Q: You’re passionate about the subject of long-term care insurance. Why should people buy it?
A: The #1 reason for long-term care insurance is to keep families together. The #2 reason is to protect your assets. Without it, families can be torn apart. There may be no money for college. Siblings can fight, and divorces can happen. It was difficult for my working mother to care for our family while also caring for my invalid grandfather in our home. When he went to a nursing home when I was 12, my mother worked extra shifts to help pay the bills. I realized at her death that what was a normal lifestyle for me as a child must have been a tremendous sacrifice for her.
Most people need it, but husbands and children sometimes resist. Women must be strong and inspire their spouses to make this purchase because family care usually falls to women.
Q: You have a successful business training and educating agents about long-term care insurance. How did you get started?
A: I was recruited by a local insurance agency in Chattanooga, TN. As I gave presentations, I realized what I could accomplish and began packaging ideas in 1991. When that didn’t work as I planned, I went grassroots and started a 23-city tour to get in front of agents. At one point, I started listing my ideas while on a plane. It was like a vision from God – I was the last one off the plane and then went to the ladies room in the airport where I continued to make notes! The ideas just kept coming. I also went to an insurance company and offered to provide materials and train 3,000 agents for the price of a 12-pack of Diet Coke. The company then bought the rights to my materials and its production went up 34% that year!
Q: Do you have a particular style of leadership?
A: My first manager was not a role model I would emulate. She was very critical and I didn’t respond to that. So I’ve learned to lead as I would like to be led. I believe a leader looks to the future and does what’s best for the organization with no thought of personal gain.
Q: Who are examples of effective leaders in your eyes?
A: Mary Kay of Mary Kay Cosmetics mobilized thousands of women. She was awe-inspiring and empowered women to see themselves in a better light. Diane Brown, my high school history teacher, made history as exciting as the present. Her dynamism made me want to not only study history more, but want to do more in general.
Q: Who do you look to for motivation and inspiration?
A: There are many, but Oral Roberts is #1 on my list. Also Joel Osteen inspired me. And Thomas Kinkade because he is such a great family man and shares beauty with millions of people. Dr. Walter Davis, one of my college professors, was such a help when I had to drop out for a semester because of illness. When I returned, I did two semesters in one, had three part-time jobs, and wrote a paper. He helped me make up classes and made me feel like I was the smartest person in the world.
Q: What advice would you give women today who are interested in getting ahead?
A: My friend’s mother was a travel agent and helped me get my 23-city tour together which made a big difference. And, through networking, I was able to get a $10,000 line of credit to start my business. We all need that support system. And, we must always study. Pay for classes on your own if necessary. Don’t wait for people to give you information, go out and learn everything you can. Don’t be afraid to speak up. Learn to react quickly and make deci¬sions. Be a sponge for inspiration and knowledge. And, always be willing to help others.
Q: With whom would you like to have dinner?
A: Joel Osteen; Catherine Marshall, a woman of vision who started a very important ministry; Abraham Lincoln because he was a visionary and could see what was best for our country; and Ronald Reagan because he was always positive and had a great love of people. When you see that gift in people, you will follow them to the ends of the earth.