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Life Health > Long-Term Care Planning

12 questions for 1 successful LTCI agent: Meredith Pensack

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Meredith Pensack is a long-term care insurance (LTCI) specialist located in suburban Boston.  

She is an AARP authorized agent.  

Pensack started her career in 2004, and she now has a book of business across carriers of over $2 million.

Pensack has qualified for the Million Dollar Round Table every year she has been in the business.

She is ranked 16th in the nation in the latest American Association for Long-Term Care Insurance sales achievement awards.

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

Although I haven’t tracked my dials for years, I keep different files: one for those prospects that I’ve been in touch with and require a follow up contact, those that are to be contacted during the day only, those that are night calls only and the biggest file is “all others.” I cycle back and forth between them whenever I have time.

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

I was the ripe age of 40. I had to coordinate care for a great aunt that lived out of state. She had very little resources or family, and seeing the path that she had to go down is what brought me to this career. Although I was a statistical anomaly in getting a policy so young, I had congruence about what the coverage could do for people.

3. What’s your LTC plan? (Plan, not insurance.)

Like everyone else that we talk to, I’d like to be at home. However if I’m single at that point, I’d probably opt for a swanky assisted living facility that offered all three levels.

But who knows in the future what new options might be available. Every now and then, I get the e-mail forward, “I’d rather get my long-term care on a cruise ship” Hopefully the Alternate Care clause in my policy would allow it.

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

Recently I’ve sold several 10-pays since I’m still able to for now. But generally I’ve had to dial down the monthly benefit in order to keep the premium comfortable compared to past rates.

Couples still like a shared-plan design.

5. How many claims have you seen?

Only about eight. My average client is 57, and I have over $2 million on the books. As my clients age I fully expect that number will jump in a big way.                    

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

A corporate human resources specialist. I got my master’s in HR and worked for various companies in different capacities such as recruiting, training and succession planning.

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

International travel.

8. What’s your favorite drink?

Forget about the drink….bring on the chocolate!

9. What makes you happy?

Hanging with my hubbie and friends…and chocolate.

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

I use Stratecision daily to compare carriers and options. 

11. IPhone, Blackberry or other?

Droid for now, but I have a hankering for the Note 2.

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

I liken myself to a squirrel gathering nuts while there are still nuts to be gathered. As long as I can continue to do that successfully I’ll be out there.

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