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Long Term Care InsuranceUnderwritten by Genworth Life Insurance CompanyFor producer use only. Not for use with consumers or to be distributed to the public.

Planning for tomorrow, today

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Workshops are an effective marketing tool, as they provide an ideal forum for attendees in a low-pressure, non-threatening environment.

This guide will provide helpful tools, hints and best practices for successful Planning for Tomorrow, Today workshops.

INTRODUCTION

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As an expert in a very specialized field, you are the educator.

Long term care planning is a national concern that is being highlighted by states and the federal government

through state Partnerships and the HHS Campaigns. Workshops are a great tool to reach more people

with your message about the importance of long term care planning. Avoid jargon and acronyms. Use

terminology and definitions that are easily understood. Attendees will appreciate learning from an expert

about all the various long term care options as well as understanding up-to-date industry changes.

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Make it Personal Consider keeping your workshop to 50 attendees or fewer as you want your attendees in a comfortable environment. Regardless of whether you hold your workshop at a restaurant, a home or with a networking group, be comfortable. Know your script so that it’s a conversation, not a speech. Be respectful of time and maintain eye contact.

Helpful TipThe more events you host, the more confidence you'll build, and attendees will naturally create a buzz in your community.

Helpful Attendee Questions• Do they have assets and income to protect?• Do they want to pay for their own care?• Is independent living a concern?

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The good news is that mainly due to advances in healthy living awareness and the treatment of heart disease, cancer and strokes, it is likely that many people will live longer. Demographics, increased media coverage, thefederal government’s awareness campaign and the high cost of care all play a role in positioning long term care insurance products for enormous growth. Unfortunately, the public, for the most part, has not yet accepted the idea that preparing for long term care is just as important as saving for retirement. After all, it was not too long ago that most Americans looked to their employers to provide them with pension plans for retirement income.

Long term care can be delivered in home by:• Personal care assistants or companions handling household tasks like cleaning, cooking and errands

• Home health aides providing personal care such as help with bathing and dressing

• Nurses administering IVs and medications, and assisting with complex health issues

Long term care levels may include:• In-home care that makes it possible for people to live in their own homes or to return to their homes, providing assistance with household tasks they can’t manage alone

• Homemaker service aides who may clean houses, cook meals or run errands

• Adult day care, which offers social and therapeutic

activities while you continue to live at home

“I never thought about long term care insurance. But after seeing my neighbor care for her mother, it’s something I don’t want to be without.”

Why should people plan for long term care?

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Barriers to PurchaseUnaware of SpecificsMany individuals may or may not worry about who would take care of them if something happened; however, none of them would want to be a burden. Many are not aware that long term care is available when they need help with at least two of these activities for an extended period of time (90 days or more) or have severe cognitive impairment:

Denial• Some may think they won’t need long term care services – that it's a problem for “other people” – and the elderly may be secretive about their finances and unwilling to reveal their financial situation to their children

• Those age 40-50 have important competing financial priorities, like paying for college or saving for retirement, or just “don’t want to think about it"

• Many think that long term care services will be covered by their traditional health plans or government programs such as Medicare or Medicaid

A need for long term care may result from:

• Accidents • Stroke

• Illness • Other chronic conditions

• Advanced aging

SolutionEducation is needed about the likelihood of needing long term care and the financial hardship that can occur from lack of planning.

• Bathing • Transferring

• Dressing • Severe cognitive impairment

• Eating (mental deterioration)

• Continence

• Toileting

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“My dad spent some time in a nursing home when he was ill. I want the option of receiving care at home if I’m ever in the same situation.”IN

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Planning Considerations}Budget

}Purchase mailing list: (based on mulitple zip codes, target area to hold event)

• Depending on your market, search for venue within 20–35-mile radius

}Consider the following when selecting a date: • Holidays

• Vacations/long weekends

• Check local calendars for arts, sports, school, community events

• Your availability prior to and after workshop for event logistics

• Monday through Thursday instead of weekends

}Begin venue selection

}Suggested start times • Breakfast: 8:00 AM, 8:30 AM • Luncheon: 11:30 AM, 12:00 PM • Dinner: 6:00 PM, 6:30 PM

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Venue Ideas}Breakfast - Continuing Education: •Accountants •Attorneys •Doctors •Nursing home owners

}Entertainment: •Author book signing (Health, Wellness, Aging) •Art gallery/museum •Charity event •Cooking class •Elder care law attorney discussing inheritance issues •Event with Holocaust survivor •Health and finance event with free massages •Socially responsible event

