Susan Berger Abrams, MHA, is one of the top agents at California Long Term Care (CLTC), having placed over $1.5 million in premium with the BGA. She places her business with Craig Matesky at the Southern California office, and she works and lives in Newport Beach, Calif. Susan gets a third of her business from financial advisors, a third from other insurance agents, and a third from leads provided by California Long Term Care.
1. How many phone calls do you make a week to set appointments?
That is a good question. I would say probably 150 a week. Realistically I call 5 days a week, maybe like 8:15. I'm calling the leads that I get from CLTC.
2. How old were you when you bought your own LTCi?
48, when I started in the business. 13 years ago. My husband and I bought policies right before we got married, to protect our individual assets and income and remove any burden LTC might place on our 5 children from different marriages.
3. What's YOUR LTC plan? (plan, not insurance)
My own mother has a live in companion 24-7. I told my two adult children that I want them to clone Agnes, take care of me, and my LTC plan will pay for it. I found Agnes for my mom, from word-of-mouth. I tell my clients that I know first-hand how incredible it is to not have to worry about the financial mechanism; it took a lot of the burden away.
4. What LTCi policy do you sell the most these days and why?
I sell Genworth LTC Choice Partnership if it's partnership (it's what we have in California); if it's not partnership I sell Prudential LTC3, because of the restoration of benefits, cash benefit, optional 150% home care benefit, wonderful elimination period (day 1, even if in acute care).
5. How many claims have you seen?
12-15, more will be coming; my client base is getting older!
6. Think back to when you graduated; what did you plan to be then?
My bachelor's is in health care education and my master's is in health care administration.
So, I didn't go too far afield, always wanted to do something in that field to improve people's lives.
