11

More Than 60 Ways More Than 60 Ways to Increase Your Visibilityto Increase Your VisibilityIn Less Than 60 Minutes In Less Than 60 Minutes

Betty Doll, MBA, CLTCBetty Doll, MBA, CLTCBroker, Trainer, SpeakerBroker, Trainer, Speaker

22

Make sure your name and contact Make sure your name and contact information is on every piece of paper you information is on every piece of paper you send out—brochures, policies, everything.send out—brochures, policies, everything.

33

Wear a nametag with “Your Name, Long Wear a nametag with “Your Name, Long Term Care Insurance Specialist” on it Term Care Insurance Specialist” on it everywhere you goeverywhere you go

44

Set goals for who you want to meet—then Set goals for who you want to meet—then go where they go.go where they go.

– Who is your target market?Who is your target market?

55

Be a sponsor for the Alzheimer’s or Be a sponsor for the Alzheimer’s or Parkinson’s Association Walkathon—get Parkinson’s Association Walkathon—get your name on the T-shirts that all your name on the T-shirts that all participants receive.participants receive.

66

Help with registration at the WalkathonHelp with registration at the Walkathon

77

Send a thank you note to referral sources Send a thank you note to referral sources even before you hear from the referral and even before you hear from the referral and again after—even they don’t buy from you! again after—even they don’t buy from you!

88

Offer to send a copy of Schedule of Offer to send a copy of Schedule of Benefits to the client’s CPA, Attorney, Benefits to the client’s CPA, Attorney, Financial Advisor, etc. Make sure the Financial Advisor, etc. Make sure the carrier contact info is on it and YOUR carrier contact info is on it and YOUR contact info. Send cover letter “we have a contact info. Send cover letter “we have a mutual client”.mutual client”.

99

Know the tax deductibility options and be Know the tax deductibility options and be ready to discuss it with prospects and with ready to discuss it with prospects and with Centers of InfluenceCenters of Influence

1010

Let your “personal staff” know what you doLet your “personal staff” know what you do—dry cleaners, dentist, doctor, —dry cleaners, dentist, doctor, hairdresser, etc. Give them business hairdresser, etc. Give them business cards to distribute.cards to distribute.

1111

Whenever possible, do business with Whenever possible, do business with those who do business with you.those who do business with you.

1212

Send Thanksgiving cardsSend Thanksgiving cards

1313

Send notes to prospects just to keep in Send notes to prospects just to keep in touch.touch.

1414

Send get well cards to clients when you Send get well cards to clients when you know they are sick.know they are sick.

1515

Make memorial contributions after the Make memorial contributions after the death of a client.death of a client.

1616

ALWAYS carry business cards.ALWAYS carry business cards.

1717

Have a 20 minute generic presentation Have a 20 minute generic presentation that you can offer to Rotary clubs, church that you can offer to Rotary clubs, church groups, etc even on very short notice.groups, etc even on very short notice.

1818

Have a magnetic sign on your car with Have a magnetic sign on your car with your contact information: your name, your contact information: your name, “Long Term Care Insurance Specialist”, “Long Term Care Insurance Specialist”, and your phone number.and your phone number.

1919

Say “please” and “thank you”.Say “please” and “thank you”.

2020

Have your business cards serve an Have your business cards serve an additional purpose—have a place to list additional purpose—have a place to list current meds or emergency contact info.current meds or emergency contact info.

2121

Have a compelling elevator speech.Have a compelling elevator speech.

2222

Always send handwritten thank you notesAlways send handwritten thank you notes

2323

Return all calls within the work dayReturn all calls within the work day

2424

Shut up and listen.Shut up and listen.

2525

Be quick to introduce yourself to othersBe quick to introduce yourself to others

2626

Be nice to EVERYONEBe nice to EVERYONE

2727

Target your advertising to where your ideal Target your advertising to where your ideal clients areclients are

2828

Know who your competition isKnow who your competition is

2929

Keep hours that are convenient for your Keep hours that are convenient for your customerscustomers

3030

Put your picture on everything – your Put your picture on everything – your business cards, your letterhead, etc.business cards, your letterhead, etc.

3131

Make sure the photo that you use on your Make sure the photo that you use on your materials still looks like YOU!materials still looks like YOU!

3232

Recognize your clients’ birthdays – send a Recognize your clients’ birthdays – send a card (hand signed) or make a call- make card (hand signed) or make a call- make special recognition of special birthdaysspecial recognition of special birthdays

3333

Clip notes about your clients, COI’S or Clip notes about your clients, COI’S or people you want to meet from the paper people you want to meet from the paper and send to them with a congratulatory and send to them with a congratulatory note.note.

