The Life Lounge

Take a seat in The Life Lounge, our relaxed and informative webinar designed to help you make the most of your life insurance business. We’ll discuss key life insurance topics, answer your questions, and take a closer look at The Broker Link—your go-to resource for tools, training, and support.

Timestamps

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Good morning, everyone. I'm Crystal Bustillos, life marketing support here at the

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brokerage. Welcome to today's Life Lounge webinar.

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I'm sorry, we had a little bit of trouble with the registration link, but I'm glad

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you guys are able to join. This is an open

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platform. If you have any questions, make sure you type them in into the

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Q&A or chat feature.

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I'll be able to answer them throughout the webinar.

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And what the Life Lounge is, it's really a webinar

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where I can show you all of our material.

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I can show you where you run the quotes, how to run the quotes,

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where to find product information, how do you submit business,

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where do you request contracts.

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And also, I'm going to take you through a couple of additional places

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that you'll need in addition, such as cheat sheets,

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our life insurance hub. So this is a good webinar if you're brand

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new to the brokerage and you haven't really explored, or maybe you might have

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explored but might have forgotten where to find

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information. Okay?

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So let's go ahead and get started. This is being recorded.

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I will be able to send out the link to the recording along with the pieces

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that you'll see throughout today. So I'll send out some attachments.

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If you have any questions, the Q&A or the chat feature should be

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available to you, so you can write your messages there, and I can

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get to you as soon as I can. First things

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first, I want to review with you guys the...

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Let me go to the dashboard. So when you log into the brokerage, it'll say

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welcome with your name on it or your username.

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This section here, this is going to be where you can see your

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contracts, the status of the contracts, your agent

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writing number if you forgot your agent writing number.

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Now, also those statuses, they may read a little bit

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funny. So if it says JIT pending or

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JSH pending, if you don't know what that means, there's a little

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definition section up at the top where you can read a little bit more about

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it. So any kind of status questions,

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please reach out to our contracting department.

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They'll be able to check on the status of your contract. Okay?

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I'm going to really go down this left-hand side and click through the

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most important things when it comes to life insurance.

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So when you click on Product Information, you can click on Product

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Search, and through here, you're able to go to Life, and you'll

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be able to see 77 carriers and products.

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Or if you're looking for a specific thing, such as let's just look at

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term life. You'll click on that, you'll be able to see all of our carriers.

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Now, when you click on a specific carrier, right now I'm going to

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click on Pacific Life,

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and I want to go under and review an underwriting

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guideline. So here it is. But you have additional product

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resources, so client guides, fact sheets.

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There are some things that are only for agents.

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There are some things that are only for clients.

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So make sure you're sending them the right one.

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But let's review this underwriting guideline real quick.

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I want to go through this particular one because I really like

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a couple of things that they have. So first

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thing I want to review with you guys is this accelerated

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underwriting program. Pretty much each carrier

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will have an accelerated underwriting program.

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There are criteria that the client needs to meet in order to be able

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to

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try to go through the accelerated underwriting process.

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So really what this is, is that if the client qualifies

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throughout the guidelines underneath the accelerated section,

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they will process everything a little bit quicker.

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And then also we can avoid, for example, the

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medical exam and the APS. The APS is the attending

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physician statement, which is pretty much medical records.

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Age ranges is going to be 18 through 60, where they can apply for this

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particular accelerated underwriting program, up to three million in

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coverage. They do have to qualify for a standard risk class

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or better. Okay? Now, Pacific Life has a modified

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version, so an in-between before going to the traditional route.

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If the client has had a physical with labs within the last 12 months and they

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hit all this other criteria here in the middle, they can qualify for a

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modified version of the accelerated underwriting program.

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Now, it's a seamless process. You won't have to reapply or anything like that.

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Just whenever the application gets to the carrier, they'll review some things,

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and they'll put them in a category.

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Traditional life insurance, they're going to pretty much ask for the

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medical exam and the doctor's records.

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And it's just going to take a little bit more time. Okay?

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So that's what the accelerated underwriting program is.

