Buddy Study Podcast

"You've given me a lot to think about" sounds like thoughtful consideration until you realize your client just crossed the buying line backwards. Learn how to recognize and respond to your client's true buying signals. Sales psychology expert Steve Elliott brings 29 years of LTCi experience to reveal the critical moment when prospects shift from interest to readiness and how ma...

Asking the right health questions before submitting an application sounds simple until your client gets declined and walks away. Learn how thorough field underwriting protects both client relationships and placement rates. Field underwriting is one of the most critical skills for Long-Term Care Insurance specialists, yet many advisors skip this essential step. When an LTCi application is denied, c...

A client gets declined for LTCi coverage, what happens next? Learn how to prepare for declines, protect your clients future options, and turn difficult conversations into planning opportunities. Declines are one of the most challenging aspects of long-term care planning, but they don't have to derail the entire process. In this episode of the Buddy Study Podcast, we explore the psychology beh...

Self-funding long-term care sounds simple until you run the numbers. Learn how to handle this common LTCi objection with confidence. Many clients say, “I’ll just self-fund long-term care.” But what does that really mean and how should advisors respond? In this episode of the Buddy Study Podcast , we unpack what self-funding really means, why it’s one of the most common objections in long-term care...