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How ‘Major League’ Can Help You Pitch Long-Term Care


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If you’ve ever seen the movie “Major League,” you probably remember it was about a baseball team made up of the biggest misfits anyone could put together. It was a team built to fail. (Spoiler alert: No, literally – the owner actually wanted the team to lose so they could move to another city.)

“Wild Thing” Ricky Vaughn had a great fastball, but, unfortunately, it was rarely a strike. Pedro Cerrano could hit a fastball into the next zip code … but couldn’t touch a curve ball. Willie Mays Hayes could run like the wind – too bad he couldn’t actually hit the ball so he could run the bases. Plus, manager Charlie Donovan used to manage a tire store … how could he manage to help this misfit team win?  

Long-Term Care Planning

The better question you may be asking is, “What does this have to do with long-term care planning?” Well, let me explain.   

First of all, the players on this team were out for one thing: themselves. Their focus was on what was best for them individually, not what was best for the team. They were blind to their real problems. This was especially true for Vaughn – he was literally blind to the strike zone and needed glasses to focus! When the rest of the team realized they were set up to fail, their focus changed, too. They had to come together, drop their old habits, and start focusing on what mattered. 

The same is true when it comes to long-term care planning. Both advisors and clients seem to be blind to what matters. I can understand why clients may be blind – we aren’t giving them the right tools (glasses) to focus on what they should really be looking at. As financial professionals, we have to make sure we’re throwing something they can actually hit, not lobbing in lazy pitches. 

  • Too often, we spend more time trying to sell clients insurance instead of discussing the impact a long-term care event could have on their family. Ball 1.

  • Despite knowing the above, we may have heard about a new product, and we wind up and throw a “pitch” as hard as we can. Ball 2. 

  • Sure, maybe we can throw a 100 mph fast ball, but if we can’t hit the strike zone, what does it matter? The same is true with showing clients a policy/strategy that gives them all the bells and whistles, but has an outrageous premium attached. Ball 3. 

  • Here comes the big one … some advisors say, “My client can self-insure.” But, even the wealthiest clients can appreciate the leverage and risk protection of long-term care insurance – we just have to show them the impact. Ball 4.

If we continue along this path, we’ll start walking in runs, losing games (sales), and the team (clients) may move to another city (advisor). So, how do we pitch so our clients can hit homeruns?

The Perfect Pitch

  • First, we start with the right conversation – the conversation about the real possibility of a long-term care event, and the impact it could have on their family.

  • Next, we make sure they see the positive, lasting impact this decision will have on their family and their finances. No matter their situation, long-term care planning is something everyone needs to ensure they get the care they want and deserve. 

  • Third, we help them find the right funding option, ensuring they get proper leverage for their investment. 

  • Finally, we show them a solution that actually fits their needs, not the solution of the month.

The next time you’re ready to pitch long-term care to your clients, grab your Wild Thing glasses and get focused – you’ll win more games and take your clients to the World Series. If you continue to lob your throws across the plate? You’re only setting yourself up to fail. 

 

About the Author

Chad Eyrich is proud to help keep families together with long-term care planning. He helps advisors and their clients avoid the potential financial devastation of an LTC event by providing strategies around traditional, asset-based and linked-benefit insurance. In addition to earning his Long-Term Care Professional and Certified in Long-Term Care designations, Chad has a life and health insurance license, and a property and casualty insurance license. 

long-term care LTC baseball