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?
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.