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The other thing I wanted to review with you guys

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is this chart right here. This chart will let you

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know what's going to happen after you submit the application.

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So every carrier should have a chart that looks like this.

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So depending on the client's age and depending on the amount that they are

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applying for, this is what's going to be asked for after you submit the

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application. Now, keep an eye out.

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It says, "Accelerated and modified paths will help

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determine underwriting requirements.

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The following table is specifically for traditional

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underwriting." Okay?

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So if they're maybe age 49 applying up

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to 800,000, that's what's going to happen.

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Now, this paramedical exam with labs, it's nothing.

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The client will not pay anything. You guys will not pay anything.

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The carriers are taking care of that for you.

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So you don't have to worry about setting up a lab or anything like

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that, and having to go pay for those exams.

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Now, the last thing I want to touch on on here is

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an impairment guide. This right here, uninsurable conditions and

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conditions by timeline. This is amazing, especially if you're

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brand new. This kind of gets you

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more knowledge and more educated on specific health

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conditions and when you should or should not apply or have

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your client apply for coverage.For example,

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if the client had cancer treated with chemo or

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radiation within the last 12 months, they're not going to allow

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you guys to process the application. Okay?

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They want you guys to stop with the chemo and radiation after a full

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year, and then you can apply.

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Let's look at heart attack. If it's been within the last six months of a

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heart attack,

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let's say it's been three months that they had a heart attack, they're not going to

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want to do anything until that six-month mark.

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Now, at that six-month mark, what we want to make sure is that they're

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going to the doctor, they're following doctor's orders, they're getting a little

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bit better, right? So we need to see some kind of progress before you can submit an

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application. The next page on here is

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a continued page, but this one right here gives you a health

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situation, what the APS requirement will

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be, and then the possible underwriting outcomes.

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So again, let's look at cancer real quick.

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Here it is.

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So is an APS required? Is an attending physician statement going to

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be required? If it's not required, it's probably a decline. Okay?

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So it's going to be required for all cancers except for basal cell

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carcinoma.

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What is the possible underwriting outcomes? Well, it could be a standard.

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Standard is generally the best class for

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non-skin cancers,

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but it will vary by the type of cancer, the staging, and

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other factors.

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Now, it is going to be a decline if they're going through treatment for chemo and

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radiation within a year. Okay? So this gives you tons and

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tons and tons of health situations that you can go through

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and

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take some time to read through it and see what may or may not be

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available for your client to go ahead and apply.

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So this is the underwriting guide for Pacific Life.

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And just a quick little tip, every carrier will have

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the exact same underwriting, no matter the

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product. Okay? But the product will have an

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individual product guide. For example, the fact sheet

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for the term is going to be different than their universal life

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product. So here you're going to be able to see the minimum death

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benefit for Pacific Life is 50,000,

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and you're going to be able to see their conversion benefits, their

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additional riders, so on and so forth. Okay?

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Now I'm going to go back,

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and I'm going to click on product information.

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So earlier we did a product search, that's how we got to the underwriting guide.

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This time I'm going to go into the Life Hub.

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And within this Life Hub, this is where you're going to find all of the

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resources that we have available for you guys.

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So if you want to look at what products we offer, you're going to be able to

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receive this cheat sheet from me after I send out...

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I'll send it out with the recording.

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Now, one thing I want you guys to notice is that

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anything under this final expense column, if you see a

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little dot, that means that you need to be contracted and appointed with that

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carrier before you can submit a piece of business out.

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This is really only for final expense.

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Traditional life insurance. So when we say traditional life, we mean anything

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from term, universal life, IUL, to whole life.

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So all of that is included in one contract.

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That's your traditional life insurance contract.

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So if you, for instance,

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get appointed or get contracted with Columbus, you're going to be able to

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offer all of their products right here. Oh, right here.

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Now, if Corebridge, for example, has also a final

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expense

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contract available along with the traditional, then you'll be able to

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receive that appointment as well. Okay?

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Let me go back.

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If you want to understand a little bit more about the carriers

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that we offer or what the products are, this right

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here gives you a good explanation of how each individual product

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works. So we don't just have term, but we also have universal

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life, guaranteed

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GULs, I'm sorry, IULs,

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final expense. So this is a good little link for you.

