Try this approach to connect with Dads

Cost of Care Tool

Before getting to the CAPS Transition for this phone call I want to introduce a tool that I came across in my research. It is a Cost of Long-Term Care tool from Genworth.  You can also use the iPad version. It downloads in just a few seconds and has been a great addition to my toolbox.

How to Get Men Thinking About Long-Term Care

My name is _____________, with Thrivent Financial. If I’m reaching you at an inconvenient time, please tell me now.

(Transition Statement to quickly get to the purpose of your call)

The reason for my call is that I have worked with dozens of men who want to provide the best of care for their wives even when they are unable to personally provide the care. During the course of your marriage this occurred when your children were born or after surgery. You counted on insurance to pay professional care providers. Looking ahead, it makes sense to consider long term care insurance to ensure your spouse will receive the best of care in her later yearsm in the event that you are not able to provide that for her in person. Usually, this includes long-term care insurance to ensure that your spouse will receive the best of care in her later years.

(slight pause)

(If the prospect begins to talk when you pause, Listen & Evaluate their attitude and then respond using the appropriate CAPS™ Skill)

(If they remain silent continue the Transition by saying)

Long-term care comes in a dizzying array of sizes and choices. Together we can help you consider what type of plan makes the most sense for you and your spouse. You will benefit from the meeting because no matter what you decide to do… you’ll have a deeper understanding of how long-term care insurance works. This means you will have a better understanding of how to provide great care for your wife.

(slight pause)

(If the prospect begins to talk, Listen & Evaluate their attitude and then respond using the appropriate CAPS™ Skill)

(If they remain silent Probe to set an appointment)

Is there any reason you wouldn’t want to meet with me sometime in the next two weeks for about an hour, so you can make an informed decision about providing the best care possible for your wife.