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Labor Day is the opening of the hottest selling season for long-term care insurance (LTCI). Summer is over, and people are much more willing to think about serious issues affecting their lives. Use direct mail and speaking appearances before local organizations to schedule as many appointments as you can comfortably handle in September and October. In November and December, concentrate on annuity sales. This is when many CDs mature, and you'll make a lot of sales showing retirees that they can get a better after-tax return with annuities—and position yourself to make the LTCI sale next. Wilma Anderson, of The LTC Coach in Littleton, Colo., is a leading LTCI sales trainer and author of The System to Sell 400 LTC Policies a Year. For more information, contact her at 720-344-0312 or wilma@TheLTCcoach.com. eTIPS
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By
Wilma G. Anderson