LTC Bullet:  Covering the First Virtual LTCI Conference from Overseas

Friday, May 23, 2014

Toulouse, France—

LTC Comment:  Minor glitches aside, it was great fun to monitor the 2014 LTC Solutions Summit from afar.

*** CLTCR Premium Membership:  Center for Long-Term Care Reform premium members receive our full suite of individual membership benefits including:  our LTC Bullets and E-Alerts; access to our Members-Only Zone website and Almanac of Long-Term Care; subscription to our Clipping Service; and email/phone access to Steve Moses for 24-hour turnaround queries.  Our Premium Membership is designed to give you a competitive advantage in your long-term care profession. Your increased knowledge of the critical issues and challenges we face in the field of long-term care service delivery and financing equals improved professional success for you and better LTC services for your clients and for those who have no choice but to rely on scarce public resources.  Premium Membership is $250 per year, paid up front or monthly by automatically recurring credit card payments.  Contact Damon at 206-283-7036 / to start your Premium Membership immediately or go directly to our secure online subscription page and sign up for as little as $21 per month. ***


LTC Comment:  When Jesse Slome and the
American Association for Long-Term Care Insurance set the date and place for their 2014 LTC Solutions Summit in Kansas City, I had already booked a conflicting vacation in Europe.  Bummer!

Then came the news that I could watch the keynote address, the CEO Forum, and several of the best presentations on three successive days by logging in online.  Terrific, I thought, I don’t have to miss my first LTCI Summit conference after all.

And it worked . . . mostly.  In Europe to visit my soon-to-be niece-in-law, who is studying economics in Toulouse, France, Molly and I were on a side trip to the high Pyrenees on May 18 when the opening session took place.

Ensconced in a cozy AirBnB apartment ($35/night) with all the conveniences including excellent Wi-Fi, I followed the link repeatedly provided by AALTCI to the event.  At first, the image and sound flickered in and out.  The program was “on air,” then “off air.”  But after a while, it persisted nearly full time.

Jesse Slome opened the session with a welcome and some encouraging words about a less-than-exuberant LTCI market.  Damon tells me Jesse actually announced that I was tuning in from France.  But I must have been “off air” when that particular tidbit was shared.

Harley Gordon’s Keynote

I captured nearly all of Harley Gordon’s excellent presentation.  I’ve come to think that Harley has nailed the secret to selling LTC insurance . . . at least as long as the public-policy-induced obstacles to the market remain in place.  Eliminate those obstacles and the traditional sales approach might work better.

In the meantime, Harley and his Certified in Long-Term Care (CLTC) training and certification assess the key to selling LTCI as ignoring risk and statistics while focusing on consequences for loved ones.

People who’ve already been through an extended care experience sell themselves on LTCI.  They fall in your lap, but there just aren’t enough of them.  (CLTC prefers the term “extended care” over long-term care, which connotes getting old and going to a nursing home.) 

It’s the people who haven’t experienced extended care who don’t understand it, don’t think it will ever happen to them, and absolutely don’t want to speak with you about it.  They are the folks you have to reach. 

Harley spoke for an hour with humor, wit and a little good-natured effrontery on just how to talk to such people. 

Women naturally get the idea of nurturing and caregiving, so it’s mostly guys who shut down at the mention of aging and care needs.  You reach those guys by appealing to their sense of responsibility for the people they love and are committed to protecting.

“Tom,” Harley said (in paraphrase) to a potential prospect, “it will never happen to you.”  He said that over and over again.  In other words, never mind the risk and statistics.  “But if it did happen, what would that mean to the people you’re committed to protect?  You raise your children to leave home, not to come back and take care of you.”

Counter-intuitive?  For sure.  But “it works!”  And evidently it does work, because thousands of CLTCs all across the United States testify to the fact by keeping the wounded LTCI market alive until better economic and public policy conditions heal it.

Congratulations, Harley, on a fine keynote, but more especially for what you and your Corporation for Long-Term Care colleagues and graduates have achieved.

More on the Online Conference

By the time Harley finished, it was getting kind of late, seven time zones later than Kansas City to be precise.  The Armagnac I’d imbibed was taking its toll.  So, while I’m sure Scott Olson’s presentation was terrific, I called it an evening at that point.  Apologies also to my old friend and former colleague Kent Wise who spoke after Scott.  He’s a dynamo and it would be great to see what he’s become since I knew him years ago as the boy wonder of long-term care.

I had every good intention to monitor Sam Morgante’s presentation on public policy and the CEO Forum on May 19th, but as circumstances would have it, I was not able to be where I could capture a good Wi-Fi signal at the right time.  We’ll just have to leave coverage of those parts of the program to Damon who was on site in person. 

The May 20 Online Program

As I write this I’m in a McDonald’s restaurant (free Wi-Fi) in Toulouse sipping a café au lait and waiting for the next live stream to begin.  Here’s the billing:

Top Tips From The Trenches - The Best Sales and Prospecting Ideas Shared By Conference Attendees
The New Opening Conversation: Five Questions To Ask Every Prospect - Larry Moore
Selling Combo LTC - A Whole New Approach To Benefit Clients and Close Sales - Shawn Britt

If the reception is adequate, I’ll be watching and listening with interest.  Whether I get the program online or not, however, I will definitely buy full conference coverage offered by Virtual Insurance Conferences & Expos for $29.  Such a deal!


All right!  I’m on.  Music is playing.  Slides with facts and statistics are running.  Sponsors’ banners are scrolling.  Congratulations to those sponsors for making this experience possible.

Jesse Slome opens the May 20 program:  “Live from Kansas City, welcome to the 2014 National Long-Term Care Sales Summit.”  This is the first national insurance conference ever streamed live for free.  People have signed in from Russia, the Ukraine and 10 other countries.  “If Steve Moses is watching in France, Bon Jour, Steve.”  Right back at you Jesse.  I’d drop you a note, but the chat screen isn’t working for me tonight.

Session 1:  Today’s program began with Jesse presenting on how to use LinkedIn as your personal LTCI sales storefront.  If you missed it, this presentation alone warrants getting the $29 version of the full conference.

Session 2:  “The New Opening Conversation” by Larry Moore.  Five key questions. 
Have you ever had an experience with long-term care?
Based on your experience, how does this impact your thinking about LTC?
If you personally experience a long-term care event tomorrow, which assets would you liquefy first?
What planning solutions can you think of that can help you manage this risk?
What would you prefer?  A traditional plan or one that combines death benefit and a long-term care solution in one package?

Brief break for a message from Transamerica and Mutual of Omaha, the conference’s platinum sponsors. 

Session 3:  Keynote presentation by Shawn Britt from Nationwide.  She provides advice for financial advisors on how to help people plan for long-term care by using popular hybrid products.  If you missed this program in person or online, read Shawn’s guest LTC Bullet from last September:  “LTC Bullet:  Guest Column on Linked Products.”

Alas, at this point my laptop’s battery is giving out.  McDonald’s gave me free Wi-Fi, but no electrical connection.

One last time, thank you Jesse, Mindy, AALTCI and all you wonderful sponsors and attendees who made this such a fine program—in person and online—and who make this such a proud profession with which to be associated.