Using Your LTCi Marketing Tool KitFree Publicity Versus Paid Advertising There’s only one way to get your name and contact info published for free. Using Your LTCi Marketing Tool

Jesse Slome, E: jslome@aaltci.org

Using Your Using Your LTCi LTCi MarketingMarketing

Tool KitTool Kit

Using Your LTCi Marketing Tool Kit

What Do You Want ?

Ask AgentsAsk AgentsWhat They What They

WantWant

Using Your LTCi Marketing Tool Kit

All I Want Is MORE LEADS !

Using Your LTCi Marketing Tool Kit

Only Marketing Gets You GOOD LEADS

Client ReferralsNetworkingCenters of InfluenceDirect MailPrint AdvertisingRadio AdvertisingTelevision AdvertisingPublic Relations

Using Your LTCi Marketing Tool Kit

AALTCI Members Get Tools

Tools To LearnTools To LearnThe LTCi SourcebookOnline Audio LibraryAsk The Expert

Tools To Use For MarketingTools To Use For MarketingE-CardsMarketing MaterialPublicityOnline Presence

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Tools To Learn – The Sourcebook

Learning + EarningLearning + Earning

More than just facts

Use the sales info to support client attitudes

Valuable info – inflation,paid claims

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Tools To Learn – All Members Listed !

Credibility As Top ProCredibility As Top Pro

LTC LTC IInsurancensuranceSSales ales AAchievementchievement

AAwardswards

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Awards – Be Sure To Enter Online

LTC InsuranceLTC InsuranceSales AchievementSales Achievement

AwardsAwards

Be Sure To EnterBe Sure To EnterOnlineOnline for Next Yearfor Next Year

www.aaltci.org/awardswww.aaltci.org/awards

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Online Learning Marketing Sales Center

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Step 1: Enter Your Info

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The Nation’s Largest Online LTCi Library

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New Audios Continually Being Added

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LTC Experts Forum

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Top Industry Experts Answer Questions

ReadAnswers

PoseQuestions

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Coming In 2010; LTCi Sales Strategies Online

Sales IdeasTax & Regulatory UpdatesNew Marketing ToolsWebsite AdditionsRead CurrentRead Archived Issues

Starting In January 2010 – Watch For E-mail

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Marketing – Generic LTCi Prospecting Tools

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AALTCI’s Marketing & Sales Center

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Using Your LTCi Marketing Tool Kit

Generic Marketing Fliers – Print or Download

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Personalize – Copy / Print - Distribute

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1. Set your type2. Cut using sharp straight-edge3. Use white tape to avoid cut marks4. Take to Kinkos or copy center

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E-Mail Power

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Remember The Good Old Days?

From Junk Mail to Junk E-Mail

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E-Mails Are Read - Create Action - Are Free

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Which E-Mails Do You Open & Read

From known entities

Offer valuable information

Topic of offerthat’s of interest

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New Prospects – Cross Sell – More Added

Using Your LTCi Marketing Tool Kit

Personalized – Private – Replies Go To You

Prospect’s Name

Personalized

Your phone number

Direct E-Link

Your personal infoagain at the bottom

Test One

Start Using

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Your Own Public Relations Agency

AALTCI Makes It Easy For You

To Get Your Name Into Local Media

Using Your LTCi Marketing Tool Kit

Jesse Slome – Award Winning PR Pro

2x Recipient of public relations

industry’s top award

Providing you with the tools and tactics to get your name in papers,

on radio … online.

Using Your LTCi Marketing Tool Kit

Jesse Slome – Award Winning PR Pro

Artivles

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Publicity Tools – Your Own PR Agency

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Publicity Tools – What’s On The Site?

News Releases

News Articles

Blog Postings

“Pitch” Letters

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Publicity Tools – We Make It Easy For You

Copy or Downloadinto your word processing file.

Personalize – Localize

Follow accepted PR format

You are not expected to be a PR professional … that’s an advantage

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PR In 15 Minutes: Local Newspapers

Find and read your local media. Free and paid.

Identify names of pertinent editors.

Call them (not E-mail).

Find best ways to submit information.

Mail – make your mail stand out, look local.

Do not MASS blast or mail … look small, get big.

Thank you acknowledgements.

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PR In 15 Minutes: Awards Are News

Your local daily newspaper – the Business editor + Who’s News

Local community papers

Chamber of commerce newsletters

Specialty media – church and synagogue bulletins

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PR In 15 Minutes: Why Free Brochures

Free Publicity Versus Paid Advertising

There’s only one way to get your name and contact info published for free.

Using Your LTCi Marketing Tool Kit

PR In 15 Minutes: Studies Are News

Special thanks to Randall Russo, Macomb MI

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PR In 15 Minutes: Local Radio

Start listeningMorning showsWeekend showsProducer (may be host)Connect!

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PR In 15 Minutes: Local Radio

Broadcast is Harder

You Need A Hook

LTC Awareness Month is the Hook

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PR In 15 Minutes: Giving Good Interviews

Be Prepared With NotesFocus – No DistractionsConfidence – Clarity - ControlSpeak In Soundbites & QuotesGive Examples (Real Life)People Love Expert AdviceNever “Off The Record”Don’t Make Things UpAnticipate Questions (Better yet, supply them!)

Always Give Your Plug

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PR In 15 Minutes: Don’t Overlook Online

Local Newspaper Blogs

Your Own Blog

Print isn’t dead … But electronic is sure

growing.

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We’d Appreciate Your Help

Tell Other Producers

Suggest They Visit The FreeFreePreview Room

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#1 Source For LTC Marketing Tools

www.aaltci.org

Time For Questions