Successful Selling Techniques in the Executive Carve-Out Market

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
• CPAs 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