[LTPC-discussions] Fw: CLTC Newsletter
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CLTC Newsletter - August 2003
----- Original Message -----=20
From: Corporation for Long-Term Care=20
To: Ltc-cltc.com=20
Sent: Friday, August 01, 2003 10:04 AM
Subject: CLTC Newsletter
=20
August 2003 - 18th Edition www.ltc-cltc.com=20
=20
=20
=20
September=20
NAIFA 2003 Annual Meeting
September 13-17
Kansas City Convention Center
Kansas City, MO
801-363-6781
The 2003 agenda for this National =
Association of Insurance and Financial Advisors meeting will be =
available shortly. Typically, the focus is not on long-term care. For =
information, NAIFA members can go online to the password protected site. =
=20
October=20
SFSP Financial Service Forum
October 26-29
Waikiki, Hawaii
800-392-6900
The Society of Financial Services =
Professionals meeting covers a variety of subjects including estate and =
retirement planning. One class on long-term care insurance is offered.
=20
November=20
FPA Annual Success Forum
November 1-4
Philadelphia, PA
800-322-4237
General information on the agenda shows =
seven tracks with over 60 sessions, plus in-depth study workshops. If =
you are an FPA member and are interested in attending, please check with =
the Association to determine whether the subject of long-term care is =
covered and to what degree.
2003 National LTCi Producers Summit
November 16-18
New Orleans, LA
888-599-5997
This conference, sponsored by LTCI Sales =
Strategies magazine, offers 3 days of presentations and workshops =
specifically on long-term care insurance sales. Among the 25 scheduled =
sessions are: The Future of Medicaid and LTC; Advanced Concepts for LTCi =
- Executive Carve Outs; Tap the Booming Group Market; Targeting Women; =
and SPIN Selling by Harry Crosby, the first LTC agent to sell over =
$500,000.
As a CLTC grad, you will receive $50 off =
the registration fee when you write CLTC in the code box on the Summit =
registration form.=20
Just prior to the start of the Summit, =
CLTC will hold its 2-day Master Class in New Orleans on November 15-16. =
For details, see the Update from the Corporation for Long-Term Care =
Certification at the end of this newsletter.
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--------------------------------------------------------
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View our Newsletter Archives=20
(you will be asked to login to the CLTC site if =
you aren't already)=20
=20
Sales Ideas:
a.. Tip of the Month: "Value is in the =
Eye of the Beholder"=20
Articles of Interest:
a.. Pinpoint Your State's Current =
Medicaid Limits=20
b.. Employees say LTC Benefits as =
Important as Group Life=20
c.. Order Life&Health Advisor's August =
LTC Issue=20
d.. Reverse Mortgages: Refinancing May =
Be Advantageous=20
e.. WSJ Wins Praise for Consumer Article =
on LTC=20
f.. LTC Industry Regs: What's Working, =
What's Not
Updates from the Corporation for LTC =
Certification:
a.. Elderlaw Answers Telemarketing =
Campaign=20
b.. 12 New Instructors Added=20
c.. Master Class to Precede LTCi =
Producers Summit=20
d.. Partnership Announced with Bryant & =
Stratton College=20
e.. New Online Tool Lets You Reach =
Colleagues=20
f.. Master Class Course Outline =
Powerpoint Now on CLTC Web Site=20
g.. New Ghostwritten Articles Enhance =
Your PR Efforts=20
=20
=20
=20
Have a marketing strategy that works (or =
didn't) that you'd like to share? Just E-mail Us and we'll publish it =
right here.=20
Tip of the Month: "Value is in the Eye of =
the Beholder"
This month's sales idea is "Value is in =
the Eye of the Beholder," =
(www.ltc-cltc.com/graduates/sales/2003-08.html) (you will be asked to =
login to the CLTC site if you aren't already) contributed by LTC =
Websites. The value-added selling rule promoted here advises you not to =
address the subject of LTCi premium before you've established the =
benefits. In the author's opinion, once a client perceives value, =
premium becomes less significant. Your job, as a LTCi professional, is =
to show clients the value of long-term care protection.=20
The tip also offers readers some helpful =
language and tactics in dealing with clients who repeatedly ask about =
price and attempt to focus the discussion there.=20
To read this idea in its entirety, go to =
the grad section of www.ltc-cltc.com and click on Sales Tips.
Top of Page
Pinpoint Your State's Current Medicaid =
Limits
Find the latest data on what Medicaid lets =
clients keep. This 7/1/03 chart is organized by state for quick =
reference. You'll find the chart at the LTC Consultants web site. Go to =
www.ltcshelton.com/consumer/wyslyk/index.shtml.
