Q. As part of my sales presentation, I want to include a personal story about a claim that an LTCI carrier is paying and how that has benefitted the client and the family. Do you have a letter that I can show prospects?
A. Sharing how the benefits really do work when a client goes on claim and how grateful people are is a powerful way to convey the need. Mark Goldberg and Matt McCann of ACSIA Long Term Care, Inc. showed the contents of several letters at their recent agent conference. Here are excerpts from one of the letters. I did change the name of the letter writer and the state to protect her privacy. (Next month's column will highlight another letter.)
Dear Agent:
I want to thank all of you and everyone at the insurance company, too, and recognize the professionalism of the claims staff for all of their assistance in helping me deal with my husband's battle with Alzheimer's disease. We've been married for over 40 years, and I never dreamed we would have to go through this. Tom was first diagnosed with short-term memory loss, and then we learned it was Alzheimer's. I remember feeling so scared and vulnerable.
