[LTC-Sales-Discussions] Fw: CLTC Newsletter (text version)

[Doug Burg]

=======
Doug Burg: By His Grace, For His Glory


----- Original Message -----
From: "Corporation for Long-Term Care" <grads@ltc-cltc.com>
To: "Ltc-cltc.com" <ltc-cltc.com@lyris.bestnet.net>
Sent: Friday, October 03, 2003 3:17 PM
Subject: CLTC Newsletter (text version)


> For graduates who cannot view our e-mails properly because their program
> does not support HTML we are sending you this text-only version of the
CLTC
> newsletter.
>
> CLTC NEWSLETTER
> The Corporation for Long-Term Care Certification, Inc.
> Committed to Training Excellence in the Long-Term Care Profession
>
> OCTOBER 2003 - 20th Edition
> http://www.ltc-cltc.com
>
> You may view this newsletter in HTML format at
> http://www.ltc-cltc.com/graduates/communiques/communique.html.
>
> View our Archives at
> http://www.ltc-cltc.com/graduates/communiques/archive.html.
>
> ********************************************************************
>
> WHAT'S HAPPENING IN LTC
> IN THIS ISSUE:
>
> Sales Ideas:
> *    Tip of the Month: "Are you investing your time with un-qualified
>       prospects?"
>
> Grad Benefit Spotlight:
> *    CLTC Annual Course Update Version 5
>
> CLTC Sitewatch:
> *    NEW & ONLINE
>
> Articles of Interest:
> *    Freeing Up Cash to Cover LTCi
> *    Pinpointing the Right Nursing Home
> *    New AARP LTC product Targets Boomers
> *    An LTC Advocate in the Governor's Office
> *    Average Nursing Home Cost Rises
> *    On the Horizon: Drugs to Improve Seniors' Memories
> *    To Age Well, Choose Your Parents Wisely
>
> Updates from the Corporation for LTC Certification:
> *    Master Class to Precede LTCi Producers Summit
> *    Grads speak out on CLTC Survey . . .
>
> ********************************************************************
>
> UPCOMING EVENTS...
>
> OCTOBER
>
> SFSP Financial Service Forum
> http://www.societyforum.com/
> 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.
>
>
> NOVEMBER
>
> FPA Annual Success Forum
> http://www.fpanet.org/
> 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
> http://www.ltcsales.com/summit.html
> November 16-18
> New Orleans, LA
> 888-599-5997
> This conference, sponsored by LTCI Sales Strategies magazine, offers three
> days of presentations and workshops specifically on long-term care
insurance
> claims, underwriting, pricing and of course, 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.
> Register early - before October 15 - and your cost is $395. Then deduct
> another $50 just for being a CLTC. You can register by calling
888-599-5997.
> Be sure to mention your CLTC designation to get your discount. Online
> registration is available at http://www.ltcsales.com/summit.html. Write
> "CLTC" in the "code" box on the registration form, then apply your
discount.
> 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.
>
> ********************************************************************
>
> SALES IDEAS
> Have a marketing strategy that works (or didn't) that you'd like to share?
> Just E-mail Us at info@ltc-cltc.com and we'll publish it right here.
>
> TIP OF THE MONTH: "ARE YOU INVESTING YOUR TIME WITH UN-QUALIFIED
> PROSPECTS?"
>
> October's sales idea is "Are you investing your time with un-qualified
> prospects?" contributed by LTC Websites. The authors believe that many
> producers waste valuable time by not pre-qualifying clients. They
recommend
> pre-qualifying be done over the phone before the first visit and
> re-qualifying be done during the visit. Suggested qualifying questions are
> listed to help you gain the information you need,
> when you need it.