Top of Page
Employees say LTC Benefits as Important as =
Group Life
A resent survey released by Prudential =
shows what employees value in a benefits package. While health insurance =
and retirement benefits were valued most, life and long-term insurance =
were tied for third place. Even more interesting are the statistics on =
how employees say they'd respond if LTC benefits were made available to =
them and if their employers subsidized a portion of the premium. To read =
more of the results, read "Prudential: Employees Want Access to LTC =
Benefits" (www.nationalunderwriter.com) in National Underwriter Online.
Note: You must be a subscriber to access =
this site.=20
Top of Page
Order Life&Health Advisor's August LTC =
Issue
If it's August, it must be time for Life =
and Health Advisor's semi-annual LTC issue. The current edition of this =
Northeast/Mid-Atlantic trade publication is filled with LTC-related =
editorial, much of it contributed by successful LTC sales professionals. =
You'll get current product and market information, proven sales ideas =
and more. To order your free copy, e-mail info@lifehealth.com and advise =
them that you are a CLTC. Free copies will be sent to the first 50 grads =
who write.
Top of Page
Reverse Mortgages: Refinancing May Be =
Advantageous=20
With mortgage rates at their lowest levels =
in decades, it's interesting to note that reverse mortgages can be =
refinanced to help your elderly clients take advantage of their =
increasing age, dropping interest rates and rising real estate prices. =
Read all about it in the Wall Street Journal Online (www.wsj.com) in =
"Those Reverse Mortgages Could Use Rebalancing, Too." You'll find it in =
the archives from July 6, 2003.=20
Note: You must be a Wall Street Journal =
Online subscriber to access the archives.
Top of Page
WSJ Wins Praise for Consumer Article on =
LTC
While you're searching the archives at the =
Wall Street Journal Online (www.wsj.com), take a moment to find and read =
"Buying a Security Blanket Revisited" from June 9, 2003. This consumer =
article on buying LTC insurance has been praised by industry =
professionals as one of the best in a daily newspaper.=20
Note: You must be a Wall Street Journal =
Online subscriber to access the archives.
Top of Page
LTC Industry Regs: What's Working, What's =
Not
The Kaiser Family Foundation offers you an =
in-depth look at LTC regulation in a report prepared in March, 2003 =
called "Regulation of Private LTC Insurance: Implementation, Experience =
and Key Issues." You'll get an overview of prior and current regulatory =
practices, and focus in on some unaddressed issues in the NAIC Model Act =
that may pose problems in the future, including lack of proper consumer =
purchase assistance, mandatory consumer acceptance of insurance-company =
sponsored care management plans and risk apportionment/ premium =
stability. Visit www.kff.org/content/2003/6073/ to find the report.=20
Top of Page
Elderlaw Answers Telemarketing Campaign
Elderlaw Answers (ELA) is continuing to =
actively promote their marketing partnership with us. They are at work =
on a nationwide outbound telemarketing program to reach those attorneys =
who are particularly interested in referring business to and getting =
business from CLTCs. As soon as the list of interested attorneys is =
compiled, we'll communicate those names to you so that you may follow-up =
personally and begin to build worthwhile new relationships with elder =
law attorneys in your area.=20
CLTC has been at work on building other =
professional partnerships that can be a source of new referral business =
for you. We're zeroing in on those that can enhance your professionalism =
and bring new clients your way. Look for more details in the coming =
months.=20
Top of Page
12 New Instructors Added
In June, we added 12 new trainers to our =
team to provide graduates and prospective grads with more educational =
opportunities. These trainers will teach or assist in teaching the CLTC =
Master Class, helping us to offer many more seminars throughout the =
year. All are experienced LTC producers with prior training experience. =
Each has earned his CLTC designation and has proven mastery of the =
course material through outstanding sales practices and classroom =
skills. In addition, each has completed an intensive, 3-day training =
conference for instructors.=20
Top of Page
Master Class to Precede LTCi Producers =
Summit
An additional Master Class, taught by =
Harley Gordon, JD will be held in New Orleans on Saturday and Sunday, =
November 15-16, just prior to the LTCi Producers Summit. We held a =
similar class before the last Summit that was extremely well attended =
