​No one wants to think that at some point in their life they're going to need someone to take care of them. We all like to think we'll be healthy, strong and capable for years and years to come. At some point we have to face the fact that we're going to get old and with that may come challenges. Discussing Long-term Care insurance with your younger clients is something to consider doing now. And we have a way to open the door to this conversation without them shutting it down.​

Ask your client to think about their parents and/or grandparents and their health. Ask them if they have family members who are utilizing Long-term Care services (Home Health Aide, Nursing Home, Assisted Living Facility); it will help make an impact on their decision to consider purchasing Long-term Care insurance. ​

If they give you the argument that their parents/grandparents are healthy and longevity runs in their family, you can acknowledge that, but then you can also point out the facts below if the statistic above doesn't nudge them:

• Long-term Care insurance does NOT have frequent rate increases like other forms of insurance, which means they could buy a policy today and could potentially be paying the same rate a decade from now.
• Long-term Care insurance is most definitely cheaper the younger and healthier you are.
• Remind them that they don't have a crystal ball and cannot see what their health will be like when they're older.
• Long-term Care insurance is a safety net and will be there to help cover the costs of their care, should they need it...and the likelihood is that they will.

If you need help with Long-term Care products or just have questions, please reach out to us. And if you're new to selling Long-term Care insurance, request our Getting Started with Long-term Care guide.

By Carolyn Portanova

You're entering the world of Medicare solutions and you now have to select an FMO to work with, but how do you choose? When you Google 'Medicare FMOs' there's a long list and many are even sponsored. When it comes right down to it, FMOs are essentially the liaison between you and the insurance carriers you contract with. You have to go through an FMO in order to represent multiple carriers to your clients. If you don't, you'll have to look into becoming captive with an insurance company which will only allow you to sell their specific products. So back to your FMO research. Ultimately you need to find a partner who will be there to work with you to help you grow. Some important things to consider before placing all your contracts with one FMO are: longevity in the industry, selection of carriers and products, commission structure, education and training, marketing and sales support, quoting and enrollment tools, lead generation and finally back office support.

Below are some questions you should get answers to before placing your contracts with any FMO:

• Be sure to ask what level contract you'll get, if you're 100% vested and will your commissions be paid directly by the carrier.
• Ask about their lead generation and if the leads are free or do they actually charge for them. Most FMOs do not hand out free leads. There is typically a cost involved and it may be hidden, so ask for details.
• Ask about marketing help and strategies. Do they help you with social media, do they give assistance with websites, do they offer email campaign help? Do they work with you on branding, logo design, customized marketing pieces? A good FMO will help you grow and won't leave you to your own devices when it comes to marketing yourself.
• Be sure to ask what type of quoting tools they offer. 
• Do they offer a free CRM to manage your clients?
• Inquire about call recording if you plan to sell Prescription Drug plans and/or Medicare Advantage products.
• Be sure to ask about communication. Many FMOs will lure you in the door, but then once you're contracted, you're left out on your own. You want to be sure to partner with an organization who believes in and values relationships. The insurance industry is a relationship business and that relationship is not just between you and your clients, but between you and your FMO as well.
• Ask about their release terms should you decide to move your contracts elsewhere down the road.
• Inquire as to what states they represent and if you can write business in numerous states.
• Do they offer ways to help you learn and get certified to sell other products?
• Ask about Errors & Omissions coverage. This is insurance you should get to protect yourself in the event an application is submitted incorrectly. Many FMOs will offer you a discount on this insurance.
• What is their contracting process? Is it done online and is it easy to add contracts with multiple carriers?
• Do your own research and look at their Google reviews and testimonials. A good FMO will have agents who are happy to relay their experiences.
• Finally, ask them how they're different from all the other FMOs out there and what sets them apart.

​When you partner with an FMO that wants you to succeed, you're headed on a path for success. Do your research and be sure you get a good feeling about the organization before committing. The right FMO will fuel you with all the tools and resources you need to have a rewarding and profitable career.

By Carolyn Portanova