THE INDUSTRY LEADERS WHO HEAD THIS COMPANY

MARGIE BARRIE, CSA, LTCP - PRINCIPAL

Margie is a principal in the firm Hagelman Barrie LTC Sales Training Solutions, a firm specializing in agent education and training. She's also president of an LTC consulting firm, LTCI Consulting Group, Inc., and serves as National Marketing Coordinator for the LTCP Designation.

A nationally recognized expert in training agents to sell LTC, she writes the "LTC Insider" column for the monthly insurance magazine, Senior Market Advisor, and is the author of the book "50 Ways To Boost Your LTCI Sales." Margie is also co-authoring a new book on selling group LTC in conjunction with Benefit Selling and Senior Market Advisor magazines.

Prior to starting the consulting firm, she was with Benefit Services (now part of BISYS) where she was instrumental in propelling this start-up agency to become one of the largest agencies in the country specializing in LTC Insurance.

She is considered a pioneer in the field, having joined this industry in 1990 as a LTC agent. As the agency's Marketing & Sales Director, she developed the "cutting edge" marketing strategies and materials that distinguished the agency from its competition.

A key to her effectiveness in training and motivating LTC agents is that she knows firsthand how difficult it is to sell this product. As a personal producer, she developed extremely successful sales approaches, enabling her to push her closing ratio to 80% with a persistency rate of 98%.

A much sought after speaker, she has spoken at numerous industry conferences, including Million Dollar Round Table, LIMRA, HIAA, Society of Actuaries, Senior Market Advisor, LTC Forum and LTC Producer's Conference. She is a member of the organizing committee for the 2005 SOA LTC Conference and in the past has chaired its Marketing Track. For the LTCP designation program, she coordinates all marketing and sales efforts, serves as a Master Trainer and oversees the Certified Trainer program. She is a board member of American Association for Long Term Care Insurance and holds the LTCP and CSA designations.

Prior to joining the insurance industry, Margie had 23 years of experience in marketing, advertising and public relations. She was president of her own advertising agency and also served as executive director of a state nursing home association.

RONALD R. HAGELMAN, JR. CSA, CLTC, LTCP - PRINCIPAL

Ron Hagelman's working career began as a teacher and cattle rancher. He began his insurance career as a payroll deduction enroller in 1980. He opened his own wholesale brokerage operation National Brokerage Agency in 1981. Ron is a past member of Sub-Centers and the Brokers Health Insurance Network.

In 1988 he was a founder and Chief Marketing Officer for State Systems, a national consultant of life and health companies for marketing and underwriting administration. He served as its president from 1990 to 1999. As a consultant Ron created numerous individual and group insurance products for insurance companies. State Systems was purchased by State Life of Indiana in 1999. Ron became the Sr. V.P and Chief Marketing Officer, and subsequently Vice President of Special Markets specializing in LTCI.

Ron has published articles in Broker World, Life Insurance Selling, The National Underwriter and Life and Health Advisor. He is a nationally recognized speaker on LTCI and Annuity issues. His speaking experience includes engagements with, The American Association for Long Term Care, The Long Term Care Forum, the Society of Actuaries, LIMRA and NAILBA. Ron has taught CE Classes for Impaired Risk Life Underwriting and Long Term Care.

Ron is the current President of the American Association for Long Term Care and writes a monthly commentary article on LTCI in Broker World Magazine. He is a Master Trainer for the LTCP designation, is on the SOA LTC Section Marketing Committee and was its Chairman 2003-2004 and has served on the LIMRA DI / LTC Committee. Ron has earned the professional designations of CLTC, CSA and LTCP.