Seniors, such as your Medicare Supplement lead, have a host of
insurance needs as they age. A lot of seniors are actually financially
more comfortable than they will have you believe, having saved through
a lifetime in the days when even private corporate jobs had generous
health, retirement and pension benefits, when college tuitions were
not sky high, and raising a family with a few kids did not mean being
buried in debt.
Additionally, chances are pretty good that your Medicare Supplement
lead paid anywhere from a third to a tenth for his house, relative to
what it is worth today, depending on how early he bought it. For
example, it is not uncommon to hear stories from seniors who bought
their house for say $50,000 thirty years ago, and have seen their
property escalate to $500,000 or even over a million. And in many of
these cases, their houses were paid off many decades ago and they are
still paying property taxes based on a much lower cost basis. In other
words, these prospects continue to enjoy a much lower property tax
rate than their young neighbor who just bought a few years ago.
Medicare Supplement Plan
In building trust with your Supplement lead, you must apprise him of
the urgent need to protect the considerable assets he has built over
his lifetime. Educate him so his accumulated wealth over three or four
decades does not dissipate on needless expenses such as 20 percent
co-pays as required by Medicare. Do not try to convince your Medicare
Supplement lead, or get frustrated. Remember, many of these seniors
may be better educated than you, and they all definitely have more
real world experience. So lead your Medicare Supplement lead to
realize that Medicare has tremendous shortcomings and he really needs
a plan that takes care of things like co-pays should he become gravely
ill.
Long Term Care Insurance
After supplemental insurance is taken care of, educate your Medicare
Supplement lead on the benefits of Long Term Care Insurance. As of
2010, over fifteen million American seniors need long term care at a
cost that is close to $80,000 per year. Close to 50 percent of the
senior population suffers from debilitating diseases such as injuries
from accidents, severe arthritis, paralysis from stroke, Spinal Cord
injury, Cerebral Palsy, Alzheimer's, Multiple Sclerosis and
Parkinson's. These seniors require long term care, which is quite
expensive. You should share these facts with your Medicare Supplement
lead and ask him if he realistically would like to spend $80,000
yearly, and whether he has the resources to sustain this care for ten
to twenty years or more. If not, your Medicare Supplement lead should
seriously consider getting long term care insurance.
Wisely Choose a Leads Provider
As an agent, you should wisely choose a Medicare Supplement lead
provider who supports you with additional products such as Long Term
Care Insurance, Final Expense Insurance, and financial planning
options such as Annuities. Also choose a provider that supports you in
the field, handles the administrative load reliably, and gives you
exclusive leads in the territory of your choice.
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