Agents should check repeatedly with clients to ensure the clarity of the information presented and to answer all questions when selling long-term-care insurance online, says Amy Pollock of LTC Financial Partners. She says she employs illustration software to present policy options and solicit the client's price point. For the roughly 50% of clients who aren't ready to apply at the end of a session, she offers to call back for a decision after a specified number of days.

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