and we look forward to a packed room in November. Once again, we welcome =
grads to participate. You may take the updated class for a nominal fee =
of only $100. For your convenience, the Master Class will be held at the =
Astor Crowne Plaza - the same hotel where the LTCi Summit will take =
place. To register for the Master Class, go online to =
www.ltc-cltc.com/php/masterclass/viewclasses.php or phone in your =
registration to 1-877-771-CLTC.=20
Top of Page
Partnership Announced with Bryant & =
Stratton College
To increase the distribution of our =
classes, we have recently joined forces with Bryant & Stratton College, =
a system of private career colleges that provide results-driven =
continuing education for financial services professionals. The College's =
Professional Skills Centers will offer the CLTC Master Class in its =
eight geographic markets: Albany, Buffalo, Syracuse and Rochester, New =
York; Cleveland, Ohio; Virginia Beach and Richmond, Virginia; and =
Milwaukee, Wisconsin. The program will be taught by certified =
instructors who are affiliated with the College.=20
Top of Page
New Online Tool Lets You Reach Colleagues
In September, look for our new online tool =
- Ask the Experts.=20
This new section which will replace the =
current Member Forum on the grad site will allow you to write in your =
sales or product questions and get suggested answers from some of your =
most respected peers. It's a great new e-opportunity for peer-to-peer =
contact, designed to enhance the exchange of information and ideas among =
grads.=20
Top of Page
Master Class Course Outline Powerpoint Now =
on CLTC Web Site
In response to your requests, we recently =
put the complete CLTC Master Class Course Outline PowerPoint on the grad =
section of our website. Feel free to use it as a refresher or to =
interest producers you're mentoring in attending the class. You'll find =
it at www.ltc-cltc.com/graduates/ppt/Course.ppt (you will be asked to =
login to the CLTC site if you aren't already).=20
Top of Page
New Ghostwritten Articles Enhance Your PR =
Efforts
Having your name in print adds to your =
awareness and prestige, so CLTC is making ghostwritten articles on =
different LTC topics available for you to use with local newspapers and =
publications. Three are available immediately and more will be added in =
the future.=20
Designed for use with editors of local =
newspapers and newsletters, these fully written articles require only =
your name and contact information.=20
Please note: The articles have not been =
reviewed by corporate compliance departments. If your carrier =
affiliation(s) require compliance approval, please follow your usual =
procedures for submission prior to first use.=20
To read and download the articles, go to =
www.ltc-cltc.com/graduates/resources.html (you will be asked to login to =
the CLTC site if you aren't already) and look under ARTICLES. You may =
also access the articles by clicking on Graduate Public Relations from =
the Graduate menu. Further instructions on using them are included on =
the site.
Top of Page
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<DIV style=3D"FONT: 10pt arial">----- Original Message -----=20
<DIV style=3D"BACKGROUND: #e4e4e4; font-color: black"><B>From:</B> <A=20
title=3Dgrads@ltc-cltc.com =
href=3D"mailto:grads@ltc-cltc.com">Corporation for=20
Long-Term Care</A> </DIV>
<DIV><B>To:</B> <A title=3Dltc-cltc.com@lyris.bestnet.net=20
href=3D"mailto:ltc-cltc.com@lyris.bestnet.net">Ltc-cltc.com</A> </DIV>
<DIV><B>Sent:</B> Friday, August 01, 2003 10:04 AM</DIV>
<DIV><B>Subject:</B> CLTC Newsletter</DIV></DIV>
<DIV><BR></DIV>
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<TBODY>
<TR>
<TD><FONT face=3D"Arial, Helvetica, sans-serif" =
color=3D#ffffff=20
size=3D2>August 2003 - 18th Edition</FONT></TD>
<TD>
<DIV align=3Dright><A href=3D"http://www.ltc-cltc.com" =
target=3D_blank><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
color=3D#ffffff=20
=
size=3D2>www.ltc-cltc.com</FONT></A></DIV></TD></TR></TBODY></TABLE></TD>=
</TR>
<TR>
<TD><IMG height=3D2=20
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src=3D"http://www.ltc-cltc.com/cltcnews/images/pixshim.gif"=20
width=3D10></TD></TR>
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<TABLE cellSpacing=3D0 cellPadding=3D0 width=3D"100%" =
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<TBODY>
<TR>
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=
src=3D"http://www.ltc-cltc.com/cltcnews/images/upcoming.gif"=20
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<TR>
<TD bgColor=3D#6b6ba5><B><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
color=3D#ffefad=20
size=3D2>September</FONT></B></TD></TR>
<TR>
