Michael Lehrhaupt is a personal-producing general agent located in Trumbull, Conn.
Steve Cain, a principal and national sales leader at LTCI Partners, Lake Forest, Ill., a major long-term care insurance (LTCi) distributor, says, "Michael Lehrhaupt is a great business partner – not only has he been consistently been one of our top LTCi producers nationally, but he's been willing to share the secrets of his success and participated in several study groups and training calls."
About 40% of Michael's business is now conducted over the phone or over the Internet with screen share.
1. How many phone calls do you make a week to set appointments?
I do not do any phone calls — I have an assistant who sets all my appointments. My talent is in plan design and working with clients, I don't have the time or the energy to spend makin
g appointments. At this point, any appointments we make are from people who call into us.
I get my leads from several different areas; one of biggest is professional associations that I have endorsement with. In addition, I get referrals (mostly from clients), and I buy Internet leads.
2. How old were you when you bought your own LTCi?
About 35.
3. What's your long-term care (LTC) plan?
If I need LTC, I plan on being in a warm place surrounding by my loving family.
4. What LTCi policy do you sell the most these days and why?
Honestly, it's basically whatever is the right fit for the client. It's usually split bet Mutual of Omaha, John Hancock and Genworth. The industry is changing so quickly all the time; the product I like today may not be the same product next month.
5. How many claims have you seen?
About 15 to 20. I've been in the business since 1999.
6. Think back to when you graduated. What did you plan to be then?
