Agent Interview: Bob Staerk, LTC Global Agency
“You never have to convince people to buy a plan. Most people realize the need is there.”
More than passion, selling long term care insurance requires a certain kind of discipline – it’s creating solutions out of problems that may seem to have no answer at all. LTCI specialist Bob Staerk personifies this perfectly in this week’s feature.
How did you get into the industry?
“I feel that it found me. It’s a pretty boring story. I do pinch myself every day.”
Why is LTCI important?
“LTCI is important for many reasons, but if I had to choose one it would be is that this product buys time. One of our top advisors, Scott Lockwood, reminded me of that. When you have an LTC event, everyone needs time to figure it out. This allows you to set up your care and limit some of your exposure, which buys time.”
How do you motivate yourself to sell LTCI?
“It’s not motivation – it is discipline. I use the tools in my office to counsel clients over the phone and they are able to see the quotes on their computer screen. It’s super simple for the clients to understand.”
Can you share of an incident/a client that made you realize you’ve given them excellent service? How?
“It happens all the time for many reasons. First is when we sit down and find the right solution for them. The second is a decline – when someone is declined, and you are able to work with the primary and get it overturned. Third- unfortunately – we manage minor increases. Usually, my clients do not change anything and their increase is minimal. Last would be claims, when your client that bought a plan 10 years ago needs to buy time. That is where we at Solutions For All under LTC Global Agency shine. We are there when you need us.”
Aside from what Bob mentioned, other common problems that LTCI specialists help resolve are caregiver issues. An LTCI helps gives caregivers (especially family caregivers) a more flexible and practical approach on care. Please visit the Caregiver Action Network for more information about caregivers.
What do you think is the main problem(s) that LTC currently faces? How will you help solve it (these)?
“Here is a simple answer: AWARENESS!! It’s about you and I spreading the word. You have to plan while you can.”
Bob is right – according to a Long Term Care poll conducted by the NORC at the University of Chicago, one-third of respondents aged 40 years and older have not done any planning for their long term needs. Additionally, 4 out of 10 people believe that Medicare will pay for LTC – a fatal mistake that is often only noticed until it’s too late.
How will you convince people to purchase LTCI?
“You never have to convince people to buy a plan. Most people realize the need is there. It is just a matter of finding the right solution for them and keeping it within their budget.”
How did LTC Global Agency help in your career?
“I have worked with LTCGA for many years. They have always been good to Diana Hayn and I. That’s why we chose LTCGA to hang our Solutions for All hat.”
Can you please tell us more about that time you’ve used LTC Global Agency’s services?
“I have many ways to use LTCGA, but one way they can help advisors is the webinar training they are providing for the agencies. This is a very important tool in the industry. It has helped so many advisors spread themselves out to areas that never had specialists before.”
Would you recommend LTC Global Agency to others?
“I would definitely recommend Solution for All where webinar training, weekly training calls, phone jams on Saturdays, and mentoring under our Field Sales Manager Kevin Gardenier. He is rated in the top ten of the Country. We manage this under LTC Global Agency. So yes, I would recommend Solutions for All as part of the LTCGA network.”
Why do you think SFA is important (for you and your client/s)?
“The name says it all. We offer affordable Solutions for All.”
Can you share the types of synergy SFA can provide?
“Wow, not enough space to go there. We are tight group that really give back to each other all the time. You never worry, because your team is always right there behind you.”
How do you see Long Term Care Insurance 5 years from now?
“Different then what it is today. Don’t worry people!! The specialist will adapt to what is thrown at us and we will figure out your best solution at that time. This is one of the joys of being a broker and working with a talented team under the LTCGA network of agencies.”
“The problem is still there. It will never go away. We owe it to the people that want to have that conversation… Find their SOLUTION.”
Any final thoughts?
“I will leave you with this, something I like to share with the team every now and then. Remember, we chose to be an LTCI specialist. I felt it found me. No matter the case, we are here now. The problem is still there. It will never go away. We owe it to the people that want to have that conversation… Find their SOLUTION.”
Bob proves that providing solutions to LTC problems is the result of hard work and having the proper mindset and discipline of understanding a person’s circumstances.
Please leave a comment if you have any questions or suggestions, or visit ltcga.com for more LTC insurance news and updates.
About the agent:
Bob has a realistic approach in assisting people to choose a customized long term care plan and provide innovative solutions for their individual needs. With more than 10 years in the industry, Bob has distinguished himself as an effective sales leader with expertise in the building of key relationships. He is known to successfully mentor fellow colleagues and leverage interactions with carriers for the benefit of the agent and client as well.