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Successful Selling Techniques in the Executive Carve-Out Market
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  1. Successful Selling Techniquesin the Executive Carve-Out Market Session 19: February 27, 2006 Session Producer: Kyle Rothery, Vice President Producer Marketing & Distribution Genworth Financial

  2. Outline of Presentation • Introduction - Kyle Rothery • Doug Schuetz, LTCi Partners, LLC • Lisa McAree, The McAree Agency • Dan Heffernan, Target Insurance • Q & A Session • Overview (Panel Discussion)

  3. Goal: Sell More LTC • Why Are You In This Market? • What Qualifications Do You Need To Be In This Market? • What Are The Skills Needed To Be In This Market? • What Value Must a BGA Offer To Producers In This Niche Market?

  4. Goal: Sell More LTC • Mistakes Made/Lessons Learned • Examples: • Slaying the white elephant • Incorrect client profiling

  5. Goal: Sell More LTC • Success Stories – What Works and Why? • What Are The Biggest Objections That Need To Be Overcome? • Examples: • CPA’s Lack of Knowledge • Medical Declinations of Key Employees

  6. Goal: Sell More LTC • Presentation Guidelines • Plan design – what do you quote and why? • Expectations set at appointment • Concept Selling – key elements

  7. Goal: Sell More LTC What Would You Like To See The Insurance Companies Do To Plan In This Market?

  8. Your QUESTIONS Your IDEAS