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12 Questions for 1 Successful LTCI Agent: Leonette Francia

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Leonette Francia is in the top 100 agents in the USA in the area of long-term care insurance (LTCI), and she has been a qualifying member of the Million Dollar Round Table.  

Lee handles individuals, associations and multilife.  She is an ambassador for the Auburn, Calif., chamber of commerce, and she and her husband have made the Sierra Nevada foothills their home.

Louis Brownstone, chairman of California Long Term Care Insurance Services and Lee’s BGA, says, “Lee epitomizes what we look for in a professional long term care specialist: expertise, compassion, motivation, the ability to accept change, and a strong desire to do what’s best for her prospects. One hundred percent of her sales are now over the Internet. She’s a jewel.”

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

I make about 200-300 a week. Sometimes when I have a week that’s not working well, I make less. That’s the number of calls that I’ve found it takes to have a nice 10 appointments a week. I make all my own calls. I do receive leads from California LTC insurance, my BGA, and I have leads form other sources: financial advisors and insurance agents who don’t do LTCI.  I have at least 20% of my business from other insurance agents and advisors.

2. How old were you when you bought your own LTCI?    

I started in the business at age 51, and bought mine then.

3. What’s YOUR LTC plan?

My LTC plan is that when I need care, I have insurance in place.  I have unlimited in place so that I can stay home if I want, and not burden my family.

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

OK. It’s kind of a toss. I write a lot of United of Omaha because they have more inflation choices. I also write Genworth – they are the California state Partnership; they have an excellent couples discount. I like Prudential also…especially their guaranteed purchase option. Those 3 companies comprise all my work.  So, it depends. 

5. How many claims have you seen?

Not that many.  I’m entering in my 12th year.  Less than 10.  Most of my clients were in their 50s when they bought, so they’re not old enough yet.

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

Actually I was a speech and language pathologist. I still have my credentials, and a masters’ degree in that field, but I don’t practice anymore. I treated patients who were receiving LTC. Their greatest concern was being a burden to their families. 

I have always been a top agent – I have about 2,000 clients. It’s been very meaningful to me.

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

I really enjoy golf and tennis, but I have no time for either. Which is bad. Probably golf is where I would spend more time.

8. What is your favorite drink?

I like a nice cold diet Pepsi with caffeine in it – that’s my daily drink. And I LOVE a nice icy margarita – that’s my relaxation drink.

9. What makes you happy?

Business wise, is to help a person or a couple understand this coverage, and, when they decide to apply for coverage, I do everything I can to help, and they take it out; when people are honest about what they want, and throughout the whole process, so that I can be of service to them. The other thing that makes me happy are my grandchildren – 3-year-old grandson, 5-year-old granddaughter…big hugs and kisses. Too sweet. 

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

Well, most of all my work is by phone and computer – 95% is done with computer and phone. I don’t drive around anymore – I’m in my 4th year of remote selling. The critical program has been (like GoToMeeting); the other one is Stratecision, which I think is such a nice easy way to compare between companies. Also I use MyLTC office – the underwriting part (and it’s also a database program). You can compare between all the companies, and all their underwriting.

11. iPhone, Blackberry or other?  

Y’know, I just use a regular cell phone. It’s not an iPhone, although sometimes I wish I had one. I don’t travel around. I use a toll-free number for everyone. 

12. How many more years do you see yourself doing this? 

I think I could do it another 8 years. I even see myself doing it longer; it depends on where the market is and what’s going on. Especially since I’m not driving around. I didn’t realize how fatigued I was driving around until I stopped doing it. I thought that I needed to be face-to-face. I visited a friend in Georgia for a week, and I stepped out of a crazy world into a nice calm world.  I didn’t realize how crazy my world was: I would leave at 10 in the morning, and return at 10 or eleven at night (and I live in snow country). It was insane; I thought it had to be that way. I decided to do phone/computer sales so that I could be close to home, and my husband, who watches my grandchildren.


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