>
> To read this idea in its entirety, go to the grad section of
> http://www.ltc-cltc.com/graduates/sales/sales.html and click on This
Month's
> Sales Tip. (you will be asked to login to the CLTC site if you aren't
> already)
>
> ********************************************************************
>
> GRAD BENEFIT SPOTLIGHT
>
> CLTC ANNUAL COURSE UPDATE VERSION 5
>
> Welcome to our new Grad Benefit Spotlight where each month we will focus
on
> one of the graduate benefits to make sure that you have all of the
> information you need to take advantage of it. This month we are announcing
> that Version 5 of the Annual Updated CLTC Course
> (http://www.ltc-cltc.com/graduates/update/index.html - you will be asked
to
> login to the CLTC site if you aren't already) is ready for download. Go to
> the graduate home page and click on the CLTC Course icon. You'll be taken
to
> the course Download Page where you will find both the Complete Course,
> Course Updates Pages and a Summary of the updates. You can download or
print
> these with easy to follow instructions. And this year we've added a new
> option. For those who find it inconvenient to download or print over 400
> pages the course is now available for purchase online from the CLTC Shop
for
> $25.00 (shipping included). So whichever way you decide to obtain Versions
5
> don't miss out on the opportunity to get the latest industry updates.
> Version 5 includes the following:
>
> *    Updated numbers for Medicare, Medicaid, Tax qualified long-term care
>       insurance, self funding and veterans
> *    Text revisions and additions, the income first rule and care
providers
> *    Printed PowerPoint presentations: 'Power Phrases' and 'Tax Qualified'
>
> ********************************************************************
>
> CLTC SITEWATCH
>
> NEW & ONLINE
>
> Here's what you've been asking for - a consumer seminar that's true to the
> CLTC program. The Consumer Seminar PowerPoint presentation is online now
and
> ready for your next event. Use it as is or modify it to meet your needs.
> You'll find it at: http://www.ltc-cltc.com/graduates (you will be asked to
> login to the CLTC site if you aren't already).
>
> Turn to Ask the Experts at http://www.ltc-cltc.com/graduates/asktheexperts
> (you will be asked to login to the CLTC site if you aren't already) when
you
> need answers to questions regarding Medicaid, overcoming objections,
> networking, group sales, tax benefits, lead generation or other industry
> topics. With this new resource, you'll get fast, accurate online responses
> from CLTC's handpicked team of experts.
>
> ********************************************************************
>
> ARTICLES OF INTEREST
>
> FREEING UP CASH TO COVER LTCI
>
> One source of assets for many senior clients is a Life Settlement, where
the
> clients can receive a lump sum that can fund an annuity or endowment that
in
> turn will provide funds for LTCi. It's reported that most life settlement
> transactions, on average, net the client 2-4 times the cash value inside
the
> policy.
>
> Read more about the possible benefits as well as the process of having
your
> clients' policies valuated by turning to "LTCI and Senior Settlements"
> You'll find it on LTC Connection at http://www.ltcconnection.com.
>
>
> PINPOINTING THE RIGHT NURSING HOME
>
> Business Week Online took a compelling look at nursing home quality in
their
> August 14, 2003 article, "How to Find the Right Nursing Home"
>
(http://www.businessweek.com/bwdaily/dnflash/aug2003/nf20030814_2024_db026.h
> tm). Particularly useful for clients is the article's discussion of good
> information sources for identifying the "right" facility and suggestions
for
> separating the good from the bad. While the authors report high priced,
> private pay nursing homes don't necessarily deliver quality care, they do
> reinforce the importance of private long-term care insurance for covering
> LTC costs.
> (Note: You may need to register with Business Week Online to access this
> article.)
>
>
> NEW AARP LTC PRODUCT TARGETS BOOMERS
>
> There's a new competitor in the LTC marketplace. In early September, AARP
> introduced their latest LTC product to members in 31 states. Called
> MyChoice, the product employs what AARP describes as a "cash and
counseling"
> approach that focuses on flexibility, simplicity and control for people in
> their 50's and early 60's. Read more about the product features and
> philosophy at: http://www.insurancenewsnet.com or at
> http://www.ltcconnection.com.
