Norma Medina is a native Texan and LTCI specialist at ACSIA Long-Term Care Inc. Mark Goldberg, president of ACSIA, says “Norma is one of our top agents. In her first year as a LTCI specialist, she was named one of the top five new agents in the country, and she has received sales awards in 2010 and 2011.” Norma works traditionally – in prospects’ homes – and also by webinar.

Marilee Driscoll interviewed Medina to learn more about how she does it.

Q. How many phone calls do you make a week to set appointments? 

MD: If I’m not at an appointment or at a webinar with a prospect or working my business (followup, paperwork, etc.), I am on the phone trying to reach people who have requested information. I try to make at least 100 calls a week.

How old were you when you bought your own LTCI?

MD: I was 56. After seeing what my brother went through with his LTC needs, I went from being one of those people who didn’t ever want to talk about long-term care insurance to becoming an agent – and a true believer. I had been in insurance doing everything except for long-term care – on purpose – in spite of the fact that I was the caregiver for my mother in my home for 5 years – while she battled cancer.  It took a big brick to wake me up! Now all I do is LTC.

What’s YOUR LTC plan?

MD: I would like to stay in my own home as long as possible. Or in the home of one of my daughters…or an active senior community! At least I know that, if I live with a daughter, she won’t have to take care of me or be my caregiver, because I have an excellent LTCI in place. I hope that wherever I end up I will be in an active place, not isolated.

What LTCI policy do you sell the most these days and why?

MD: I truly recommend a company and a product that I feel suits my clients’ needs. I regularly sell all the policies within my company’s (ACSIA) portfolio. Helping people understand the different nuances of the companies helps them make the best choice for themselves. I see my role as helping them get to that point. That has helped me minimize application withdrawals and not-takens.

How many claims have you seen?     

MD: Fortunately, I’ve had none. This is my third year as a specialist. I started in 2009, mid-year. 

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

MD: As an English major I had every intention of becoming the best English teacher ever. Then eventually a guidance counselor and probably school principal. I did teach for awhile, and then when I started having my children, I thought my 3 girls were the most important students I would ever have, so I found it hard to go back to a full-time job. Doing LTCI now allows me to educate – about the importance of planning, and how life-altering having a LTCI policy can be.

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

MD: I was a runner for about 25 years, and did 5Ks and 10Ks and 15ks. But my knees began to rebel. Now I walk briskly for an hour a day. About 4 miles. In addition, I’d love to travel more and have time to read more.

What is your favorite drink?  

MD: Well, I have this big jug of water with ice in it that I carry with me all day, and drink water all day. Socially, I like a good glass of red wine.

What makes you happy?

MD: Without question spending time with my wonderful family. Especially my one grandchild, Trey, age 5, and there are two more on the way! That’s what makes me happy. Other things that make me happy are being outdoors, listening to great music.

Can you share a resource, service, program, software, etc. or two that has been critical to your success?

MD: Well, for me it’s nothing like that… I’m still a little technologically challenged. It’s been the incredible support that I get as an ACSIA agent. Both the staff and my fellow agents.

IPhone, Blackberry or other?

MD: iPhone.

How many more years do you see yourself doing this? 

MD: Y’know, for as long as I can! I want to build up my book of business. I really feel that I have found the perfect place to be.

Marilee Driscoll is a speaker, writer, consultant and creator of the Driscoll Drip ghostwritten LTCI article program. For more information, visit http://web@marileedriscoll.com.