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Life Health > Long-Term Care Planning

12 Questions for One Successful LTCI Agent: Susie Caspar

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Susie Caspar, CLTC, started her long term care insurance practice in 2001. Her husband, Bob, joined the practice in 2008, and manages operations and new business development, client service, and strategic partner relationships. Today, Caspar focuses on sales, hiring, and training new agents, as well as increasing public awareness; she also has eight to 10 agents that she trains and mentors. Caspar is authorized to offer AARP LTCI to consumers, and serves as chairperson of the National Association of Insurance and Financial Advisors’ Massachusetts Legislative Committee for LTC. She is also a member of the Million Dollar Round Table.

Q: How many phone calls do you make a week to set appointments?
SC: I make approximately 100 to 150 phone calls per week to prospects.

Q: What LTCI policy do you sell the most these days, and why?
SC: My favorite policy for a healthy couple is Genworth’s Privileged Choice $6,000/month 8-year Shared. It would include 5 percent compounding, a waiver of elimination period for home care, a 90-day elimination period, and a survivorship benefit. Most people do not want to fully insure because the insurance premium gets expensive. So, $6,000/month pays for most assisted living facilities and provides about eight hours of home care. I believe that if you can get quality care at home or in assisted living, you minimize your nursing home stay. However, I always make sure my client understands they are co-insuring, and nursing homes cost $9,000 to $12,000 per month in the greater Boston area.

Q: Think back to when you graduated; what did you plan to be then?
SC: When I graduated from college, I wanted to go into business, although I had no idea what business. I started working for General Electric Company in their Financial Management Training Program. My second goal when I graduated from college was to hire a housekeeper to do the cooking, cleaning, and laundry. I have had that housekeeper for eight years now, and she is a major player in my success!

Q: What hobby do you most enjoy or would you like to try next?
SC: Hiking, biking, traveling, running, skiing, and playing outside with friends.

Q: What is your favorite drink?
SC: Water, coffee, and wine.

Q: What makes you happy?
SC: My kids’ successes.

Q: How old were you when you bought your own LTCI policy?
SC: 44

Q: What’s your personal plan for long term care?
SC: My plan is to move into a nice CCRC [continuing care retirement community] when I can no longer climb a tree. Then I will have some young, handsome men come into my condo every day to take care of me! My long term care insurance policy will pay them very well for their services.

Q: How many claims have you seen?
SC: I have had approximately six to seven clients go on claim.

Q: Can you share a resource, service, program, or piece of software that has been critical to your success?
SC: I’ve found the best software program is Stratecision, for quoting all the carriers.

Q: iPhone, BlackBerry, or other?
SC: iPhone

Q: How many more years do you see yourself doing this?
SC: I plan to have a $5 million book within the next 10 years; then maybe I will transfer the business to one of my three sons.


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