Selling LTCI online, part 2

Q. I'm considering selling long-term care insurance (LTCI) online. What do I need to know so that the process runs smoothly?

A. Selling online really works. Agents love it, and clients love it. Katie O'Rourke, managing partner of California Long Term Care Insurance Services, has provided some great suggestions for agents starting to sell online.

We covered the first three steps in an earlier article.

Here are four more steps — for agents who have already started preparing to sell online.

Step 4: Prepare and run an online presentation

Send the confirmation email the day before the appointment
Have a pre-presentation checklist
Run the quote and save
Customize the presentation with their name on the first page
Open the brochure and application and minimize
Confirm your guest can see your screen (or slide)
Turn off your email and instant messaging to avoid pop-ups
Include your photo in an introductory slide
Have a polished, scripted introduction and ending
Don't spend too much time on less vital information and then rush the important stuff later
Keep it moving and don't talk too much
Be careful not to move your mouse too much as it may look "jerky" on the viewers' end and be distracting

Step 5 – Set the agenda for your meeting

For example, "My agenda today is to help you decide if you need to buy long-term care insurance."

So, I will be asking questions about your situation.

We will evaluate whether you qualify for long-term care insurance.

That involves answering medical questions in more detail than we did on the phone the other day, and completing a health questionnaire. We will need to send the health information to the insurance company for a final decision.

Then we will discuss how long-term care insurance works and the cost. I will send you that information to review when we are finished.

Does my agenda sound OK to you? What are your expectations for our meeting today?

Step 6 – Meeting suggestions

Duplicate your in-person process as much as possible with your PowerPoint presentation
Maximize interactions and ask for input
Put energy and passion into your voice (consider standing up and smiling)
Use images as much as possible instead of words as it keeps people focused
Never read the slide — use a script or outline
Record a presentation and listen to the tempo, pauses and "ums" and "uhs"
End with a clear call to action, asking participants to apply for coverage now
Don't end on a Q&A (with a Q&A session, you lose momentum)
If a participant won't apply for coverage today, then set up a second appointment to take place in the next few days

Step 7 – After the meeting

Send quotes, an outline of coverage, a brochure and a thank you
Complete and send the application with signature spaces marked
Follow up

See also:

Selling LTCI online, part 2

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