<TD>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><A href=3D"http://www.naifa.org"=20
target=3D_blank>NAIFA 2003 Annual=20
Meeting</A><BR>September 13-17<BR>Kansas =
City=20
Convention Center<BR>Kansas City,=20
MO<BR>801-363-6781<BR><I>The 2003 agenda =
for this=20
National Association of Insurance and =
Financial=20
Advisors meeting will be available =
shortly.=20
Typically, the focus is not on long-term =
care. For=20
information, NAIFA members can go online =
to the=20
password protected site.=20
</I></FONT></P></TD></TR></TBODY></TABLE><BR>
<TABLE cellSpacing=3D0 cellPadding=3D5 =
width=3D"100%"=20
border=3D0>
<TBODY>
<TR>
<TD bgColor=3D#6b6ba5><B><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
color=3D#ffefad=20
size=3D2>October</FONT></B></TD></TR>
<TR>
<TD>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><A =
href=3D"http://www.societyforum.com"=20
target=3D_blank>SFSP Financial Service=20
Forum</A><BR>October 26-29<BR>Waikiki,=20
Hawaii<BR>800-392-6900<BR><I>The Society =
of=20
Financial Services Professionals meeting =
covers a=20
variety of subjects including estate and=20
retirement planning. One class on =
long-term care=20
insurance is=20
=
offered.</I></FONT></P></TD></TR></TBODY></TABLE><BR>
<TABLE cellSpacing=3D0 cellPadding=3D5 =
width=3D"100%"=20
border=3D0>
<TBODY>
<TR>
<TD bgColor=3D#6b6ba5><B><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
color=3D#ffefad=20
size=3D2>November</FONT></B></TD></TR>
<TR>
<TD>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><A href=3D"http://www.fpanet.org" =
target=3D_blank>FPA Annual Success=20
Forum</A><BR>November 1-4<BR>Philadelphia, =
PA<BR>800-322-4237<A=20
href=3D"http://%0D%0D"><BR></A><I>General=20
information on the agenda shows seven =
tracks with=20
over 60 sessions, plus in-depth study =
workshops.=20
If you are an FPA member and are =
interested in=20
attending, please check with the =
Association to=20
determine whether the subject of long-term =
care is=20
covered and to what degree.</I></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><A=20
=
href=3D"http://www.ltcsales.com/summit.html"=20
target=3D_blank>2003 National LTCi =
Producers=20
Summit</A><BR>November 16-18<BR>New =
Orleans,=20
LA<BR>888-599-5997<BR><I>This conference,=20
sponsored by LTCI Sales Strategies =
magazine,=20
offers 3 days of presentations and =
workshops=20
specifically on long-term care insurance =
sales.=20
Among the 25 scheduled sessions are: The =
Future of=20
Medicaid and LTC; Advanced Concepts for =
LTCi =96=20
Executive Carve Outs; Tap the Booming =
Group=20
Market; Targeting Women; and SPIN Selling =
by Harry=20
Crosby, the first LTC agent to sell over=20
$500,000.<BR></I><FONT =
color=3D#990033><B>As a CLTC=20
grad, you will receive $50 off the =
registration=20
fee when you write CLTC in the code box on =
the=20
Summit registration form. <BR>Just prior =
to the=20
start of the Summit, CLTC will hold its =
2-day=20
Master Class in New Orleans on November =
15-16. For=20
details, see the Update from the =
Corporation for=20
Long-Term Care Certification at the end of =
this=20
=
newsletter.</B></FONT></FONT></P></TD></TR></TBODY></TABLE>
<HR>
</TD></TR></TBODY></TABLE></TD>
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src=3D"http://www.ltc-cltc.com/cltcnews/images/whatshappening.gif"=20
width=3D248></TD>
<TD bgColor=3D#fff8db>
<DIV align=3Dcenter><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
size=3D2><A=20
=
href=3D"http://www.ltc-cltc.com/graduates/communiques/archive.html"=20
target=3D_blank>View our Newsletter=20
Archives</A> <BR><FONT color=3D#666666 =
size=3D1>(you=20
will be asked to login to the CLTC site if you =
aren't=20
=
already)</FONT></FONT></DIV></TD></TR></TBODY></TABLE>
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<TBODY>
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<TBODY>
<TR>
<TD width=3D328 bgColor=3D#fff8db><IMG=20
=
src=3D"http://www.ltc-cltc.com/cltcnews/images/pixshim.gif"=20
width=3D22></TD>
<TD width=3D418 bgColor=3D#fff8db>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><BR>Sales Ideas:</FONT></P>
<UL>
<LI><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#1"=20
target=3D_blank>Tip of the Month: =
<I>"Value is in=20
the Eye of the Beholder"</I></A></FONT> =
</LI></UL>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>Articles of Interest:</FONT></P>
<UL>
<LI><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#2"=20
target=3D_blank>Pinpoint Your State=92s =
Current=20
Medicaid Limits</A></FONT>=20
<LI><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#3"=20
target=3D_blank>Employees say LTC =
Benefits as=20
Important as Group Life</A></FONT>=20
