A Genworth agent in Sausalito, CA, Sally Calef is affiliated with Genworth's Bay Area Office in Novato, CA, under the direction of general agent Ilene Schwerin. Calef has been a long term care insurance agent since 2002; prior to this, she earned a master's degree in public health and worked in public policy in the California State Legislature and for a health care information company. She was motivated to become a long term care specialist by observing the care experiences of family members – both those who had long term care insurance and those who did not.
Q: How many phone calls do you make each week to set appointments?
Sally Calef: I used to count; I don't anymore. I call as much as I need to [in order to] fill up my calendar. I call as often and as much as I can to fill my calendar for two weeks. I find mornings between 8:30 and 10, afternoons 4 to 6, and evenings 7 to 8:30 are usually best. Sometimes noon is good because people have lunch in their office.
Q: How old were you when you bought your own LTCI policy?
SC: 51
Q: What's your personal plan for long term care?
SC: I live in such a beautiful place and have such a wonderful community here. My plan is to live in my house forever. People ask, "Do you plan on relocating when you retire?" I say, "Are you kidding? I live in Sausalito!"
Q: Which LTCI policy do you sell the most these days, and why?
SC: Genworth Choice partnership, since I'm in California and we don't have as many other policies to choose from as other states. I sell Genworth's AARP policy if they want shared care and international coverage.
Q: How many claims have you seen?
SC: About 10, and they were for all ages. One was 82; the youngest was 52 with ALS [Lou Gehrig's disease]. The 82-year-old needed eight months of care; it was end-of-life care for COPD [chronic obstructive pulmonary disease]. That client said to me, "This was the best decision I made in the last part of my life; I am so grateful." I had 55-year-old on claim with a bad back; she was flat on her back for six months. And a 59-year-old with a stroke – thank heavens he had a lifetime benefit policy.
Q: Think back to when you graduated; what did you plan to be back then?
SC: Dealing with public policy. Policy, not politics; I don't have the stomach for politics.
