The Gift Of Success Sweepstakes! Creating value and avoiding
LTCI sticker shockArticle added by Matt McCann on January 22,
2013 Matt McCann  Matt McCann  Darien , IL  Joined: August 31,
2009  The Gift Of Success Sweepstakes! The agent shows his or
her recommendations to the prospect and the prospect starts to
focus on the cost — cost of the premium, not the cost of current
and future care and the impact that would have on their loved
ones.  So, you're making more dials, handling objections on the
phone and making appointments, only to get the following
response: "Well Matt, you really did a great job. Matter of
fact, maybe the best presentation we have ever seen. You sure
did give us a lot to think about and we promise we'll call you
when we have made a decision or have any questions."  They never
call back, nor do they ever answer the phone again when you call
them. Ouch! Where did I go wrong? If I really did that great a
job, these clients would be filling out an application right
now.  Did I really ask the