Thoughts from last year hold true today

This was from my WILD WEST agent communication from 9.20.2009. It is still important today. It is directed toward the long term care insurance specialists I work with in ACSIA’s Western Division.

If you are a long term care specialist and are looking for a new home that can provide you with the resources you need to be successful (free, quality, qualified leads, training, back office support and more) than you should look into ACSIA as your new home.

If you are looking for a new career position, this outside sales opportunity could be your chance to really move your career forward and provide financial security for your family.

Click the link below to sign up for an informational webinar, http://www.ltcglobal.com/sales.html  

Simply click the Register Now button next to the webinar you’d like to attend … or just give us a call, toll free, at (866) 512-3431, or e-mail us at LTCOpportunity@ltcglobal.com along with a resume.

Now read from last year…

I had a client’s son leave me a message. Never a good thing. When I called him back today he told me his mother just had a stroke and was going to have to me in a nursing home. He wanted some help with phone numbers on whom to call, etc. Then he added something very interesting. He is a financial planner. He said that if his mother did not have this policy, she would have to pay for all the costs out of her savings. Then he mentioned what has been in the news this past week or so. He said had he had to “sell” assets for his mom, he would have had to do so at a BIG LOSS. He said most of her stuff was doing well, but a fourth of her assets are still in the market and it took a big hit. He said the fact she has a LTCI policy not only saves her money for the bills BUTS SAVED HER A TON OF MONEY on losses that will not be losses since she does not have to SELL AT A LOSS. I had two other clients who called, on their own, and shared to me they were pleased they did this when they did.

Big point here, a LOSS is only a LOSS when you SELL the asset. Otherwise, it is only on paper. You never know when the market will go up or down. With the economic news we have today, this becomes an important point to share with clients. Sure, some may be uneasy about spending money … but it is SO IMPORTANT, now more than ever, to protect what you have.

Your working clients are still spending money. Most are still funding their 401k’s and IRA’s. Why? That is an “expense”. If they are still doing that, then doesn’t it make sense to spend a little bit to PROTECT it?

If they really understand the need, than this makes perfect sense. If you really did not develop the need, if you really never found out if they feel LTCI is the best way to solve their problem and WHY that is the case, then a client will just see LTCI has just another bill … maybe a bill they can wait on. BUT, if you do the basics, they will see they HAVE DO spend a few bucks now to protect their future.

Some younger clients may want to spend a little less … be ready to do that if required. We have to products which allow you to increase benefits down the road without underwriting so they can buy up down the road (Hancock’ gives you an option of an extra 10% on top of inflation every three years without underwriting. Prudential allows you to change inflation options and other carriers have interesting options as well). Hancock’s CPI option provides inflation protection as less cost. United of Omaha has inflation options from 2.5% compound to 5% compound. Genworth and Prudential have a 3% compound available.

Remember, the only good policy is one that is in force when a client needs it. Waiting to act when the sun is shining and the sky is blue with the birds singing songs all over the world is, well, dangerous. Not only will the cost be higher because of age, but also because of changing rate cards and health and inflation.

ACSIA agents are enjoying a large amount of sales. Don’t allow the media trick you and your clients to not solve this problem NOW when you have the ability to do so, affordably. As always, call me if you need anything. IT IS PRIME TIME, use it and make it a great 4th quarter.

If you are a consumer and you have yet to think about a long term care plan, then I suggest you visit www.completelongtermcare.com. You can read a lot of information and see if you should meet with a long term care specialist.

Most people who look at long term care insurance are 40-70 years-old. The younger you are the more affordable the coverage is and the better your health happens to be the easier it is to obtain the protection.

Call my office at 800-362-8837 ext 7221 and I can get you in touch with a top long term care specialist.

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About Matt McCann

Matt McCann is recognized as a leading Long Term Health Care (LTC) specialist. Since 1998, Matt has been a national leader in finding solutions for the physical, emotional and financial burdens LTC places on American Families. He has been recognized by the American Association for Long Term Care Insurance as one of the top specialists in the country. In 2015 he was listed among the top ten specialists in LTC planning in the nation. He has also worked in sales management for two of the leading organizations marketing LTC products. He served as Director of Business Development for ACSIA LTC and Senior Vice President/Sales for LTC Financial Partners. Many of his agents have been among the top LTC specialists in the industry. Matt's divisions have also led in an innovative webinar approach which allows agents to use screen sharing software so prospects can see the agent's desktop. Matt's proven areas of success include sales coaching, training and motivation in additional to being an experienced LTC specialist. He has produced results in total production, placement rates and lead efficiency. Matt is known for years of experience leading creative efforts for agent meetings and sales promotions which drove results for both agents and consumers. He is now focused on helping consumers find affordable solutions so they can protect their assets and never be a burden on family and loved ones. He specializes in LTCi, Critical Care and Asset Protection products. Matt also coaches individual agents throughout the country helping them improve their processes to help more consumers. Matt is also known as an effective public speaker on LTCi and LTC issues as well as sales motivation. He appears on radio and TV programs and is available for bookings. Because of his schedule an advance notice is always requested. Prior to dedicating his life to LTC, Matt was a well known radio station manager and personality, He worked at radio stations throughout the country He may be best known for as legendary Chicago radio personality Larry Lujack's co-host when Lujack came back out of retirement years ago. Matt can be contacted by email at http://mccannltc.net/ or by phone at 866-751-7957. You can follow Matt on Twitter: @mccannltc - https://twitter.com/mccannltc
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