OUR COURSES

Hagelman Barrie Sales Training Solutions is dedicated to providing in-depth content with a clearly defined sales focus.
Training and education have always been the key to greater sales success. Knowledge of the issues and a comprehensive understanding of the philosophy and nature of the sale remains the most direct route to increased sales.

Our growing library of Long Term Care Insurance sales courses represents the most successful components of our combined experience in both the individual and corporate market. We remain committed to continue to enhance our inventory of Long Term Care Insurance selling modules to build sales confidence and increase income.

The approximately 1-hour courses are available through the internet 24/7 and on CDs. Order Now.
Reservations are now being taken for live classroom training.

At the end of each course is a short test. When you have successfully completed the test, you will be issued a Certificate of Completion.

COURSE 1 - Markets and Needs (33 minutes)

• Understanding the financial and structural parameters of LTC
• Appreciating the need and its relationships to successful selling
• The inevitability of the transaction
• Focusing on the real issues that drive the sale
• Identifying markets
• Understanding consumer research and buyer motivation

COURSE 2 - Best Sales Practices: Preparing For The Client Presentation (45 minutes)

• Power phrases that will get your client's attention and separate you from the competition
• Sales Tips - Learn proven selling techniques unique to the LTC market.
• Using questions effectively during the sales process
• Preparing for the appointment
• Prequalifying so you can decrease your decline rate
• This course is the introduction to Course 3 - The Client Presentation

COURSE 3 - The Client Presentation (75 minutes)
Includes a flip chart for use with prospects and a word-for-word script.

• A proven presentation for working face-to-face with clients.
• Customized individual sales presentation
• Using buying questions to design the appropriate plan
• Successful ingredients of a well planned client presentation
• What to take on the appointment
• The delivery process

COURSE 4 - Making The Sale: Successful Closing Techniques and Overcoming Sales Objections (31 minutes)

• How to close the sale
• Hard sell versus soft sell
• Margie's three favorite closes
• More closes that work
• Understanding unspoken objections
• Frequent objections and how to handle them

COURSE 5 - Successful Field Underwriting and Preventing Declines (34 minutes)

• Understanding underwriting philosophies
• Acceptable vs. unacceptable risk
• Tips to prevent declines
• Probing questions to ask for frequent medical problems
• Tips for completing the application
• What to do when delivering the policy

COURSE 6 - Executive Carve-out, Multi-Life Scenarios and Advanced Sales (41 minutes)

• Understanding HIPAA -- "the well from which all blessings flow"
• How to say the "Magic Words" for successful Executive Carve Out Sales
• Understanding Employer/Employee buying decisions
• Small group sales and what makes them work
• Advanced Sales concepts and sales strategies
• Be prepared to combat the self-insurance risk

COURSE 7 - Understanding Group and Multi-life Sales

• Explain in detail the structural components of the group long term care insurance market
• Explain the plan provisions of group sales and the differences between true group and multi-life sales
• Explain various underwriting strategies
• How to prepare for a successful sales and enrollment campaign
• How to establish a marketing strategy and sales plan of attack
• Education and environment issues

Part II. Making the Sale

• How to complete a Group LTCi case
• Evaluate current worksite research and the importance of care giving
• Understanding employer motivation
• Explain risk vs. benefit in Group LTCi sales
• Explain all four worksite sales: executive carve out, core benefit, voluntary and corollary

RECOMMENDED MODULES

Courses are packaged in groups of three to facilitate a more comprehensive learning experience. Provided below are our guidelines for recommended Modules. It is also possible to customize the Modules based on your personal selection choices. You can save dollars by purchasing the courses in packages of three.

LTC OVERVIEW

• Course 1 - Market & Needs
• Course 5 - Underwriting & Preventing Declines
• Course 6 - Executive Carve-out, Multi-life Scenarios & Advanced Sales

SALES - THE CLIENT PRESENTATION & MORE

• Course 2 - Best Sales Practices: Preparing for the Client Presentation
• Course 3 - The Client Presentation
• Course 4 - Making the Sale: Successful Closing Techniques & Overcoming Sales Objections