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  • Barry Fisher

Who is Selling What to Whom, How & Why?

“Nothing happens until a sale is made”. These immortal words by Thomas J. Watson, Sr. speaks directly to the proactive nature of sales success. Couple this with the fact that, even today, most consumers want an agent or financial advisor to help them with their life and long-term care insurance choices and common sense has led my business partner, Ron Hagelman, Jr. and I to conclude that a serious-minded survey of agents and advisors pertaining to long-term care planning and insurance choices is long overdue.


Our company, Ice Floe Consulting, is collaborating with Oliver Wyman in the largest opinion survey of agents/advisors pertaining to long-term care planning and insurance: The Who is Selling What to Whom, Why & How (WWWHW) Survey is supported by NAIFA, NAILBA, Broker World Magazine and has received input from traditional standalone long-term care and combo life insurance companies as well as major agent/advisor distribution organizations. What do we hope to learn?

  • Best practices in starting the long-term care planning conversation.

  •  Agent/Advisor/Consumer product perceptions and preferences.

  •  Best ways to get prospects and clients to “YES”.

  • New product insights.

  •  Types of training and education that will improve sales results.

  • Why many agents/advisors DO NOT discuss long-term care planning with consumers.

What’s our “ask”? Please take the survey. If you do not discuss long-term care planning with consumers it will take 5 minutes or less. Knowing why you do not is vitally important to us. If you do have long-term care planning conversations with prospects and clients, the survey will take about 15 minutes or less. Your insights will help us with new product development, expanding the market, improving agent education and increased consumer awareness. Also, please share the survey with other advisors to help us get to the widest possible audience.


What’s in it for you? Agents and advisors who invest 5 -15 minutes to take this survey will be among the first to receive the Executive Summary of the WWWHW Survey. The insights generated will provide you with actionable intelligence and a clearer path to long-term care planning and insurance sales success.


Inquiring minds want to know. Please take a few moments to share your thoughts with us. Click here WWWHW Survey


We look forward to hearing from you.

#WWWHW Survey


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