This weekend is my birthday. What does that have to do with anything? It doesn’t – unless, of course, you want to consider that I am one day closer to retirement and that it is one reason for me to back off on posting unique content to Fridays with Fisher.
With this in mind – I am sharing with you a little something that I am “borrowing” from my friend and colleague Tim Vannoy.
Let’s consider a typical consumer conversation about extended care / long term care. The NEW consumer presentation can help provide a consistent path for every meeting, direct that client conversation, and serve as a “leave behind” reminder of the conversation.
The presentation starts with a very simple question “What is your family’s plan to deal with an extended care event?” Then, we discuss the set of unintended consequences to those they love – spouse, kids, and extended family if a care event ever happened.
For the next 3 pages we address the financial impact to income if care is need. What impact to lifestyle and legacy and illustrate the cost of care in their respective state.
Lastly, we show the 5 buckets – how would you pay for the care if needed. In just 4 simple pages we can become consistently boring. Asking these questions (knowing your lines) establishes the “why” for the client. If the client understands the why, they are more open to see solutions to their problem.
No product is mentioned in these pages. I believe it beats throwing illustrations across the kitchen table with the hopes that it will sell itself.
If you want to learn more and become more consistent in your presentations, then the material below will start that process.
Care Solutions Presentation:
What to learn more, here is a quick 2-minute video.
Want a little deeper dive, check out this 15-minute video.
OneAmerica’s Sales Story – demo
Here is the link to our Training Guide:
If you or your advisor would like to attend a virtual deep dive hosted by Roger Cantu, here is the link. Roger is hosting this on Tuesdays (through the month of September) at 10:00CDT.
This link will take you to the registration site: https://qrco.de/beJ20k
To quote Tim who is quoting a mentor of his – “the confused mind will not buy, and a confused mind will not sell.”
Our aim is to help simplify things for you.
Of course, , if you have questions – please contact my internal Justin Fox directly at justinfox.isp@oneamerica.com or (844) 658-3725.
Here is another shameless plug for the million dollar annuity strategy. If you have clients who are over 75 and own annuities, they can secure long term care insurance by simply rolling those monies into a PPA compliant annuity and receive the money out of that annuity tax-free when it is used for long term care services. Learn more about it at https://fridayswithfisher.com/million-dollar-annuity/.
Don’t forget – every month, a new episode of Coffee Break airs.
This month – Asset Care Consumer Presentation.
You can see it here or by visiting the Coffee Break website – https://ltccoffeebreak.com
Fridays with Fisher 
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