Editor’s note: This article originally mistated the company for which Carl Brockmeyer was named top sales agent in the nation. That company is John Hancock, and the error has been corrected.

Carl Brockmeyer, a top agent for ACSIA Long Term Care Inc., primarily markets LTCI to 45 to 55-year-old consumers. He writes LTCI on individuals and groups, life insurance (if it presents itself), and even the occasional annuity — if a client begs for one. Brockmeyer has sold LTCI for the past 10 years, and was recently named the top sales agent in the nation for John Hancock. Here, take a peek at how he makes it all work.

Q: How many phone calls do you make a week to set appointments?
Carl Brockmeyer:
As many as necessary — I never track phone calls. I don’t have specific call goals; I look at my checkbook and I am making phone calls to fill up a calendar. I keep calling when I have free spaces on my calendar. I am always thinking, at this point in time, “What am I doing right now to drive profitability?”

Q: How old were you when you bought your own LTCI?
CB:
55

Q: What’s your personal plan for long term care?
CB:
To never use my policy and to die in my sleep. I’m probably in denial.

Q: What LTCI policy do you sell the most these days, and why?
CB:
I don’t sell any particular product; I fit the product to the sale and what will get the sale. I’m entirely customer-driven. I sell what’s easiest and quickest.

Q: How many claims have you seen?
CB:
Very few.

Q: Think back to when you graduated; what did you plan to be back then?
CB:
I was a corporate manager in the big box for 30 years, and never thought I would end up in sales. I was doing compensation and insurance programs.

Q: What hobby do you most enjoy or would you like to try next?
CB:
Making money. I’m money driven! I also work out two to three times a week. I used to be a competitive weight lifter and also a competitive ballroom dancer. I have two health club memberships, so in between appointments I can schedule time to work out, because it helps me stay productive. Most people don’t have the balance and stamina to compete in this business.

Q: What is your favorite drink?
CB:
Arnie Palmer (iced tea and lemonade).

Q: What makes you happy?
CB:
Making money.

Q: Can you share a resource, service, program, or piece of software that has been critical to your success?
CB:
Anyone in commission sales needs to have 12 months of living expenses in the bank first. That’s your biggest asset. I think a lot of these other things are a waste of time.

Q: BlackBerry, iPhone, or other?
CB:
None; I have a simple cell phone. I keep my costs to a minimum. I’m very frugal — this is a business. I drive a 10-year-old car.

Q: How many more years do you see yourself doing this?
CB:
That’s a hard question. You have to know when to say when. You need to have fire in your belly. When the time comes, you’re going to know. When you’re bored, it’s time to move on.