By following just five steps, a producer can set the stage for successful sales. The typical sales cycle of an executive LTC program is three months or more, so patience and organization is key. The great news is that successful sales result in significant premium, typically $50,000 to $100,000 annually – and the compensation is well worth the effort.

Step One: Initial conversation and gathering of census information. The mutual interest in an executive LTC program will have to be established. As stated before, generally the tax breaks and wealth protection will incite an employer to budget for a plan. Census information of the covered class, including spouses, should be gathered. Generally, the only information needed includes names, annual compensation, home zip codes, and age.

Step Two: Obtain preliminary health data. At this point, the carriers who offer simplified underwriting can be narrowed down based on the number of eligible participants. Health surveys can be conducted, either through paper or more effectively using Web-based survey tools. Make sure that all potential applicants respond to the series of health questions, but it is important to gather the information anonymously to avoid privacy concerns.