steps are sequential You should not attempt to establish Step 2 unless you are convinced that the prospect has bought into Step 1 and so on. These concepts are interdependent When all three elements are established independently they end up operating interdependently. That is they continually reinforce themselves thus establishing a strong foundation for the sale of LTCI. STEP 1 Establishing the Need For Long Term Care It s not You may live a long life. It s You may live a long life One of the tenets of this program is that you cannot sell in a debate. Using numbers charts and statistics only lead to a debate. You can

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