Brigitte Bromberg is president of Winning Strategies Group LLC, an independent insurance and risk management firm located in Parsippany, NJ. She is one of the first agents nationwide to become involved in the Association of Jewish Family and Children’s Agencies affinity long term care insurance program. Gary Katelman, president of LTC Benefits Group Inc., describes her as one of his top five LTCI producers nationwide.

“I can’t remember the last time a case she submitted was declined,” he said.

Q: How many phone calls do you make each week to set appointments?

BB: Honestly, I don’t count them. Most of my business is from referrals. So, a lot of the time, I’m answering the phone. My referral sources are numerous, and I actively work on building relationships with CPAs, attorneys, independent financial planners, and investment advisors. There are a lot of great investment advisors who are not involved in the insurance business, and I serve as an independent resource for them. I am a CFP and have a master’s in estate and financial planning from the College of Financial Planning in Denver. Sometimes I help them identify their clients’ needs, and sometimes they know the clients need LTC protection and are looking for a professional they can trust to assist the client with the plan design and placement. I don’t call people I don’t know and ask them for business; I’m a little too shy. That’s a reason that I have also gotten involved in affinity marketing with the AJFCA.

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

BB: 40

Q: What’s your personal plan for long term care?

BB: Even though I own coverage, it’s hard for me to imagine ever accessing it. I would prefer to be cared for at my home and live near family so that they could come by and visit – and bring over a pizza and beer!

Q: Which LTCI policy do you sell the most these days, and why?

BB: On the individual and couples side, I use Genworth whenever I reasonably can; I like the great shared care and survivor features, and the 0 day elimination period for home care. For employer-sponsored and association plans I use Prudential, because of the flexible benefit options and the great simplified underwriting.

Q: How many claims have you seen?

BB: I haven’t seen that many. I’ve been doing this for 18 years, and have seen maybe half a dozen. However, claimants may be filing directly with the company. Of the ones I’ve seen, the children contacted me and were so thrilled their parent had this coverage; several of them became policyholders.

I have a theory that people don’t file for claims that may be eligible; I mention it to them, and they don’t. People are proud – they want to put it off. I’ve seen that many times; I can think of a couple off the top of my head, including one last week, who will probably have four or five ADLs gone before they claim.

Q: Think back to when you graduated; what did you plan to be back then?

BB: I thought I’d be a lawyer. As a kid, I helped my mom read documents (she was a Moroccan immigrant), and I figured I’d become a lawyer. Instead, I went to work at a stock brokerage firm right after college and entered insurance sales six months later.

Q: What hobby do you most enjoy or would you like to try next?

BB: My single favorite hobby is boating; I do a lot in the summer. I’m taking piano lessons now, too.

Q: What is your favorite drink?

BB: Stoli vanilla with club.

Q: What makes you happy?

BB: A lot of things make me happy: Being on the water, a day at the beach, being with friends and family, and cooking and baking. Being with positive people. Learning new things.

Q: Can you share a resource, service, program, or piece of software that has
been critical to your success?

BB: I would say the No. 1 thing is managing general agent Gary Katelman. He is my LTC guru, my go-to guy, from product knowledge to underwriting support to marketing support. He has an association discount with Association of Jewish Family and Children’s Agencies that we’re recruiting agents for, and he’s bringing awareness programs to the organization. I’m in New Jersey and he’s in Nebraska, but I feel like he’s at my side (at least virtually) whenever I need him.

Q: BlackBerry, iPhone, or other?

BB: BlackBerry.

Q: How many more years do you see yourself doing this?

BB: I have no end in sight. I enjoy the business. What else am I going to do?

Marilee Driscoll is a speaker, writer, consultant, and creator of the Driscoll Drip ghostwritten LTCI article program. She can be reached at 508-830-9975 or web@marileedriscoll.com.

For more exclusive LTCI coverage, visit ASJ’s LTCI Resource Center.

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Prediction: LTCI Sales Will Climb in 2011

MetLife to Exit LTCI Market: What Now?

Rewriting the Book on LTCI

Earth to Producers: To Sell LTCI, Own It Yourself

Understanding LTCI: A Cheat Sheet for Your Clients