Prospective LTCi clients aren't hard to find. In fact, you probably already know people who would be interested in talking to you about LTCi. Here are six good places to look:
1. Current Clients
The majority of LTCi buyers are between the ages of 55 and 64, so do a search for current clients who fall into this age group. Don't overlook people who own businesses. They're good prospects for multi-life LTCi. Just remember your best prospects are the people who already know and trust you.
2. Family, Friends, Acquaintances
People with family members, friends or acquaintances who needed long-term care services make good prospects for LTCi. According to a survey of Mutual of Omaha's LTCi policyholders, 78 percent said they purchased a policy because they had first-hand knowledge of someone who struggled through a long-term care situation.
3. Centers of Influence
Forging relationships with attorneys and CPAs who will introduce you to their clients is another good way to find LTCi prospects. But don't stop there. Look for other types of businesses that provide services to the groups you're targeting. For example, home care agencies can help you connect with 50-somethings seeking care for their aging parents. Just remember to return the favor by referring your clients to these businesses.
4. Community Groups
If you already belong to social, charitable and business groups in your community, it's time to start networking. Attend group events and get to know the members. Make sure they know what you do for a living and how you can help them plan for their long-term care needs.
5. Associations
Professional associations are always looking for new ways to provide benefits to their members. Ask your clients what associations they belong to. Then schedule a meeting with the executive director to talk about how you can help the association attract and retain members.
6. Children
Make a list of your current LTCi clients – people who had the foresight to plan for their future long-term care needs. Now go talk to their children. Chances are if the parents are planners, the kids will be, too.