<LI><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#4"=20
target=3D_blank>Order <U>Life&Health =
Advisor</U>=92s August LTC =
Issue</A></FONT>=20
<LI><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#5"=20
target=3D_blank><FONT=20
face=3D"Arial, Helvetica, sans-serif"=20
size=3D2>Reverse Mortgages: Refinancing =
May Be=20
Advantageous</FONT></A><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
size=3D2>=20
</FONT>
<LI><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#6"=20
target=3D_blank>WSJ Wins Praise for =
Consumer=20
Article on LTC</A></FONT>=20
<LI><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#7"=20
target=3D_blank>LTC Industry Regs: =
What=92s Working,=20
What=92s Not</A></FONT><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#7"><FONT=20
face=3D"Arial, Helvetica, sans-serif"=20
size=3D2><BR></FONT></A></LI></UL>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>Updates from the Corporation for =
LTC=20
Certification:</FONT></P>
<UL>
<LI><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#8"=20
target=3D_blank>Elderlaw Answers =
Telemarketing=20
Campaign</A></FONT>=20
<LI><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#9"=20
target=3D_blank>12 New Instructors=20
Added</A></FONT>=20
<LI><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#10"=20
target=3D_blank><FONT=20
face=3D"Arial, Helvetica, sans-serif"=20
size=3D2>Master Class to Precede LTCi =
Producers=20
Summit</FONT></A>=20
<LI><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#11"=20
target=3D_blank>Partnership Announced =
with Bryant=20
& Stratton College</A></FONT>=20
<LI><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#12"=20
target=3D_blank>New Online Tool Lets You =
Reach=20
Colleagues</A> </FONT>
<LI><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#13"=20
target=3D_blank>Master Class Course =
Outline=20
Powerpoint Now on CLTC Web =
Site</A></FONT>=20
<LI><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#14"=20
target=3D_blank>New Ghostwritten =
Articles Enhance=20
Your PR Efforts</A></FONT> </LI></UL>
<P></P></TD></TR>
<TR>
<TD bgColor=3D#999999 colSpan=3D2><IMG =
height=3D1=20
=
src=3D"http://www.ltc-cltc.com/cltcnews/images/pixshim.gif"=20
width=3D10></TD></TR>
<TR>
<TD width=3D328><IMG=20
=
src=3D"http://www.ltc-cltc.com/cltcnews/images/pixshim.gif"=20
width=3D22></TD>
<TD width=3D418><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
size=3D2><IMG=20
height=3D45=20
=
src=3D"http://www.ltc-cltc.com/cltcnews/images/sales.gif"=20
width=3D418><BR><I>Have a marketing =
strategy that=20
works (or didn=92t) that you=92d like to =
share? Just=20
<A=20
=
href=3D"mailto:info@ltc-cltc.com?subject=3DMarketing%20Ideas">E-mail=20
Us</A> and we=92ll publish it right =
here.</I>=20
</FONT>
<P align=3Dleft><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
size=3D4><B><A=20
name=3D1></A>Tip of the Month: <I>"Value =
is in the=20
Eye of the Beholder"</I></B></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>This month=92s sales idea is =
<I><A=20
=
href=3D"http://www.ltc-cltc.com/graduates/sales/2003-08.html"=20
target=3D_blank>=93Value is in the Eye of =
the=20
Beholder,=94</A></I> <FONT=20
=
size=3D1>(www.ltc-cltc.com/graduates/sales/2003-08.html)</FONT>=20
<FONT color=3D#666666 size=3D1>(you will =
be asked to=20
login to the CLTC site if you aren't=20
already)</FONT> contributed by LTC =
Websites. The=20
value-added selling rule promoted here =
advises you=20
not to address the subject of LTCi premium =
before=20
you=92ve established the benefits. In the =
author=92s=20
opinion, once a client perceives value, =
premium=20
becomes less significant. Your job, as a =
LTCi=20
professional, is to show clients the value =
of=20
long-term care protection. </FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>The tip also offers readers some =
helpful=20
language and tactics in dealing with =
clients who=20
repeatedly ask about price and attempt to =
focus=20
the discussion there. </FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>To read this idea in its =
entirety, go to=20
the grad section of <A=20
href=3D"http://www.ltc-cltc.com"=20
target=3D_blank>www.ltc-cltc.com</A> and =
click on=20
Sales Tips.</FONT></P>
<P align=3Dcenter><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
size=3D1><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#top"=20
target=3D_blank>Top of Page</A></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><IMG height=3D45=20
=
src=3D"http://www.ltc-cltc.com/cltcnews/images/articles.gif"=20
width=3D418><BR><B><A name=3D2></A><FONT=20
size=3D4>Pinpoint Your State=92s Current =
Medicaid=20
Limits</FONT></B></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>Find the latest data on what =
