The-Shift-Shapers-Podcast-(Rough-Comp-2)

On this episode of ShiftShapers, Tobe Gerard shares valuable insight into how she built a successful agency specializing in long-term care insurance. She had 20 years of experience in the insurance industry before starting her firm, and for the past 15 years, she’s built a highly efficient, effective and successful agency using a unique strategy.

Rather than finding prospects directly – as is the case with most practices – Tobe took a different route. Instead, she cultivates relationships with other professionals, including financial planners, life insurance brokers, accountants, and others. Her network continually refers clients to Tobe as a subject matter expert in long-term care insurance. Once the prospects began flowing, she developed a multi-part strategy to convert prospects into clients.

Join us to find out how Tobe was able to shape her successful referral-based, long-term care specialty practice and how it is doing in today’s environment. Learn which tools and techniques are most effective for working with long-term care clients and prospects, and why the current trend of using riders on life plans may not always be the best solution for your clients.

 

What You’ll Learn From this Episode:

  • How Tobe was initially introduced to the insurance industry.
  • How she was able to build a referral-only practice.
  • How Tobe creates new sources of referrals for her agency.
  • Tools and techniques for working with long-term clients.
  • What “Invisible Coverages” are.

Featured on the Show:

 

Listen to the Full Interview:

This Episode is Sponsored by:

Enjoy The Show?

Subscribe-with-iTunes-smallSubscribe-with-Stitcher-small

Our guest believes there is an “old way” and a “new way” to create opportunities and help clients with LTC. Which is the best way? Listen in.

Jesse Slome is Executive Director at the American Association for Long Term Care Insurance. We asked him whether LTC was dead or alive and his answer may surprise listeners. We explore what happened to the first wave of LTC carriers and talk a bit about the recent divestiture and acquisition some major carriers have made.

Are so-called combination products, which provide both life and LTC insurance the wave of the future or are pure-play LTC products still available and appropriate for clients? Jesse talks about how to position these new plans and how to deal with underwriting. Finally, we discuss different practice models to see which might be the best fit.

What You’ll Learn From this Episode:

  • If LTC is dead, alive or just misunderstood.
  • What happened with the first wave of carriers and products.
  • What the recent wave of LTC book sales means for advisors.
  • Why combo-products may be the wave of the present and the future.
  • What opportunities there are to move forward and improve in this area.

Featured on the Show:

Listen to the Full Interview:

This Episode is Sponsored by:

Enjoy The Show?

Subscribe-with-iTunes-smallSubscribe-with-Stitcher-smalliHeartRadio-small

ShiftShapersCoverArt

On this episode of ShiftShapers, Jessica Waltman joins us for her quarterly visit. She’s an expert on all things legislative and a Principal at Forward Health Consulting. If the twists and turns on Capitol Hill have you scratching your head, Jessica will help you make sense of recent events.

The Republican led Congress and President Trump decided to pull legislation designed to reform the Affordable Care Act. Contrary to common media messages, this bill would not have repealed the ACA. As a reconciliation bill, it was inherently limited. No one really liked the bill and attempts at compromise continued to anger opposing factions in the House. Ultimately the bill was pulled. Elected leaders on both sides of Pennsylvania Avenue are now making efforts to revisit health care reform. The American public will have to stay tuned.

In this first of a two-part series, Jessica explains just why the reform attempt failed. She’ll shed light on what we can expect as lawmakers return to the drawing board. Should President Trump proceed as cautioned and just let the ACA implode? Jessica walks us through that approach and explains the regulatory steps that can be implemented now to make the ACA more responsive to market realities.

 

What You’ll Learn From this Episode:

  • What exactly happened with the Republican’s health care bill.
  • Whether or not the effort was doomed to fail from the beginning.
  • Regulatory reforms that can be made without legislative involvement.
  • Whether the PPACA is actually imploding.

Featured on the Show:

 

Listen to the Full Interview:

This Episode is Sponsored by:

Enjoy The Show?

Subscribe-with-iTunes-smallSubscribe-with-Stitcher-small

ShiftShapersCoverArt

On this episode of ShiftShapers, Tobe Gerard shares valuable insight into how she built a successful agency specializing in long-term care insurance. She had 20 years of experience in the insurance industry before starting her firm, and for the past 15 years, she’s built a highly efficient, effective and successful agency using a unique strategy.

