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April 20, 2018

In a previous blog post, I wrote that men and women will react differently to the notion of risk and stressed how important it is to match the intent of a long-term care insurance sales conversation to a client's gender. I stated that these psychological differences ha...

March 12, 2018

Greater awareness of LTC consequences, not risk, is the result

When a male prospect has had a prior experience with extended care, you’ve probably found he’s far more likely to buy long-term care insurance (LTCI). And you may have believed the sale stems from an increas...

February 9, 2018

The classic objection prospects raise when a producer broaches the subject of long term care insurance is, “I’ll go on Medicaid.” Here's how to discuss it.

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