Medicaid lets=20
clients keep. This 7/1/03 chart is =
organized by=20
state for quick reference. You=92ll find =
the chart=20
at the LTC Consultants web site. Go to <A=20
=
href=3D"http://www.ltcshelton.com/consumer/wyslyk/index.shtml"=20
=
target=3D_blank>www.ltcshelton.com/consumer/wyslyk/index.shtml</A>.</FONT=
></P>
<P align=3Dcenter><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
size=3D1><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#top"=20
target=3D_blank>Top of Page</A></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><B><A name=3D3></A><FONT =
size=3D4>Employees say=20
LTC Benefits as Important as Group=20
Life</FONT></B></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>A resent survey released by =
Prudential=20
shows what employees value in a benefits =
package.=20
While health insurance and retirement =
benefits=20
were valued most, life and long-term =
insurance=20
were tied for third place. Even more =
interesting=20
are the statistics on how employees say =
they=92d=20
respond if LTC benefits were made =
available to=20
them and if their employers subsidized a =
portion=20
of the premium. To read more of the =
results, read=20
<A =
href=3D"http://www.nationalunderwriter.com"=20
target=3D_blank>=93Prudential: Employees =
Want Access=20
to LTC Benefits=94</A> <FONT=20
=
size=3D1>(www.nationalunderwriter.com)</FONT> in=20
National Underwriter Online<FONT=20
size=3D1>.</FONT></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
color=3D#990033 size=3D1>Note:</FONT><FONT =
face=3D"Arial, Helvetica, sans-serif" =
size=3D1> You=20
must be a subscriber to access this site.=20
</FONT></P>
<P align=3Dcenter><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
size=3D1><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#top"=20
target=3D_blank>Top of Page</A></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><B><A name=3D4></A><FONT =
size=3D4>Order=20
<U>Life&Health Advisor</U>=92s August =
LTC=20
Issue</FONT></B></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>If it=92s August, it must be time =
for <U>Life=20
and Health Advisor=92</U>s semi-annual LTC =
issue.=20
The current edition of this =
Northeast/Mid-Atlantic=20
trade publication is filled with =
LTC-related=20
editorial, much of it contributed by =
successful=20
LTC sales professionals. You=92ll get =
current=20
product and market information, proven =
sales ideas=20
and more. To order your free copy, e-mail =
<A=20
=
href=3D"mailto:info@lifehealth.com">info@lifehealth.com</A>=20
and advise them that you are a CLTC. Free =
copies=20
will be sent to the first 50 grads who=20
write.</FONT></P>
<P align=3Dcenter><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
size=3D1><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#top"=20
target=3D_blank>Top of Page</A></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><B><A name=3D5></A><FONT =
size=3D4>Reverse=20
Mortgages: Refinancing May Be Advantageous =
</FONT></B></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>With mortgage rates at their =
lowest levels=20
in decades, it=92s interesting to note =
that reverse=20
mortgages can be refinanced to help your =
elderly=20
clients take advantage of their increasing =
age,=20
dropping interest rates and rising real =
estate=20
prices. Read all about it in the <A=20
href=3D"http://www.wsj.com" =
target=3D_blank>Wall=20
Street Journal Online</A> <FONT=20
size=3D1>(www.wsj.com)</FONT> in =93Those =
Reverse=20
Mortgages Could Use Rebalancing, Too.=94 =
You=92ll find=20
it in the archives from July 6, 2003. =
</FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
color=3D#990033 size=3D1>Note:</FONT><FONT =
face=3D"Arial, Helvetica, sans-serif" =
size=3D1> You=20
must be a <A href=3D"http://www.wsj.com"=20
target=3D_blank>Wall Street Journal =
Online</A>=20
subscriber to access the =
archives.</FONT></P>
<P align=3Dcenter><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
size=3D1><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#top"=20
target=3D_blank>Top of Page</A></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><B><A name=3D6></A><FONT =
size=3D4>WSJ Wins=20
Praise for Consumer Article on=20
LTC</FONT></B></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>While you=92re searching the =
archives at the=20
<A href=3D"http://www.wsj.com" =
target=3D_blank>Wall=20
Street Journal Online</A> <FONT=20
size=3D1>(www.wsj.com)</FONT>, take a =
moment to find=20
and read =93Buying a Security Blanket =
Revisited=94=20
from June 9, 2003. This consumer article =
on buying=20
LTC insurance has been praised by industry =
professionals as one of the best in a =
daily=20