}Luncheon: •Corporate officers •“Lunch is on me” - business cards dropped in fishbowls •Women’s estate planning •Lunch & Learn for company employees

}Picnic: •Company anniversary •Place of worship •Teacher appreciation •Non-profit organization

}Venues you may consider: •Restaurants (with private rooms) •Community centers •Private clubs •Local schools/colleges •Conference centers •Private homes

}Workshops for target audience: •Annual Valentine’s lunch for widowed clients •Estate planning event for LGBT community •Estate attorney workshop •High Tea event for female clients •National Association of Women Business Owners •Nursing home, rehabilitation center newsletter friends/family workshop announcement •Small Business Association •Women’s networking group monthly meeting •Clothing (i.e., Cabi/trunk show), Jewelry, Tupperware, Pampered Chef… etc.

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Helpful Hints}Helpful restaurant tips: Restaurants can be a perfect venue to hold an event. If you pre-select a salad and beef, chicken and vegetarian meals and a dessert with the event coordinator/chef, you can often keep your costs between $30 and $50 head. This will keep confusion to a minimum and allow you to keep your presentation going while attendees are eating. If you opt for a buffet, remember that as people line up, it will create a break in your presentation if you plan to continue after they are seated. Also, attendees may get up for seconds.

}Sample 6:30 event agenda if holding dinner event: 5:50: Be at registration table, ready to welcome guests

6:15: Have servers pre-set salads, water and iced tea on tables

6:30: Begin presentation

6:55: Break for salad plate collection and entrée service

7:20: Have your event coordinator give servers a 5-minute warning for dessert & coffee

7:24: Introduce survey

7:25: Break for entrée plate removal and dessert and coffee service

7:25: Have your event coordinator hand out surveys with dessert and coffee service; let attendees know what to do with completed surveys

7:30: Have your event coordinator at the registration desk to take appointments or answer any questions. You may consider standing near the exit door to answer questions. Have your calendar ready to set up any appointments that attendees request. It’s a good idea to stay in the room until

the last guest exits. Don’t forget the receipt when you pay for the event.

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}Is there a private room with a door? Yes No Room name:

}Fee: Yes No Deposit: Due:

}Can A/V equipment be set up? Yes No Is there A/V available to use on site? Yes No

}With no backs to the speaker, what is the maximum capacity with A/V equipment?

}What types of tables? Round Rectangle Both U-shape My choice Other

}Is there room for a registration table? Yes No

}I would like to offer accompanied by coffee, soft drinks. My budget is to stay under $ /head, inclusive of tax and gratuity.

}Can you accommodate this budget? Yes No

}May I bring in outside catering? Yes No Is there a fee? Yes $ No

}Can you fax or email the menu and a diagram of how the room would be set up with A/V? Yes No

}What type of parking do you offer? Free/Self Meter Valet $

}Do you require a contract? Yes No

}How many days in advance do you require preliminary headcount?

}What is your cancellation policy?

}Do you have any live music/entertainment events? Yes (M, T, W, T) What time? No

}Visit the location to ensure that it is easily accessible

}Locate and book an appropriate site

Venue SelectionWhen selecting a location for your workshop, it may be helpful to ask these questions.

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Marketing StrategyDiscovering your appropriate target market

and determining your target audience are

the most important activities in marketing

management. A well-defined target market

is the first element to a marketing strategy.

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When looking for prospects to attend your workshop, consider targeting one of the following groups ...

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Current ClientsYou already have a relationship with them and they trust you. Take some time to review your entire book and identify those clients whom you believe would have suggestions for people they know who should hear your message about planning for long term care.

Under age 45Younger clients might be concerned about long term care for their parents or other loved ones. With proper planning, they don’t have to worry if their parents are covered. They should also realize that the need for long term care can strike at any age.

Age 45 – 55This is an ideal time for people to begin planning for long term care. They are in their prime earning years and because of their age may have more options available to them. They are also likely to have had a personal firsthand care-giving experience, either directly or indirectly, so they can better understand the need for long term care planning.

Over age 60People in this group are concerned about protecting and having control of their assets. They do not want to see their life savings used for their long term care needs. They also seek a sense of security knowing they can remain independent and not become a financial burden to their children, relatives or friends.

WomenBecause of a longer life expectancy, long term care planning is an especially important issue for women. It's likely more women than men will ultimately become the primary recipients of long term care services.

