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August 04, 2010 at 08:00 PM
Q: How many phone calls do you make each week to set appointments?
Joe Imparato: For employer appointments to get an employer sponsored case, I don’t make many – maybe five a week. My partner, Anne Farrington, does the majority of the calling. My guess is that she places around 20 to 40 calls week. She does them on Fridays. She has a large contact database that she has accumulated. She has incredible connections, and she is always keeping her antenna up; even when she’s driving by businesses, she’ll write down the name. We’ve been a team for a couple of years now. She’s great at opening up cases, and I enjoy helping her close them. My calls for individual appointments vary during each enrollment.
Q: How old were you when you bought your own LTCI policy?
JI: My guess is approximately 40 years old.
Q: What’s your personal plan for long term care?
JI: I have two plans. One is a $1 million cash plan with no inflation at $6,000 per month, with MedAmerica. The second is $90 per day, 5 percent inflation, five-year benefit. I have a lot of kids, and if I needed this today, I would need the $6,000 more than the $90 per day. I also have a DI policy with a catastrophic care rider of $8,000 per month. The first plan gives me a big chunk of money up front; the second plan is an inflation hedge. The catastrophic rider is gravy. That’s $16,000 plus a month from all three sources. If I need long term care, I plan to stay at home as long as possible, then go to assisted living. Keep me out of a nursing home; the insurance will give my wife the money to take care of me where she wants.
Q: Which LTCI policy do you sell the most these days, and why?
JI: We sell MetLife and Prudential because of the underwriting questions and participation rules. Plans are around $100 per day, three-year benefit with inflation.
Q: How many claims have you seen?
JI: Two or three. Our average age is pretty low.
Q: Think back to when you graduated; what did you plan to be back then?
JI: Investment banker on Wall Street.