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And this, again, was in the

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product section. Oops, I can go back. There we go.

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Under the life products, it's this link right here.

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Going back to the Life Hub, this underwriting tile, this

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is one of my absolute favorites. And the reason behind that is

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because this is where you're going to see the majority of the cheat sheets that

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will really help you when you're meeting with your clients.

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So for example, we have the pre-qualify questionnaire.

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We have an online version, or we have the PDF version.

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So this PDF, it is fillable. You can type into it.

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This is amazing, and these are the details that you need to be

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asking when you meet with your client.

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I would always ask for their date of birth, not their age.

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The reason why is because when you enter the date of birth,

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the quote engines will calculate, and it will automatically know

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the correct premium because some of the carriers are age nearest

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versus actual age.

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Meaning if they're 33 and a half, and if it's an age

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nearest carrier, they're going to consider them a 34-year-old with that

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carrier. How much death benefit are they interested

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in? What's their premium range? What budget do they

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have? Can they afford $150 a month?

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You would do that on here.

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Type of coverage. Are they looking for term?

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Are they looking for final expense?

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Are they looking for whole life or an IUL?

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You would put that there.Height and weight is very important.

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This is actually a good starting point if your client is super healthy,

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no medications. We have a build chart, which I'll show you here in a little

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bit, and it'll guide you and let you know what health class you can start them

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at to run a quote. Another important thing

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is nicotine products. I would never ask, "Do you smoke?" Or, "What do you

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smoke?" Or, "What

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are you doing using tobacco?" Or not what are you doing, but,

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"What products are you using?" So I would always ask, "Do you use any kind

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of nicotine products? And if so, what type?" The reason

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behind that is, is that we have a couple of carriers that are

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tobacco-friendly. So if your client chews

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tobacco, sniff, I'm sorry, snuff.

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What is the other one? A dip.

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There are some carriers that are tobacco-friendly, so we would be able

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to give them a non-smoker rate if they do one of those.

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So there are some guidelines to those, which you can find in the

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underwriting guideline. And also you'd be saving your client

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maybe two to three times a smoker

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rate compared to a non-smoker. Smoking, really,

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it's going to be anyone who smokes cigarettes, who

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vapes,

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and

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has tobacco in it. So we've got to be careful

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on what nicotine products they use.

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And we can also guide you and let you know what carriers would probably be

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best for your client as well.

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Traffic violations. Does the client have a valid driver's

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license?

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What else? If they have any speeding tickets, DUIs,

240
00:14:11.924 --> 00:14:12.904
DWIs.

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00:14:14.244 --> 00:14:18.104
It varies by carrier, and it will also vary about how many

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00:14:18.184 --> 00:14:21.484
times they had a ticket for that.

243
00:14:21.544 --> 00:14:24.884
The underwriters are wanting to see

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00:14:24.944 --> 00:14:28.864
how reckless they are. They're wanting to make sure that they've

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00:14:28.904 --> 00:14:32.824
probably only done it once within the last five years, maybe twice

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00:14:32.984 --> 00:14:33.624
at max.

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00:14:34.844 --> 00:14:38.574
But it'll depend. And if you ever run into that situation, reach out to your

248
00:14:38.644 --> 00:14:41.184
life team. We'd be able to give you a little bit more guidance.

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00:14:43.244 --> 00:14:45.814
Hospitalizations within the last five years.

250
00:14:45.814 --> 00:14:48.704
Let us know when and why and what was the

251
00:14:48.804 --> 00:14:52.564
outcome. Are they to go back for additional surgeries,

252
00:14:53.444 --> 00:14:56.284
or are they completely healed and they're all good to go?

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00:14:58.484 --> 00:14:59.484
Medications.

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00:15:00.844 --> 00:15:04.503
I really don't care much for the dosage, but I do

255
00:15:04.584 --> 00:15:06.964
care for the type and the purpose.

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00:15:08.364 --> 00:15:12.104
So we need to be knowing why they are taking a specific

257
00:15:12.184 --> 00:15:14.844
medication. I'll give you a good example.