Rather than finding prospects directly – as is the case with most practices – Tobe took a different route. Instead, she cultivates relationships with other professionals, including financial planners, life insurance brokers, accountants, and others. Her network continually refers clients to Tobe as a subject matter expert in long-term care insurance. Once the prospects began flowing, she developed a multi-part strategy to convert prospects into clients.

Join us to find out how Tobe was able to shape her successful referral-based, long-term care specialty practice and how it is doing in today’s environment. Learn which tools and techniques are most effective for working with long-term care clients and prospects, and why the current trend of using riders on life plans may not always be the best solution for your clients.

 

What You’ll Learn From this Episode:

  • How Tobe was initially introduced to the insurance industry.
  • How she was able to build a referral-only practice.
  • How Tobe creates new sources of referrals for her agency.
  • Tools and techniques for working with long term clients.
  • What “Invisible Coverages” are.

Featured on the Show:

 

Listen to the Full Interview:

This Episode is Sponsored by:

Enjoy The Show?

Subscribe-with-iTunes-smallSubscribe-with-Stitcher-small

ShiftShapersCoverArtAfter a market contraction due to a low interest rate environment and its effects on reserves as well as challenges understanding the pricing on a relatively new product, Long Term Care is poised for a comeback.

On this first of a two-part series on the ShiftShapers Podcast, we’ll investigate a resurging need for long-term care insurance. There is a 75% chance that those who reach the age of 65 will need long-term care at some point in their lives. Our guest, Bill Dyess, is President of Dyess Insurance Services. He is one of the country’s foremost experts on long-term care.

Getting hurt or becoming sick and needing long-term care as a result of a chronic condition can happen at any age. While long-term care is primarily associated with the needs of an aging population, though anyone at any age can face this challenge. Bill will help explain the differences and the need for disability vs. long-term insurance.

In the 1980s and 1990s, there was an explosion of long-term care products. As the costs associated with long-term care exploded, the availability of products disappeared. The population is aging and surviving previously fatal diseases at a higher rate which makes an interest in long-term care insurance a new opportunity. There is a resurgence in the number of carriers in the marketplace and today we discuss what this means for advisors.

What You’ll Learn From this Episode:

  • A history of the long-term care product and why there is a resurgence of product offerings in the marketplace.
  • Typical costs associated with various categories of long-term care assistance.
  • Strategies for minimizing the costs of premiums and what effect that has on out of pocket expenses.

Featured on the Show:

Listen to the Full Interview:

This Episode is Sponsored by:

Enjoy The Show?

Subscribe-with-iTunes-smallSubscribe-with-Stitcher-small

ShiftShapersCoverArt

On this episode of ShiftShapers podcast, we’re very excited to welcome Tobe Gerard, the owner of Tobe Gerard Insurance. After 20 years in the industry she started her own agency, deciding to specialize exclusively in long-term care insurance. For the past 15 years she has been doing just that, but with a few unique practice parameters that have made the agency highly efficient, effective and successful.

Rather than finding prospects directly – as is the case with most practices – Tobe took a different route; cultivating relationships with other professional (such as financial planners, life insurance brokers, accountants and others) who are happy to refer their clients to a subject matter expert. Once the prospects began flowing, she developed a multi-part strategy to avoid being a “quote machine” with a file cabinet full of china eggs.

Join us to find out how Tobe was able to shape her successful referral-based long term care specialty practice and how it is doing in today’s environment. Learn about what tools and techniques are most effective in working with long term care clients and prospects and why the current trend of using riders on life plans may not always be the best solution for your clients.

What You’ll Learn From This Episode:

  • Tobe’s background.
  • The reason she chose to specialize in long-term care.
  • Why her practice is referral-only.
  • How Tobe creates new sources of referrals for her agency.
  • Tools and techniques for working with long term clients.
  • What “Invisible Coverages” are.

Featured On The Show:

Listen To The Full Interview:

Enjoy The Show?

Subscribe-with-iTunes-small Subscribe-with-Stitcher-small