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Life Health > Life Insurance > Term Insurance

12 Questions for 1 Successful LTCI Agent: Carol Kaplowitz

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Carol Kaplowitz is an independent long term care insurance broker with ICA/ICB. She works out of an office in her home, and partners with other agents as an LTCI specialist. In 2005 she was named the top long term care insurance agent in the country by the American Association for Long-Term Care Insurance.

Q: How many phone calls do you make each week to set appointments?
Carol Kaplowitz:
On average, 30 to 40.

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

Q: What’s your personal plan for long term care?
Along with the rest of the public, I hope to stay in my own home. I intend to stay independent. I live near my children, but I don’t want to live with my children. I grew up with two grandmothers living with us, and I don’t want to put my kids in that position.

Q: Which LTCI policy do you sell the most these days, and why?
I’m in New York and selling 75 percent New York state partnership plans, because we have unlimited asset protection. Usually the policies I sell are Genworth or John Hancock.

Q: How many claims have you seen?
At least 200. I have claims coming in about once a week now; that’s because I’ve been in the business about 16 years.

Q: Think back to when you graduated; what did you plan to be back then?
I went to college to teach, and I did for a couple of years, before I had my kids.

Q: What hobby do you most enjoy or would you like to try next?
I started playing golf a few years ago and would like to pursue that more than I do now.

Q: What is your favorite drink?
White wine — Chardonnay.

Q: What makes you happy?
I have a granddaughter who will be 3 soon; I try to spend at least one day a week with her.

Q: Can you share a resource, service, program, or piece of software that has been critical to your success?
I was thinking of this, and there’s a combination of some things. The most important has been marketing programs that every agent needs to develop. You must have people to see. It’s a combination of things; not one thing brings in everything. I run a lot of seminars, I do some direct mail. I work on alliances, and I have a number of them now. My most successful ones have been with other insurance agencies that don’t offer LTCI, especially if I am able to sell the agency owner. I have some P&C shop owners, and some who do health insurance plans but don’t do LTCI.

Q: BlackBerry, iPhone, or other?
I just have a regular cell phone.

Q: How many more years do you see yourself doing this?
Probably about five years. I work now because I enjoy what I do. The public is aware of the need for long term care, but they don’t understand LTCI. Now that I think about it, I’m not sure that I’ll stop in five years; I’ll probably just cut back my hours. That’s one of the wonderful things about this business.


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