AHIP CHAPTER REVIEW QUESTIONS AND ANSWERS FOR EXAM STUDY AND REVISION LIBERTY UNIVERSITY
1. What are the ways of spreading the word about long-term care needs
and long-term care insurance?
✔✔1. Face-to-face meetings, telephone calls, direct mail campaigns, print
advertisements, broadcast media campaigns, Internet communications,
and seminars.
2. What are the advantages of face-to-face meetings?
✔✔2. The salesperson can learn in detail about the prospect's needs and
goals, discuss a variety of options with the prospect and tailor a policy to
his circumstances, learn about any obstacles to paying premiums and
suggest ways to overcome them, and uncover any potential underwriting
problems.
3. What are the disadvantages of face-to-face meetings in the early stages
of the sales process?
✔✔3. Meeting with prospects one by one is very time-consuming, and an
agent will often spend valuable time with people who have no interest in
the product or who are not qualified prospects.
4. What are the drawbacks of cold calling?
✔✔4. Cold calling is now subject to the Federal Trade Commission's "Do
Not Call" rules, and even when it is allowed, it can be very timeconsuming and can result in expensive telephone bills.