newspaper. </FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
color=3D#990033 size=3D1>Note:</FONT><FONT =
face=3D"Arial, Helvetica, sans-serif" =
size=3D1> You=20
must be a <A href=3D"http://www.wsj.com"=20
target=3D_blank>Wall Street Journal =
Online</A>=20
subscriber to access the =
archives.</FONT></P>
<P align=3Dcenter><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
size=3D1><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#top"=20
target=3D_blank>Top of Page</A></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><B><A name=3D7></A><FONT =
size=3D4>LTC Industry=20
Regs: What=92s Working, What=92s=20
Not</FONT></B></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>The Kaiser Family Foundation =
offers you an=20
in-depth look at LTC regulation in a =
report=20
prepared in March, 2003 called =
=93Regulation of=20
Private LTC Insurance: Implementation, =
Experience=20
and Key Issues.=94 You=92ll get an =
overview of prior=20
and current regulatory practices, and =
focus in on=20
some unaddressed issues in the NAIC Model =
Act that=20
may pose problems in the future, including =
lack of=20
proper consumer purchase assistance, =
mandatory=20
consumer acceptance of insurance-company =
sponsored=20
care management plans and risk =
apportionment/=20
premium stability. Visit <A=20
=
href=3D"http://www.kff.org/content/2003/6073/"=20
=
target=3D_blank>www.kff.org/content/2003/6073/</A>=20
to find the report. </FONT></P>
<P align=3Dcenter><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
size=3D1><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#top"=20
target=3D_blank>Top of Page</A></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><IMG height=3D45=20
=
src=3D"http://www.ltc-cltc.com/cltcnews/images/updates.gif"=20
width=3D418><B><BR><A name=3D8></A><FONT=20
size=3D4>Elderlaw Answers Telemarketing=20
Campaign</FONT></B></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>Elderlaw Answers (ELA) is =
continuing to=20
actively promote their marketing =
partnership with=20
us. They are at work on a nationwide =
outbound=20
telemarketing program to reach those =
attorneys who=20
are particularly interested in referring =
business=20
to and getting business from CLTCs. As =
soon as the=20
list of interested attorneys is compiled, =
we=92ll=20
communicate those names to you so that you =
may=20
follow-up personally and begin to build =
worthwhile=20
new relationships with elder law attorneys =
in your=20
area. </FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>CLTC has been at work on building =
other=20
professional partnerships that can be a =
source of=20
new referral business for you. We=92re =
zeroing in on=20
those that can enhance your =
professionalism and=20
bring new clients your way. Look for more =
details=20
in the coming months. </FONT></P>
<P align=3Dcenter><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
size=3D1><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#top"=20
target=3D_blank>Top of Page</A></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><B><A name=3D9></A><FONT =
size=3D4>12 New=20
Instructors Added</FONT></B></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>In June, we added 12 new trainers =
to our=20
team to provide graduates and prospective =
grads=20
with more educational opportunities. These =
trainers will teach or assist in teaching =
the CLTC=20
Master Class, helping us to offer many =
more=20
seminars throughout the year. All are =
experienced=20
LTC producers with prior training =
experience. Each=20
has earned his CLTC designation and has =
proven=20
mastery of the course material through =
outstanding=20
sales practices and classroom skills. In =
addition,=20
each has completed an intensive, 3-day =
training=20
conference for instructors. </FONT><FONT=20
face=3D"Arial, Helvetica, =
sans-serif"></FONT></P>
<P align=3Dcenter><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
size=3D1><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#top"=20
target=3D_blank>Top of Page</A></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><B><A name=3D10></A><FONT =
size=3D4>Master Class=20
to Precede LTCi Producers=20
Summit</FONT></B></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>An additional Master Class, =
taught by=20
Harley Gordon, JD will be held in New =
Orleans on=20
Saturday and Sunday, November 15-16, just =
prior to=20
the LTCi Producers Summit. We held a =
similar class=20
before the last Summit that was extremely =
well=20
attended and we look forward to a packed =
room in=20
November. Once again, we welcome grads to=20
participate. You may take the updated =
class for a=20
nominal fee of only $100. For your =
convenience,=20
