If there's a common element among a lot of long-term care
agents, it's that they’re impassioned. They have this issue under their skin.
They use words like "evangelical" to describe their interest in
putting forth the word about the industry. And in many cases, this passion is
because of their own first-hand experience.
"I eat, sleep and breathe this issue," says Barbara Fiscarel,
of Barbara Fiscarel CSA, Brooklyn, N.Y. Fiscarel was motivated to learn about
the industry in order to find care for her elderly aunt, whose care costs
totaled $563,000 before she was able to apply for Medicaid, she says. "I find that women do really well in
this industry," says Margie Barrie, of LTCI Consulting Group Inc., echoing
the sentiments of several agents who said women have more to risk in not getting
long-term care insurance. "We’re the ones who’ve been the caregivers, and
we know what it’s like to have to put so much into providing the care,"
says Barrie. "Because we’re the
caregivers and the receivers in the long run," agrees Fiscarel, "we
need to get our heads out of the sand and be proactive." The producers have other things in common. They
use words like "fulfillment" and "excitement" when
describing their work. For many,
working in LTC insurance has been a satisfying transition from other
industries. Producers agree that
believing in what you’re doing is particularly essential in long-term care
sales, because of the dangers of leading clients astray in a still-changing
industry.
http://www.nunews.com/lifeandhealth/nuonline/022601/L200109personal.asp