Generating Hot LTC Insurance Sales Leads

When responding to online queries, Cahn recommends sending prospects a voice-over PowerPoint presentation to answer questions and provide illustrations.

Kathy Kirkland, director of LTC sales for Capitas Financial, Jacksonville, Fla., says most of her agency producers are starting to get into the small business market. Their typical starting place for hot leads is to join local business associations, she says.

"Thats where you meet small business owners," she says. "Then, when youve sold them on a group benefit, you can use that as a base to talk to their employees."

Kirkland says Capitas advisors also find seminars a good source of leads.

Then theres the old-fashioned way of lead generation. And it still works. "The only thing I do is get personal references," says William C. Gelbert, president, Wm. C. Gelbert Associates, Delray Beach, Fla. He says he hasnt had much success developing leads from seminars, although he does speak at them occasionally. He doesnt do much advertising, either.

Gelbert sells LTC and supplemental health insurance exclusively to seniors, relying almost entirely on kitchen table referrals.

"I get plenty of leads, and I dont have to knock myself out advertising and running seminars," he says.

This article was first published in the April 1 issue of LTC e-Wire, an online publication of National Underwriter Life & Health edition. For more information or to subscribe, go to www.NationalUnderwriter.com.

Reproduced from National Underwriter Edition, April 16, 2004. Copyright 2004 by The National Underwriter Company in the serial publication. All rights reserved.Copyright in this article as an independent work may be held by the author.