the Master Class will be held at the Astor =
Crowne=20
Plaza - the same hotel where the LTCi =
Summit will=20
take place. To register for the Master =
Class, go=20
online to <A=20
=
href=3D"http://www.ltc-cltc.com/php/masterclass/viewclasses.php"=20
=
target=3D_blank>www.ltc-cltc.com/php/masterclass/viewclasses.php</A>=20
or phone in your registration to =
1-877-771-CLTC.=20
</FONT></P>
<P align=3Dcenter><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
size=3D1><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#top"=20
target=3D_blank>Top of Page</A></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><B><A name=3D11></A><FONT =
size=3D4>Partnership=20
Announced with Bryant & Stratton=20
College</FONT></B></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>To increase the distribution of =
our=20
classes, we have recently joined forces =
with=20
Bryant & Stratton College, a system of =
private=20
career colleges that provide =
results-driven=20
continuing education for financial =
services=20
professionals. The College=92s =
Professional Skills=20
Centers will offer the CLTC Master Class =
in its=20
eight geographic markets: Albany, Buffalo, =
Syracuse and Rochester, New York; =
Cleveland, Ohio;=20
Virginia Beach and Richmond, Virginia; and =
Milwaukee, Wisconsin. The program will be =
taught=20
by certified instructors who are =
affiliated with=20
the College. </FONT></P>
<P align=3Dcenter><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
size=3D1><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#top"=20
target=3D_blank>Top of Page</A></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><B><A name=3D12></A><FONT =
size=3D4>New Online=20
Tool Lets You Reach=20
Colleagues</FONT></B></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>In September, look for our new =
online tool=20
- Ask the Experts. <BR>This new section =
which will=20
replace the current Member Forum on the =
grad site=20
will allow you to write in your sales or =
product=20
questions and get suggested answers from =
some of=20
your most respected peers. It=92s a great =
new=20
e-opportunity for peer-to-peer contact, =
designed=20
to enhance the exchange of information and =
ideas=20
among grads. </FONT></P>
<P align=3Dcenter><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
size=3D1><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#top"=20
target=3D_blank>Top of Page</A></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><B><A name=3D13></A><FONT =
size=3D4>Master Class=20
Course Outline Powerpoint Now on CLTC Web=20
Site</FONT></B></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>In response to your requests, we =
recently=20
put the complete CLTC Master Class Course =
Outline=20
PowerPoint on the grad section of our =
website.=20
Feel free to use it as a refresher or to =
interest=20
producers you=92re mentoring in attending =
the class.=20
You=92ll find it at <A=20
=
href=3D"http://www.ltc-cltc.com/graduates/ppt/Course.ppt"=20
=
target=3D_blank>www.ltc-cltc.com/graduates/ppt/Course.ppt</A>=20
<FONT color=3D#666666 size=3D1>(you will =
be asked to=20
login to the CLTC site if you aren't=20
already)</FONT>. </FONT></P>
<P align=3Dcenter><FONT=20
face=3D"Arial, Helvetica, sans-serif" =
size=3D1><A=20
=
href=3D"http://www.ltc-cltc.com/cltcnews/2003-08-01.html#top"=20
target=3D_blank>Top of Page</A></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2><B><A name=3D14></A><FONT =
size=3D4>New=20
Ghostwritten Articles Enhance Your PR=20
Efforts</FONT></B></FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>Having your name in print adds to =
your=20
awareness and prestige, so CLTC is making=20
ghostwritten articles on different LTC =
topics=20
available for you to use with local =
newspapers and=20
publications. Three are available =
immediately and=20
more will be added in the future. =
</FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>Designed for use with editors of =
local=20
newspapers and newsletters, these fully =
written=20
articles require only your name and =
contact=20
information. </FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>Please note: The articles have =
not been=20
reviewed by corporate compliance =
departments. If=20
your carrier affiliation(s) require =
compliance=20
approval, please follow your usual =
procedures for=20
submission prior to first use. </FONT></P>
<P><FONT face=3D"Arial, Helvetica, =
sans-serif"=20
size=3D2>To read and download the =
articles, go to <A=20
=
href=3D"http://www.ltc-cltc.com/graduates/resources.html"=20
=
target=3D_blank>www.ltc-cltc.com/graduates/resources.html</A>=20
<FONT color=3D#666666 size=3D1>(you will =
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