The more you think about the consumer, the better. Now consider the beneficiaries. This could be the spouse, children and others that will benefit by your sale of long-term care insurance. Think 2-3 generations down and include all the players as you design and expand your business concepts. Invest in sponsoring special events for clients or potential clients such as picnics, golf tournaments, an informative Web site, etc.
People are numb to advertising, brochures and promotion.
They are attracted to people who are great at what they do, offer a great service, anticipate their needs, tell the truth, and fully listen to and respond to them. This is the nicest, cheapest and easiest way to get clients. Structure versus momentum. Structure comes from having systems in place, which will accelerate your momentum. Momentum by itself will fade.