In the 94-page book, Who Moved My Cheese?, Dr. Spencer Johnson tells a business parable about Change. Through the parable, we learn: Things change. They always have changed and always will change. And while there’s no one way to deal with change, the consequence of ignoring change – is always the same: The cheese runs out. Then people get hungry. Unhappy. They look for someone to blame.
Sound familiar? Many in the LTCI distribution world feel that their cheese is running out. The truth is there has been a steady migration away from traditional LTCI to other alternative solutions. Who is migrating? Everyone: insurers, financial planners and advisors, agents, and consumers.
You could say it started with the growth of asset-based life/LTC products, which has dramatically taken away market share from traditional LTC. The cheese moved then.
Changes in workplace offerings; gender-based pricing; tighter underwriting, etc. Wow, that cheese is on the go!
Let’s not forget higher prices. So, even more cheese has moved, if you are limiting your business to selling LTCI only. The alternative reality? Embracing all the new types of cheese available (alternatives to traditional LTCI), which allows you to provide the best LTC funding solution to every prospect.
Here are some of the lessons from the book, as chiseled on the wall of Cheese Station C. Please note the italicized second line, where I explain how The Alliance can be your friend and most valuable tool in this cheese-moving world!
Change Happens – They Keep Moving The Cheese
The Alliance was founded to provide LTC Planning professionals what they need to sell – no matter what the change.
Anticipate Change – Get Ready For The Cheese To Move
The Alliance is continually cultivating vendor carrier and non-insurance-company relationships so when the cheese moves – we can react quickly – for your benefit.
Monitor Change – Smell The Cheese Often So You Know When It Is Getting Old
The Alliance’s ear is to the ground – you can rely on The Alliance to monitor the industry on your behalf.
Adapt To Change Quickly – The Quicker You Let Go Of Old Cheese, The Sooner You Can Enjoy New Cheese
The Alliance’s Product Solution map – and other marketing tools and materials – make it easy for you to embrace change and succeed.
Change – Move With The Cheese
The Alliance is all about making sure you have as much cheese as you can eat! (LTC Planning solutions.)
Enjoy Change! Savor The Adventure And Enjoy The Taste Of New Cheese!
The Alliance is a friendly place for Agencies and their producers from which to observe the changes, and enjoy the evolution of the LTC planning industry.
Be Ready To Change Quickly And Enjoy It Again They Keep Moving The Cheese
We at The Alliance get it. If you’re not on board, hop on! And bring some crackers, we’re headed to a cheese party!