Get into the business of selling LTCI to businesses

I am often asked about how best to get into companies to sell long-term care to the owners, executives and partners, and my response is often to get the inquiring minds to look in the mirror.

That’s right – some self-reflection. The reason for it is that we all have what is commonly referred to as “inventory.” Our inventory can be of the “retail” subset – where we ourselves know the people in power in companies (or that make benefits-related decisions), because of the circles we travel in, or maybe because we have a personal or business relationship with them on some level. Or, it can be of the “wholesale” subset – where someone else knows the people in power and can possibly make a favorable introduction on your behalf.