Jeff started in the insurance business in June of 1981. Two years later, Jeff became Managing General Agent with Standard Life, then Regional Director, and finally National Marketing Director in 1988.In 1983, Jeff started Sams/Hockaday & Associates with John Hockaday, which grew to be 30+ captive agents, and led to the development of New Horizons Insurance Marketing in 1993.In the December 1994 issue of Selling Life Insurance magazine, Jeff wrote the article “Long-Term Care Sales Are Built on Relationships.” He writes, “Long-term care (LTC) insurance is a relationship sale. I have found that the sale rarely happens in the first or second visit. [...] The agent cannot be too patient.”The passion behind the long-term care sale has only amplified over the years, and Jeff co-wrote the e-book How to Sell Short-Term Care Insurance with Confidence in 2017. He writes: “Twenty years ago, we wrote tons of long-term care insurance policies. Now, none of us are talking about long-term care. --It’s more expensive,--Insurance companies don’t want older people to apply,--There’s not a lot of players in it anymore,--Rate increases left our clients angry, and--Most insurance carriers were rejecting around 50% of the business.There’s a huge opportunity for a resurgence with recovery care, and we really do believe that short-term care is becoming the new long-term care, especially for senior-aged clients.”Jeff’s primary role at New Horizons is securing top contracts for senior market agents. John says of Jeff, “Good ole’ Jeff Sams — I like to call him the deals man — works tirelessly to get the highest contracts with the best, most relevant carriers.”Jeff is a regular contributor on the New Horizons blog and YouTube channel. Jeff has covered the following topics: cross-selling, industry outlooks, incentives, long-term care, annuities, sales techniques, Medicare Supplements, short-term care, and more. blog.newhorizonsmktg.com/author/jeff-sams