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00:15:14.884 --> 00:15:18.464
There was a super healthy agent

259
00:15:18.964 --> 00:15:22.904
who applied for life insurance for himself and got a decline,

260
00:15:23.344 --> 00:15:27.324
and we were like, "What's going on?" So then we found out that he was taking

261
00:15:27.344 --> 00:15:29.504
a medication for poison ivy.

262
00:15:30.324 --> 00:15:34.164
That medication is used for a lot of reasons.

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00:15:35.304 --> 00:15:37.524
So what we had to do is reach out to the carrier.

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00:15:37.904 --> 00:15:41.804
He ended up getting the absolute best health class,

265
00:15:42.304 --> 00:15:46.044
and he was able to have a policy. So that's also why we need to

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00:15:46.104 --> 00:15:47.064
know the reason.

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00:15:48.834 --> 00:15:52.344
Activities. These right here, hazardous activities,

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00:15:53.064 --> 00:15:56.944
that's important to know. We need to know how often.

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00:15:57.204 --> 00:16:00.204
There's a couple of details that we might need to ask a little bit more.

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00:16:00.684 --> 00:16:04.524
So if you need any additional help to running a quote, go

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00:16:04.564 --> 00:16:08.104
ahead and send this over to lifequotes@thebrokerageinc.com.

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00:16:08.644 --> 00:16:11.664
The more information we have, the better.

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00:16:11.744 --> 00:16:15.244
If the client is super healthy, go ahead and just run the

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00:16:16.244 --> 00:16:18.624
quote at a preferred rate class. Okay?

275
00:16:21.284 --> 00:16:23.824
So the online version, it's pretty much the same thing.

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00:16:23.904 --> 00:16:24.864
You just fill it out,

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00:16:25.844 --> 00:16:29.744
you submit it, it'll send us an email automatically, and we'll be able to reply

278
00:16:29.864 --> 00:16:31.364
back to you with a quote.

279
00:16:32.684 --> 00:16:36.514
Now, remember I said if your client was super healthy, we have a

280
00:16:36.524 --> 00:16:40.304
build chart. You can actually go on here and click on the specific

281
00:16:40.424 --> 00:16:43.063
carrier, look at their height and their weight,

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00:16:44.244 --> 00:16:47.964
and then you'll be able to see what health class they may

283
00:16:48.104 --> 00:16:51.763
qualify for up at the top, depending on their build. Okay?

284
00:16:52.544 --> 00:16:56.244
There is a link that will take you back to the first page, and then you're able to

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00:16:56.344 --> 00:16:57.724
select a different carrier.

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00:17:02.064 --> 00:17:05.424
Here is a really good cheat sheet for final expense.

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00:17:05.545 --> 00:17:08.704
You guys will also be receiving this as well.

288
00:17:10.184 --> 00:17:13.224
You have the carrier name and then the product name underneath.

289
00:17:13.844 --> 00:17:17.045
And then you'll be able to see what underwriting type this carrier is.

290
00:17:17.104 --> 00:17:19.874
So Aetna is a simplified issue carrier.

291
00:17:21.024 --> 00:17:23.664
Gerber is a guaranteed issue carrier.

292
00:17:23.684 --> 00:17:26.384
And then you have the benefit types underneath the

293
00:17:26.464 --> 00:17:29.964
underwriting. So Aetna offers three different benefit

294
00:17:30.064 --> 00:17:30.504
types.

295
00:17:32.024 --> 00:17:35.844
Corbridge offers two with their simplified, but they also have a guaranteed issue,

296
00:17:36.524 --> 00:17:39.524
which has one benefit type. So all the guarantees

297
00:17:40.584 --> 00:17:42.104
have only one benefit type.

298
00:17:43.364 --> 00:17:46.764
The guaranteed issue carriers also have a specific age range.

