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4 Dec 2007
For Agents Information Only
Yesterday my dad was working with a broker trying to decipher another company's policy vs. MedAmerica's Simplicityii CASH plan.
Why the concept of receiving a check every month for the amount you purchase regardless off who cares for you or even if anyone cares for you isn't enough, I don't know.
You trigger benefits, you get a monthly check, period! No hassles. Isn't that what people really want when the rubber meets the road?
Anyway back to my story. . . . . .After wading through the 30+ pages of insurance garble I overheard my dad say something very simple but also very powerful. They were talking about the exclusions section of the policies. Apparently the other company's exclusions were a couple of pages long.
He told the broker to show the prospect the difference between that and MedAmerica's one and only exclusion:
Hold them up side by side and say which one would you rather have, the company with only one exclusion or the one with 2 pages of reasons why they won't pay at claim time?"
- "war and acts of war - declared or undeclared"
I think that is a very powerful picture and I'm sure it will work well at the interview.
Which would you rather have? Which would you rather offer your client - especially if someone comes in behind you with only one exclusion?
Sample policies, quotes and comparisons (of benefits) to other companies are available upon request to those of you who are or who become appointed with us.
How do you sell CASH?
1) Make them aware of the stats: http://www.lrc-ga.com/ltci.html - if they're over 65 they have a 60% chance of needing Long Term Health Care and a couple over 65 has a 75% chance that one of them will need care.
2) Show them how they can protect their assets and independence with a CASH benefit of $200,000 - $300,000 - $500,000 or $1,000,000 with only ONE EXCLUSION.