American Association for Long-Term Care Insurance

LTC 400A GIVE YOUR LTCI CLIENTS THE MOST LTCI FOR THEIR BUCK
Help them choose the right policy and the right benefits for them. Maximize their insurance dollars by systematic comparison of trade-offs; Higher daily benefit versus better inflation protection, lower EP (Elimination Period) or longer BP (Benefit Period) and more. LTC 400B TOP PROS TEST YOUR PSAT SALES RATING + TURN PROSPECTS INTO SALES
Discover a Client Acquisition and Management System with objection busters and buying emotion phrases that get prospects to "yes". Imagine having your own unique sales tracking system and "buy now "triggers that instantly put incredible power into your LTCi presentations. LTC 400C UNDERSTANDING LIFE SETTLEMENTS - THE HIDDEN ASSET
Discover proven methods of converting life insurance policies into LTC planning, annuities and other needs while earning substantial commissions. Create added wealth in excess of the surrender value of existing life policies through the use of life settlements.

LTC 400D EMPLOYER GROUP: OVERCOME THE CHALLENGES O F WORKPLACE LTCI S ALES
Discover Powerful concepts to break down barriers in the workplace and take your LTCi know how beyond traditional needs and the kitchen table.

LTC 400E POWERFUL PRESENTATION PRINCIPALS: NEW DIRECTIONS FOR A CHANGING MARKET
Close more sales when presenting to younger, more active prospects using a new Risk Based Presentation. Learn powerful new concepts that motivate clients to action. Gain new insights on how to effectively influence financial planners and veteran agents to partner with you.

LTC 401 PRODUCER PANEL: TARGETING YOUNGER BUYERS
Our panel of top LTC insurance producers share their tips and tactrics for getting in front of younger prospects as well as proven ways to present and close more sales to prospects in their 40s and 50s.

LTC 402 PRODUCER PANEL: OVERCOMING OBJECTIONS
Always a popular session at the Summit as our panel of top sellers share how to avoid facing objections and ways to deal with them when they inevitably arise. Tips and tactics they've discovered and put into practice over years of trial and error.

LTC 403 PRODUCER PANEL: MAKE PHONE APPOINTMENTS THAT STICK + SELLING BY PHONE
With gas over $3 a gallon who can afford "no show" appointments. Hear how to make appointments by phone and get the prospect to show. Other panelists share how they now successfully sell hundreds of policies without ever meeting the client face-to-face. Listen and capitalize on the changing marketplace.

LTC 404 PRODUCER PANEL: PARTNERING WITH LIFE, HEALTH, P&C, BENEFIT SPECIALISTS
Want a steady source of referrals? These successful producers have discovered the best ways to work with other insurance professionals who have clients - but do not want to gain the know-how to sell LTC insurance. Find out how to be the local "go to" expert.

LTC 405 PRODUCER PANEL: PARTNERING WITH FINANCIAL PLANNERS & ESTATE ATTORNEYS
Financial planners have access and control of the funds to pay for long-term care insurance. Discover ways to successfully partner with them, as well as attorneys and others who readily recommend LTC insurance. Find out what works … what to say … how to share in the sale.

LTC 406 PRODUCER PANEL: GETTING STARTED IN MULTILIFE LTC INSURANCE
MultiLife LTCi continues to be hot. Find out how successful multilife producers find and sell to businesses. Learn what they do right … and what mistakes they've made along the way (so that you can avoid them).

LTC 407 PRODUCER PANEL: SELL LTCI TO ASSOCIATIONS AND THEIR MEMBERS
Want access to 5,000 members of a local Association? How about 50,000? Who are the best Association prospects? How to get started with your first sale? How do you present the proposal and what do Association's look for. A highly experienced panel working at the local, regional and national level share what they do … and how you can succeed.