>
>
> AN LTC ADVOCATE IN THE GOVERNOR'S OFFICE
>
> Every incoming leader of the National Governor's Association Chairman must
> select an initiative to focus on. The pick of this year's NGA chairman,
> Idaho Governor Dick Kempthorne, is long-term care. Governor Kempthorne,
who
> has had personal experience with LTC issues, says he will call two
national
> forums and other regional workshops to focus on medication, technology,
> finances and government policy that can improve long-term care. Read more
by
> locating the article entitled "Governor will focus on long-term care" on
the
> CNN site at http://www.cnn.com
>
> The HIAA has applauded the initiative and has asked for NGA's support in
> passing state and federal tax incentives to encourage the purchase of LTC
> insurance and stressing the need for solutions to LTC financing problems
> through the private sector. HIAA's comments can be read in "Governors
> Association Lauded for Long-Term Care Focus" at the LTC Connection website
> at http://www.ltcconnection.com.
>
>
> AVERAGE NURSING HOME COST RISES
>
> The average annual cost of nursing home care is now $57,000 - a 7%
increase
> from 1991, reports a 2003 GE Financial sponsored survey. The most
expensive
> care is found in Alaska, the least expensive in Louisiana. Read the report
> summary in "Nursing Home Costs Average $57,700/Yr - Survey"
>
(http://www.elderlawanswers.com/news/xcnewsplus.asp?cmd=view&articleid=350).
>
>
> ON THE HORIZON: DRUGS TO IMPROVE SENIORS' MEMORIES
>
> At least 60 pharmaceutical and biotech companies are working on pills
> designed to improve memory in the elderly and protect against Alzheimer's
> disease. Approximately 40 are in human trials and the first of these could
> be on the market within the next few years. Read what's on the horizon to
> treat the memory impairment that often accompanies longevity in "I Can't
> Remember"
>
(http://www.businessweek.com:/print/magazine/content/03_35/b3847001_mz001.ht
> m?tc) in Business Week Online.
> (Note: You may need to register with Business Week Online to access this
> article.)
>
>
> TO AGE WELL, CHOOSE YOUR PARENTS WISELY
>
> A recent study presented to the American Heart Association by physicians
at
> the Boston University School of Medicine shows that children of
centenarians
> have a health advantage, particularly when it comes to cardiovascular
> disease and its related risks. Further study may lead to the conclusion
that
> genes are responsible for cardiovascular risk factors and that the ability
> to age well is related to cardiovascular health. For the complete story,
> turn to "Study: Aging well runs in families"
> (http://www.cnn.com/2002/HEALTH/11/18/health.centenarians/index.html) on
the
> CNN site.
>
> ********************************************************************
>
> UPDATES FROM THE CORPORATION FOR LTC CERTIFICATION
>
> 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 2002 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:
> http://www.ltc-cltc.com/php/masterclass/viewclasses.php.
>
>
> GRADS SPEAK OUT ON CLTC SURVEY . . .
>
> We asked you what you thought and 12% of you told us! In September CLTC
sent
> out its first Graduate Survey to find out what's on the minds of
graduates.
> Your suggestions and ideas were impressive and we have already started
> making plans and changes. We promised you an alert with a detail report
and
> that will follow, but for now here are some of the highlights.
>
> A resounding 98% of you want to attend a CLTC conference held in Las
Vegas,
> Hilton Head, or San Diego, preferably in the spring, fall, or winter. The
> topics you want to focus on are sales, marketing, and Medicare/Medicaid
> updates. Stay tuned to find out which speakers you chose . . .
> When asked how you value being a CLTC, 96% of you said it "increased your
> professionalism", 93.4% said it "develops confidence and competence" and
> 98.7% of you indicated that it "increased your knowledge". Almost 74% of
you
> found that it had "increased your sales production" and 91% felt that it
had
> "helped you gain insight into issues that you did not know were
important".
>
> Weekly E-Alerts, the CLTC monthly newsletter, and the Annual Course
updates
> led the percentages in your graduate benefits with 77%, 79%, and 54%
> respectively. We'll report on the rest of the benefits when we finalize
the
> results in the E-alert.
>
> You told us one thing about the graduate benefits that we didn't realize -
> many of you don't know what they are! So, in this issue we've already
> started to correct that by creating a new section in the CLTC newsletter
> called -Grad Benefit Spotlight. Each month we'll select one benefit and
make
> sure that you know what it is, where to find it and how to use it. Be sure
> to check out this month's benefit.
>
> Thanks again to everyone who participated in the survey for making CLTC
even
> stronger!
>
>
>
> ---
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