Norma Medina is a native Texan and LTCI specialist at ACSIA Long-Term Care Inc. Mark Goldberg, president of ACSIA, says "Norma is one of our top agents. In her first year as a LTCI specialist, she was named one of the top five new agents in the country, and she has received sales awards in 2010 and 2011." Norma works traditionally – in prospects' homes – and also by webinar.
Marilee Driscoll interviewed Medina to learn more about how she does it.
Q. How many phone calls do you make a week to set appointments?
MD: If I'm not at an appointment or at a webinar with a prospect or working my business (followup, paperwork, etc.), I am on the phone trying to reach people who have requested information. I try to make at least 100 calls a week.
How old were you when you bought your own LTCI?
MD: I was 56. After seeing what my brother went through with his LTC needs, I went from being one of those people who didn't ever want to talk about long-term care insurance to becoming an agent – and a true believer. I had been in insurance doing everything except for long-term care – on purpose – in spite of the fact that I was the caregiver for my mother in my home for 5 years – while she battled cancer. It took a big brick to wake me up! Now all I do is LTC.
What's YOUR LTC plan?
MD: I would like to stay in my own home as long as possible. Or in the home of one of my daughters…or an active senior community! At least I know that, if I live with a daughter, she won't have to take care of me or be my caregiver, because I have an excellent LTCI in place. I hope that wherever I end up I will be in an active place, not isolated.
What LTCI policy do you sell the most these days and why?
MD: I truly recommend a company and a product that I feel suits my clients' needs. I regularly sell all the policies within my company's (ACSIA) portfolio. Helping people understand the different nuances of the companies helps them make the best choice for themselves. I see my role as helping them get to that point. That has helped me minimize application withdrawals and not-takens.
How many claims have you seen?
MD: Fortunately, I've had none. This is my third year as a specialist. I started in 2009, mid-year.
Think back to when you graduated; what did you plan to be then?
MD: As an English major I had every intention of becoming the best English teacher ever. Then eventually a guidance counselor and probably school principal. I did teach for awhile, and then when I started having my children, I thought my 3 girls were the most important students I would ever have, so I found it hard to go back to a full-time job. Doing LTCI now allows me to educate – about the importance of planning, and how life-altering having a LTCI policy can be.
What hobby do you most enjoy or would you like to try next?
