As the population of the United States gets older, their needs for health and long term care insurance at a decent cost increases as well.  Of course, every one of these people are possible prospects for a good long term care insurance agent that knows how to close sales.

LTC insurance leads are great if you know how to find them and work them.  The residuals form these policies can have you in the top 2% of American earners if you devote 10 years to this field.  These interested prospects are usually focused on finding out more information about long term care insurance, and you should be more than happy to give it to them. So the first rule of seeking LTC insurance leads is to get leads where the prospect seeks INFORMATION and don;t be fixated on those that have filled in a request for a quote. Think about it–those that have filled in a form for a quote are the price shoppers–are these the LTC insurance leads you want?
Those that seek information (e.g. offer a booklet such as “Six Mistakes to Avoid When Buying Long Term Care Insurance) are usually seriously interested. These clients have proven, time and time again, to be able to cut to the chase and tell the agent exactly what they want in terms of insurance.  This is good because it will save you time and effort that could be spent building the foundation of the business you’re running.
When you start to look at different companies that offer LTC insurance leads, you should ask a few questions. 

The first – probably the most important – is that you ask whether or not the company that you’re using sells shared or exclusive LTC insurance leads.  If you have some experience in the industry, you always want to be using exclusive leads.  This way, you’re not fighting against all the other insurance agents that purchased the lead at the same time.

Along the same lines, ask the question of how quickly your exclusive leads expire, if not exclusive.  Most exclusive leads will expire over time and become shared leads, and it’s important that you know the specific time frame that you’ll have to close the sale before every agent across the land comes charging in and soliciting your lead.

Once you have a short list of LTC insurance lead companies, you should check with the Better Business Bureau, as well as the company’s local chamber of commerce.  You should be able to perform a quick Internet search and find out the lead company’s online reputation by visiting insurance agent forums or websites. The BEST test you can do is try the two LTC insurance lead companies that look best to you because your own experience is far better than relying on another.

A word of caution.  Some agents make the mistake that the LTC insurance lead company offer some guarantee that the prospect is insurable.  At first, this may seem like a good idea but you will lose business in the long run.  Accept the fact that some LTC prospects may not qualify for insurance.  But maybe the husband will.  Maybe the prospect refers you to a neighbor or asks you to give a talk at their garden club.  Don’t be nearsighted.  Meeting one nice person can lead to a lot of business

Finally, you should attend some industry trade shows and talk with the people there to see what products and solutions they offer.  While you’re at the trade show, ask around about the best places to find LTC insurance leads.  Remember that some insurance carriers and long term care insurance wholesalers can help you find the better LTC insurance lead sources. You’ll find that while a lot of people consider you to be their direct competition, a lot of people are willing to help you anyway out of the goodness of their hearts.
 
Finding a good LTC insurance leads company takes a little investigation and its worth it.   Once your appointment calendar is full, then you leverage each new prospect into referrals and you are off to growing a big LTC insurance practice.