Ron Del Pero is a true industry veteran. An agent with Burlingame-based California Long Term Care Services, he returned to the LTCI business after a brief period of retirement and vows to work just as long as he can. Why? It's fun, it's profitable, and it protects what's most important: the long term health of family and friends.
Q: How many phone calls do you make each week to set appointments?
Ron Del Pero: I had a phone setter for years, but I recently started doing it on my own. I phone about three to four hours a week. Almost all problems in this business are related to selling or prospecting. If you're talking to a lot [of prospects] and not getting appointments, your script needs work.
Most of my sales are done by phone now as opposed to in person. What matters is how many people you talk to in a week. If I call Saturdays 8 a.m. to noon; Sundays (except during church or football game time); and Tuesdays and Thursdays from 7:30 to 9 p.m., it's no problem. Phoning is 90 percent attitude. Is the phone your friend, or not? It's my friend. I think you've got to stay a little Pollyanna – a little naive.
When I'm calling people, I'm clarifying that they want information. My attitude is, "We can do this on the phone." If you're interested, great; if not, I'll thank you for your time and courtesy. It's only a phone call – what's to lose?
Q: How old were you when you bought your own LTCI policy?
RDP: Early 50s. Now I'm 69, and uninsurable. I tell prospects to get it in place before it's too late!
Q: What's your personal plan for long term care?
RDP: Work until I can't anymore. I worked until age 65, and then I retired. I was bored, so I came back. The business is more fun now than it's ever been. Less than 10 percent of baby boomers are even covered. I feel like I'm in a gold mine – why would I walk away? Some complain, but the truth is that we could double the agents and brokers in California, and that still leaves 70 or 80 percent of the gold mine untouched.
Q: Which LTCI policy do you sell the most these days, and why?
RDP: Prudential. There are other good companies out there, but Prudential will pay 150 percent benefits for home care; secondly, they will pay 50 percent cash alternative, which allows them to get benefits even if a spouse is taking care of them; and thirdly, they have an excellent purchase option in addition to the simple and compound inflation options. The average agent who doesn't sell LTCI full time takes what the company throws out, like a partnership that requires compound to age 72. I show the client purchase option versus built-in. When they get older, a purchase option can make sense. Most clients are able to self-insure to some extent. In California, to get a partnership plan, you're required to take compound until age 72. If you're on claim and on waiver of premium, with the Prudential purchase option, the company will increase your policy and pay for it.
Q: How many claims have you seen?
RDP: I've been doing this for 15 years, so have seen a handful here and there.
Q: Think back to when you graduated; what did you plan to be back then?
RDP: In advertising; I was an ad executive for Metromedia. I wasn't able to choose who to work with or my own clients. I've been in personal sales ever since.
Q: What hobby do you most enjoy or would you like to try next?
RDP: I'm in a symphony band and a dance band, and I love it. I joined the National Guard/U.S. Army Band while Vietnam was going on, and got to stay stateside. I put the trumpet down for 30 years, and picked it up five years back. It's been a ball!
Q: What is your favorite drink?
RDP: Diet Coke or milk – not at the same time.
Q: What makes you happy?
RDP: Being around my family, bar none, absolutely. My son just got married. Stuff comes and goes in our lives; family and friends are most important.
Q: Can you share a resource, service, program, or piece of software that has
been critical to your success?
RDP: The people at California LTC Insurance. I've been with four major companies in 42 years, so I've seen a lot. The people at California LTC Insurance are professional salespeople themselves, not armchair generals. They generate new sales and marketing ideas. Katie [O'Rourke] and Louis [Brownstone] are there when you need them.
Q: BlackBerry, iPhone, or other?
RDP: I have a cell phone with one picture on it that they demonstrated when I bought it. I don't use my cell for incoming calls; it's in my glove compartment for emergencies only. If it's important, you'll leave me a message. I have a one-page log: name, age, premium, insurer for underwriting. I get paid for sales activities; I don't get paid for administrative functions or paperwork. I do PowerPoint presentations via email while on the phone with the prospect/client.
Q: How many more years do you see yourself doing this?
RDP: Until I can't. Today, I'm working 20 to 25 hours a week, and I feel I get maximum return for those hours worked. I know this business, and I know how the numbers work. It's all attitude. It's more fun now than ever, and you get to help people protect their assets and families. It gets easier; it just does.
Ron Del Pero is an agent with the Burlingame, CA-based California Long Term Care Services LLC. He is a Life Underwriter Training Council charter member. He can be reached at 650-349-0474 or longtermcare4you@aol.com.
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