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Compile Mailing List}Prospective clients – mail at least 10 times the number you want to attend

}Referrals or acquaintances – invite four times the number you want to attend

Who to Target

Many agents co-sponsor their events with CPAs or other professionals. Often other businesses are interested in contributing to an event, or in co-marketing.

OrderInvitations (professional printing = approximately

two weeks)

[49044] – Letter [49039] – Bi-fold [49040] – Postcard [49043] – Wall flyer

Reminder Postcard - [49039]

Script – [49030, 49030CD]

Handout materials - order anticipated audience size +5% [49037] – Attendee survey [49041] – Attendee workbook [49045] – Attendee brochure [49034] – Attendee notepad

Event Sign – [49032] – Welcome sign

Attendee gifts – www.genworthstorenewclients.com - follow your state guidelines

Name tags or table tents

3x5 cards (for notes)

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Powerful events are similar to social media.If you have ever opened an account on Facebook, LinkedIn or any one of the other myriad social networking websites, you’ve undoubtedly noticed something quite profound: you are just a mouse click or two away from thousands of people connected to the people you know. It boggles the mind to recognize that if you have 100 friends, and each of them knows 100 people, on average, you’re just one degree of separation away from almost 20,000 people! (Assuming not too much overlap, of course.) The same is true of client events.

The most successful agents recognize that the dozens of people who show up to their events are one degree away from hundreds of other people connected to them. Part of your conversation with your guests at events is to plant seeds about who you like to work with and what types of problems you solve, so that guests may be able to identify someone in their social networks who has a need for the services you offer. You may be surprised to get a referral from someone who isn’t even doing business with you.

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Social media is a highly effective, cost-effective way to spread the word about your event. And it's easier than you think to "go digital." Here are some tips to get you started.

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Create a Facebook Event

1. Switch to use your business Facebook as your page.

2. Click Events (left column). Facebook displays a list of upcoming events for your business (if available).

3. If your page doesn’t have an Events option: Click Edit Page. Click Apps. Locate Events in the list. Click Edit Settings. Facebook displays the Edit Event Settings window. Next to Tab, click Add. Click Okay. Click View Page. Return to Step 2.

4. Click Create An Event. Facebook displays the Create an Event page. Add an event photo using the Add Event Photo button. Add a picture from your computer. The image is an important part of the event page. Don’t skip this step.

5. Type the event name at What Are You Planning? Choose carefully because you cannot change the event name after someone RSVPs that they are attending.

6. Type the event location, with address.

7. At More Info, type the event description. This information describes your event to people who receive invitations or land on your event page. Be clear and focused, but include enough information that people understand your event and are excited to attend.

8. If the guest list is public, leave Show The Guest List On The Event Page checked.

9. If you want guests to be able to write on the event’s wall, leave Non-Admins Can Write On The Wall checked.

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10. Click Create Event. Facebook displays the event page.

11. At the event page, review your event details and use Edit Event to make any necessary changes.

LinkedIn Copy

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Jane A. Doe5 West Cary StreetR ichmond, Virg inia 23220

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}Mail invitations Consider utilizing Liberty or hand-writing addresses and hand-stamping the invitation. They should arrive in time for prospects to arrange their schedules, but not too far in advance so that they will forget about the workshop by the actual date.

Also, be sure to keep extra invitations on hand. You may have to mail a few extras out to those who “never received” or misplaced theirs.

}Practice, practice, practice •Knowing your presentation as a script may help you feel more confident and portray an expert level of confidence.

• Know every aspect of the presentation. Otherwise, you may find yourself with a “know-it-all” in the audience and appear unprepared.

• Consider practicing out loud. Actually pronounce the words, preferably in front of a few people, and memorize them. This will enable you to find out where there are problems and where you lose your way. When you are presenting, especially in a smaller workshop setting, you will find yourself connecting with your audience by being genuine and simply having a conversation. Individuals appreciate speakers who stay focused and are genuinely compelling.

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Prepare for a Successful EventA successful event takes clear vision and

an enormous amount of planning,

coordination, attention to detail and

precision follow-up. You are now moving

from conception to completion. A

memorable event flows smoothly, with

every detail carefully orchestrated and

produced meticulously. Successful events

do not just happen; they are the result of

hard work, creativity, awareness and careful

attention to detail ... every detail!

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}Start receiving RSVPs

}Consider mailing reminder postcard

}Consider reaching out to invitees via telephone

}Consider ordering thank-you cards

}Order name tags or table tents

}Continue practicing your script

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49040 06/00/12

©2012 Genworth Financial, Inc. All rights reserved. Genworth, Genworth Financial and the Genworth logo are service marks of Genworth Financial, Inc.