3434

Support organizations in the community Support organizations in the community that provide services to your clientthat provide services to your client

3535

Have your spouse and friends carry a Have your spouse and friends carry a stack of your business cards, toostack of your business cards, too

3636

Be visible in your communityBe visible in your community

3737

Send a handwritten thank you note to Send a handwritten thank you note to prospects after your initial appointment—prospects after your initial appointment—whether they buy or not.whether they buy or not.

3838

NEVER badmouth the competition.NEVER badmouth the competition.

3939

Know what differentiates you from the Know what differentiates you from the competitioncompetition

4040

Have a tagline that describes what you doHave a tagline that describes what you do

4141

Send copies of anything you publish or Send copies of anything you publish or that is published about you to clients and that is published about you to clients and COI”sCOI”s

4242

Collect testimonials from clients—where Collect testimonials from clients—where will they be seen by others?will they be seen by others?

4343

Have a portable display that you can take Have a portable display that you can take to trade showsto trade shows

4444

Offer a free consultation Offer a free consultation

4545

If you have an assistant, make sure they If you have an assistant, make sure they have their own business cards that have their own business cards that indicate “Assistant to Betty Doll, CLTC”indicate “Assistant to Betty Doll, CLTC”

4646

Have a website – make it useful. Promote Have a website – make it useful. Promote it. Put the web address on your business it. Put the web address on your business card, the magnetic sign on your car, and card, the magnetic sign on your car, and your letterhead.your letterhead.

4747

Have a Facebook PageHave a Facebook Page

Follow us at Follow us at www.facebook.com/ashevillelongtermcarewww.facebook.com/ashevillelongtermcare

4848

Offer a policy review in exchange for a Offer a policy review in exchange for a donation to a local charity working with the donation to a local charity working with the elderly in your communityelderly in your community

4949

Have letters of reference and permission Have letters of reference and permission to share themto share them

5050

Host an Open HouseHost an Open House

5151

Appreciate Your ClientsAppreciate Your Clients

Host eventsHost events– ConcertConcert– Theatre nightTheatre night– Ice cream socialIce cream social– Comedy tourComedy tour

5252

Have a life. Be able to talk about things Have a life. Be able to talk about things besides your job.besides your job.

5353

Do something to recognize National Do something to recognize National Caregiver MonthCaregiver Month

5454

Get your local government to recognize Get your local government to recognize National Long Term Care Month National Long Term Care Month (November)(November)

5555

Check out the sales resources at Check out the sales resources at www.AALTCI.orgwww.AALTCI.org

5656

Get your CLTC designationGet your CLTC designation

5757

Write a letter to the editor of your local Write a letter to the editor of your local newspaper when there are issues or newspaper when there are issues or events related to long term careevents related to long term care

5858

Put your designation on your business Put your designation on your business cards, correspondence, nametag and all cards, correspondence, nametag and all other materialsother materials

5959

Offer to write a column for other’s Offer to write a column for other’s newsletters- financial advisors, newsletters- financial advisors, homeowners associations, etc. homeowners associations, etc. Ghostwritten articles are available through Ghostwritten articles are available through CLTCCLTC

6060

Send a newsletter to your COI’sSend a newsletter to your COI’s

6161

Send a newsletter to your clientsSend a newsletter to your clients

6262

Offer an educational tea or happy hour– a Offer an educational tea or happy hour– a place where people can gather to ask place where people can gather to ask questions related to LTCquestions related to LTC

6363

Send emails to reporters in response to Send emails to reporters in response to articles or letters to the editor-can position articles or letters to the editor-can position you as a source for future articlesyou as a source for future articles

6464

Do what you say you will do, when you Do what you say you will do, when you say you will.say you will.

6565

Be a self promoter-no one else is Be a self promoter-no one else is going to do it for you!going to do it for you!

Presented by Betty Doll, MBA, CLTC, CSAPresented by Betty Doll, MBA, CLTC, CSALong Term Care Insurance ServicesLong Term Care Insurance Services

One Oak Plaza, Suite 305 Asheville, NC 28801One Oak Plaza, Suite 305 Asheville, NC 28801

www.BettyDoll.com www.LTCFinder.com Betty@LTCFinder.com

828-225-9585828-225-9585Making the discussion of long term care planning easy, Making the discussion of long term care planning easy,

enlightening, and enjoyableenlightening, and enjoyable