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12 Questions for 1 Successful LTCI Agent: Michael Lehrhaupt

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Michael Lehrhaupt is a personal-producing general agent located in Trumbull, Conn. 

Steve Cain, a principal and national sales leader at LTCI Partners, Lake Forest, Ill., a major long-term care insurance (LTCi) distributor, says, “Michael Lehrhaupt is a great business partner – not only has he been consistently been one of our top LTCi producers nationally, but he’s been willing to share the secrets of his success and participated in several study groups and training calls.”

About 40% of Michael’s business is now conducted over the phone or over the Internet with screen share.

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

I do not do any phone calls — I have an assistant who sets all my appointments. My talent is in plan design and working with clients, I don’t have the time or the energy to spend makin


g appointments. At this point, any appointments we make are from people who call into us. 

I get my leads from several different areas; one of biggest is professional associations that I have endorsement with. In addition, I get referrals (mostly from clients), and I buy Internet leads.

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

About 35.

3. What’s your long-term care (LTC) plan?

If I need LTC, I plan on being in a warm place surrounding by my loving family.

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

Honestly, it’s basically whatever is the right fit for the client. It’s usually split bet Mutual of Omaha, John Hancock and Genworth. The industry is changing so quickly all the time; the product I like today may not be the same product next month.

5. How many claims have you seen?

About 15 to 20. I’ve been in the business since 1999.

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

When I went to college I went for TV and radio production. I took a course in TV and radio sales, and the course used a Tom Hopkins textbook. At that point I realized sales is where I wanted to be. I ended up getting into insurance, first doing Medicare supplements and Medicare HMOs for Humana.

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

I most enjoy songwriting. I play guitar. Just recently, I actually went into a recording studio. One of the first songs I wrote was about my experience at a Tony Robbins program. I also love doing yoga.

8. What is your favorite drink?

My favorite drink is a green veggie drink. My wife makes the best one — you take Kale, lettuce, celery, ginger, a little apple, and juice it up. It takes quite good when you get used to it. My wife’s a holistic health coach.

9. What makes you happy?

Besides a sale? Spending time with my wife and kids.

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

The number one thing is what we call a contact relationship management (CRM) system; there’s a ton of them out there. I use SalesNexus; I used to use Act!. I don’t know how anyone can be in sales without a good CRM. I did Strategic Coach for 4 years, then I stopped, and I missed it so I returned.

Another key resource for me was hiring an assistant. When you hire someone, your life changes. I have two people who work for me. I don’t know how I’d get by without them.

I believe in delegating everything except what you’re good at. I outsource/delegate everything except for plan design and working with prospects/clients.

11. iPhone, Blackberry or other?

Definately iPhone.

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

Until I die. The neat thing about this industry is you can do it as long as you live. I can do it at my own pace. I’m transitioning over to building a shop where I’ll teach others to sell over the phone, and provide support, and leads. But I still want to do personal production.


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