WORKSHOP

Planning for tomorrow, todayUnderwritten by Genworth Life Insurance Company

Solicitation of insurance is for policy form series 7042, 7042 Rev, 7044,

7044 Rev and 7048 (7042FL & 7044FL, 7042ID Rev, 7044ID Rev & 7048ID,

7042NC Rev & 7044NC Rev, 7042OK Rev & 7044OK Rev, 7048OK, 7042PA

& 7044PA, 7042TX Rev & 7044TX Rev, 7042VT & 7044VT, 7042WA,

7044WA and 7048WA), an agent may contact you. Not all policies are

available in all states. Details about the benefi ts, costs, limitations and

exclusions of these long term care insurance policies will be provided to

you by a licensed insurance agent.

What is your plan for fi nancial security

and independence? Join our Planning for

Tomorrow, Today workshop to learn about

issues and options that surround long term

care planning.Date:

Time:

Place:

Call us today at [000 000.0000] to reserve a seat for

you and your guest.

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Secure the DetailsNow is the time to make sure all your

planning comes together. Follow up with

contacts at your venue and assistants who

will be helping with all the details. A little

work now can give you valuable peace of

mind as the day of your event nears.

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}Confirm preliminary head count and seating diagram with venue and/or caterer

}Secure an assistant or colleague to help coordinate event activities • This will free you up to personally welcome your guests

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Helpful Tip:Confirming the details of your workshop

now can help ensure you appear

professional and at ease on the day of

your event, so it's well worth putting

in the extra effort a few weeks out. It

may seem like a lot of work at first, but

the more events you host, the more

confidence you'll build. And as you gain

a reputation for hosting quality events,

you will have a built-in networking

vehicle when clients begin doing your

scouting work for you and bringing

qualified prospects to your door.

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Checklistº Headcountº Venueº A/V equipmentº Name Tagsº Sign-i

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Helpful Hint:Have inconspicuous 3x5 cards to make notes

of interesting information about clients or

prospects and on opportunities to follow up.

Last Week}Confirm final head count with venue and/or caterer

}Confirm with venue: • You will arrive 2.5 – 3 hrs prior to event for walk-through

• Confirm seating diagram and registration table

}Check batteries on A/V equipment

}Check A/V equipment

3 Days}Call all confirmed attendees to confirm attendance, date, time and place; capture any important dialogue in your contact management system • If someone is unable to attend, ask if they would

like to schedule a personal meeting with you

}Prepare attendee name tags or table tents

}Create sign-in sheet

}Insure your event materials are packaged appropriately

}Confirm with your assistant or colleague that they will be assisting you during the event

}If holding a dinner event, type your presentation times for the venue to follow

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}Arrive at venue approximately 3 hours prior to event

}Meet with your venue manager and walk through seating, menu and timing; reiterate that while you are speaking, servers are not to refill drinks or clear dishes; let them know exact times you will be breaking

}Ensure that none of your guest’s backs will be to you, provide agenda, ask where cash bar is and instruct the servers to let the attendees know where they can purchase alcohol

}Set up registration table

}Set up A/V equipment, turn on; click through your presentation; if using wireless microphone check to ensure it is working properly and speakers are on

}If holding a dinner event, 15 minutes prior to event have salads, water and iced tea pre-set on tables

Day of EventPack your vehicle with:

3x5 cards Attendee gifts

Computer Notes

Power cords Wireless microphone set

A/V equipment Attendee name tags or table tents

Current calendar Pens

Presentation CD Welcome signs/table skirts/banners

Attendee packages Business cards

Extra batteries Posters for venue

Sign-in sheet

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Day After Event}Read your surveys

}Add attendee feedback to your contact management system

}Telephone all of your attendees, thank them for attending, ask them if they would like to meet in person, request that they not keep you a secret, and ask if they know of anyone that would benefit from meeting with you

}Send thank-you cards to all attendees, include your business card; update your contact management system

}For people who could not attend or did not RSVP: • You may consider sending them a note, mentioning when and where your next event will take place

• You may consider just adding them to your

next mailing list

Workshop Materials

Poster

Invite

Tear Out

Postcard

Workbook

CD

Long Term Care Insurance underwritten by

Genworth Life Insurance Company

Long Term Care Insurance Division6620 West Broad StreetBuilding 4Richmond, VA 23230

©2012 Genworth Financial, Inc. All rights reserved. Genworth, Genworth Financial and the Genworth logo are service marks of Genworth Financial, Inc.