LTC 409 DO-IT-YOURSELF PUBLICITY (PART 1) - GENERATING LOCAL MEDIA FOR YOURSELF
A benefit of AALTCI (Association) membership is free press releases and other PR tools that will help you generate publicity for yourself locally. Top public relations pros share the simple steps you can take to do your own publicity with minimal effort. LTC 410 DO-IT-YOURSELF PUBLICITY (PART 2) - TV AND RADIO APPEARANCES TO GET LEADS
The follow-up to Part 1: You can turn appearances on local radio and television shows into leads and prospects. Hear how: from what to wear to look good on TV to how to make a 120-second TV appearance pay off. LTC 411 KNOW MORE: FUTURE PURCHASE OPTIONS VERSUS TRADITIONAL INFLATION OPTIONS
To target younger buyers, LTC insurers are offering innovative options that permit buyers to add to their protection in future years. Two leading pricing experts explain the pros and cons of these newer options compared to traditional inflation options. Will clients take advantage? Are there sweet spots? How to expect and explain future costs. LTC 413 SELL MORE: ESTATE PLANNING FOR SENIORS MADE E-Z
Planning for long-term care is only one aspect of a financial plan. This session looks at the most commonly used estate-planning techniques that enable seniors to achieve their planning and legacy / transfer goals. How do they work? What are the tax advantages? How can you identify suitable situations for insurance and financial products? LTC 414 THE NEW RULES OF MULTI-LIFE SALES SUCCESS
As LTC markets evolve, you'll want to learn more about the current strategies that will allow you to be (more) successful in the multi-life arena. This session will focus on how to get more employers to offer LTC through the workplace and how to get more employees to enroll. LTC 415 MARKET BETTER: THE BEST DIRECT MAIL & E-MARKETING TECHNIQUES
Leading pros from companies that specialize in direct marketing for long-term care insurance prospects share what's working best to generate more leads that convert to clients. LTC 416 KNOW MORE: HOT TOPICS IN LTC INSURANCE: ISSUES, TRENDS IN POLICY DESIGN
Is shared care a good option for consumers? Should ALF room and board be included? In plain language, two of the nation's top policy design and pricing experts look at LTC insurance policies selling today and then explore the 'good and bad' of the newest features and options. LTC 417 THE AGENT'S ROLE IN THE CLAIMS PROCESS
What are the best ways to help policyholders plan for the eventuality of a claim? What advice should you give early on? How are claims really assessed today and how does the IRS regulate what's payable? What are the most common policyholder misunderstandings? What can you do when a claim is denied? LTC 418 TALKING POINTS: UNDERSTAND AND EXPLAIN LTCI RATE INCREASES
Understand why companies need to, and choose to, file rate increases. A look back and a look forward. How can you handle a rate increase with in force clients and how do you sell new policies to people who are aware of past rate increases.

LTC 419 KNOW MORE: ANTICIPATED CLAIMS FOR TODAY'S YOUNGER BUYERS
A SUMMIT EXCLUSIVE: Even the best claims studies look at older buyers who purchased LTC insurance years ago. The Association asked LTCi's leading independent expert to share the latest claims data with a focus on how younger individuals who buy today are expected to claim benefits in the future.

LTC 420 LTC COMBO PRODUCTS: WHAT'S COMING BECAUSE OF THE NEW TAX LAWS
The number of annuity and life insurance products offering LTC benefits are increasing … and there are many more in the pipeline fueled by the new tax law changes. The best experts to explain when these products provide good … better … or best value for your clients are those responsible for their design and pricing. Valuable insight to help you sell. LTC 421 LTC INSURER PANEL: ASK THE CLAIMS DIRECTORS
Directors of Claims from leading long-term care insurers address important topics and then answer audience questions. If you have questions, they are very likely the same … so give a listen and hear these experts' answers. LTC 422 PARTNERSHIP PLANS: WHAT'S HAPPENING & WHAT'S NEXT
Hear from the nation's leading experts working with the States on the development and implementation of Partnership plans. What issues are resolved? What's still pending> Which states are planning launches … how can you get others to act. LTC 423 AN EXPERTS LOOK AT HOME CARE
WE REGRET RECORDINGS OF THIS SESSION ARE NOT AVAILABLE LTC 424 TALKING POINTS: WAYS TO ENHANCE THE INDUSTRY'S CLAIM REPUTATION?
A leading carrier shares claims data including reasons for denial. A analyst discusses statistical information and proposes a way to enhance the industry's image. Vital messaging you can carry to the public. LTC 425 TRENDS IN ASSISTED LIVING
Assisted living is now America's fastest growing LTC option. Understand the latest trends, who lives in AL communities, costs and regulatory and legislative issues. Plus how do consumers select and assisted living community. LTC 426 SELL MORE: PARTNERSHIP PLANS: OPPORTUNITIES FOR PRODUCERS
How can you most effectively capitalize on marketing Partnership plans? What messages best resonate with prospects? How will the mandatory Continuing Education requirements provide opportunities to get a jump on the market and / or partner successfully with other professionals? LTC 427 A MORE IN-DEPTH LOOK AT THE "OWN YOUR FUTURE" AWARENESS CAMPAIGN
The Federal government spends $5 million a year on mailings and TV ads promoting long-term care planning. A chance to meet with experts who work behind the scenes to implement the campaign on a statewide level. Hear about details and opportunities.

LTC 428 LTC INSURER PANEL: ASK THE UNDERWRITERS
Directors of Underwriting from leading insurers address important topics and share insights into the current underwriting practices and trends. This is always a provocative session with lots of audience questions … always an insightful session.

LTC 429 KNOW MORE: DRA PARTNERSHIP PLANS - RISKY BUSINESS?
Partnerships offer the promise of a tremendous new sales opportunity. However, before you jump in, find out what you need to know to protect both you and your client. What are the potential risks, liabilities and remedies of partnership selling as perceived by the former Director of the New York State Partnership and a nationally-recognized attorney specializing in LTC insurance law.

LTC 430 KNOW MORE: WHAT'S NEW IN TRUE GROUP
The latest look at the group LTC insurance marketplace; sales trends, product development and opportunities to hear what's taking place in the fast-growing group sales arena. How do insurers view true group versus multi-life? What's coming next?

LTC 431 COGNITIVE TESTING: AN IMPORTANT LOOK AT WHAT'S COMING (& WHY)
Important changes you need to understand as explained by two of the nation's leading experts. Why are more applicants being tested? Why at younger ages? What's happening now … what's expected in the years to come?