MMC offers Insurance and Financial Advisors, for the first time, comprehensive information on how Medicare, Medicaid and the VA interact. Particular attention is paid to the complications of IRMAA, and the severe if irreversible consequence's unplanned need for care has on a client's portfolio, family, as well as the Finacial advisors business model.
Medicare Masters Certificate的外部链接
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Medicare Masters Certificate转发了
Don't miss LeClair Group's CE Live event on January 29, 2025! Gain valuable insights in 3 free, 1-hour webinars covering the Affordable Care Act, Medicare Supplement strategies, and long-term care planning. Each session provides 1 CE credit and is approved in multiple states. Register now to expand your knowledge and better support your clients! Sign-up at https://lnkd.in/gRXEifSP Rob Johnson, Harley Gordon, Jerid Bass
We are very excited to present @ LeClair Group’s CE live event.
Exciting Learning Opportunities at CE Live! Join us for our free CE Live sessions on January 29th featuring expert insights and actionable strategies to elevate your practice. Each session offers 1 CE credit and equips you with the knowledge to better serve your clients. Session 1: Affordable Care Act 101 Unlock your understanding of the Affordable Care Act with Jerid Bass. Gain a strong foundation on enrollment, subsidies, medal levels, and more. Session 2: The Future of the Medicare Supplement Professional Discover new strategies for advice-driven solutions with Harley Gordon. Shift from product selling to trusted, relationship-based approaches to Medicare Supplement solutions. Session 3: Helping Clients Prepare for Extended Care Navigate sensitive long-term care planning conversations with Rob Johnson, MBA, CLTC?, LTCP. Explore funding strategies, case studies, and ways to align LTC with retirement goals. Reserve your spot and learn more at leclairgroup.com/celive
Long-Term Care is A Consequence, Not A Risk It’s far better when talking to a potential client about the subject of long-term care (extended care) that the focus should be on the severe if not irreversible consequences the event has on those the client has made an absolute commitment to provide and protect. Some thoughts on language: ·??????Taking care of those who are chronically ill makes healthy caregivers chronically ill. ·??????An extended care event rarely brings children together it tears them apart. ·??????Paying for care requires a reallocation of cash flow which likely has been committed to retirement expenses few of which are discretionary. It is wise to remember that the goal of the conversation is not to sell a product but rather have the potential client understand the severe consequences to the family (not to his or herself) and how a plan not a product mitigates those consequences Robert Cushing, CLTC, Harley Gordon,Mark Annese, IRMAACP?#Medicare
Why Using Risk To Sell Insurance Creates Far More Problems Than It Solves For as many years that I have been in the long-term care insurance business the one constant has been to use the technique of risk to remind the client that, as they age, they are likely to need care in a nursing home. In the CLTC program I created, I demonstrated how using risk created what is known as cognitive dissonance, defined as using concepts that undermine a client’s beliefs. Individuals particularly men do not believe there is any risk in needing care as they age. Using risk to hammer home the point creates objections that include, “It won’t happen to me”, “I won’t live a long life”, “What if I never need care…no one in my family has”, “I don’t need insurance…it’s too expensive”. The better approach is to focus not on the risk to him but the severe consequences a long-term care event has on them those the client has made a lifetime commitment to protect and provide for.
Medicare Supplement Sales I was asked a question recently by an individual in the Medicare Supplement business for over 15 years. He heard that I was suggesting a “clean paper” approach to generating referrals. I shared some ideas that may be helpful to individuals in this line of work. For years the preferred way to generate business in the Medicare Supplement field was to buy leads. In talking to individuals who I know and trust I found that they were looking for any ideas that would allow them to develop a sustainable referral network. I sponsored a meeting recently at my office and working together with 5 professionals in this field came up with ideas that you may find interesting. The conversation paid deference to John Bridges who has developed a successful practice based on our 20-year-old relationship. I suggested that when working with a family, the sales professional already had a ready reference and that the individual should develop a subject that would lead to a referral to their client’s Centers of Influence. The subjects discussed at our meeting” IRMAA and the impact it has on taxation of higher income clients and the other, long-term care. John and I developed these ideas and today, almost 20 years after the idea was suggested, John reports that over 90% of his referrals are form a client’s lawyers, Financial Advisors, and CPA for example. These ideas are an integral part of the Medicare Masters Certification program I have developed in conjunction with Medicare Supplement professionals. I use the word professional because; these individuals now present themselves as not offering information about different products but advice which fits perfectly with what Centers of Influence offer…advice.
To friends and associates. I am so pleased to announce the creation and launch?of the Medicare?Masters Certification program.?Please go to?https://lnkd.in/eUsa8jkE?to learn more.