299
00:17:47.404 --> 00:17:51.164
Typically, it'll go up to 25,000 as well, where there's

300
00:17:51.184 --> 00:17:54.064
no underwriting. Simply fill out the application,

301
00:17:54.984 --> 00:17:58.964
send the payment in with the signature on the application, and then

302
00:17:58.984 --> 00:18:02.504
give the carrier five days to process it, and they'll have a policy in

303
00:18:02.584 --> 00:18:02.984
place.

304
00:18:04.384 --> 00:18:08.184
But the simplified issue carriers, it'll be simpler underwriting

305
00:18:08.224 --> 00:18:10.364
compared to traditional life insurance.

306
00:18:10.424 --> 00:18:13.364
So there is underwriting, nothing too extensive.

307
00:18:14.404 --> 00:18:17.404
No medical exams or labs or anything like that typically.

308
00:18:18.564 --> 00:18:21.384
And then they can get a final expense policy.

309
00:18:21.484 --> 00:18:24.484
So these are small whole life policies.

310
00:18:24.524 --> 00:18:28.454
Typically, it's going to be up to 50,000, depending on the carrier and

311
00:18:28.544 --> 00:18:32.284
also the age range. So if you need the guide for this particular

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00:18:32.404 --> 00:18:35.544
product, click on the link on the right-hand side, and you can read up more a

313
00:18:35.604 --> 00:18:39.428
little bit about it.I do have a final

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00:18:39.468 --> 00:18:41.408
expense 101 webinar.

315
00:18:42.748 --> 00:18:46.348
The webinars for the month of June should be coming out soon,

316
00:18:47.048 --> 00:18:50.628
so stay tuned, and we dive a little bit deeper into

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00:18:50.808 --> 00:18:51.808
final expense.

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00:18:54.488 --> 00:18:58.028
So in this TBI marketing section, we have a couple of

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00:18:58.508 --> 00:19:01.808
pieces that, if you wish, we can create for you.

320
00:19:02.408 --> 00:19:06.148
They are already pre-made, so you can select whichever one you want.

321
00:19:06.688 --> 00:19:10.567
You will send us the information. There are specific things that

322
00:19:10.577 --> 00:19:14.368
are required for you to send in, and you can send it to either

323
00:19:14.388 --> 00:19:17.148
myself or to Colby, and we'll get this ready for

324
00:19:17.208 --> 00:19:20.948
you. We also have it for final

325
00:19:20.968 --> 00:19:24.828
expense, so here's a good list. Now, I'm going to

326
00:19:24.888 --> 00:19:26.257
open up my

327
00:19:27.108 --> 00:19:31.028
life insurance bundle. We're in the process of updating this, so

328
00:19:31.068 --> 00:19:33.688
I may be able to send you the updated version.

329
00:19:34.468 --> 00:19:37.048
But I wanted to introduce you to my team real quick.

330
00:19:38.248 --> 00:19:42.028
We actually have a couple more people added to the sales support team,

331
00:19:42.108 --> 00:19:45.628
which are not on here, but I'll send out the new

332
00:19:45.688 --> 00:19:48.988
updated meet the team, and you'll be able to see

333
00:19:50.548 --> 00:19:53.048
our titles, what it is that we do to help you, okay?

334
00:19:53.768 --> 00:19:57.538
So for sales support, you can reach out to Sherry, Chris, myself,

335
00:19:57.648 --> 00:20:01.358
or Colby. We'd be able to help you with product information,

336
00:20:02.208 --> 00:20:05.678
quote assistance. If you're a new agent, reach out to us.

337
00:20:05.768 --> 00:20:07.878
We can help and do some training.

338
00:20:09.328 --> 00:20:12.368
Sherry's been with the brokerage for about 25 years now.

339
00:20:12.548 --> 00:20:15.868
Very experienced, very knowledgeable, all about life insurance.

340
00:20:16.428 --> 00:20:20.018
Chris Newberry, his background actually is from

341
00:20:20.148 --> 00:20:24.048
working with carrier partners, so he brought that knowledge over to the brokerage

342
00:20:24.548 --> 00:20:28.088
and is amazing. He's super helpful. He's pretty much on the road all the time.

343
00:20:28.678 --> 00:20:32.468
He does come into the office, so that does not mean that he's not available.

344
00:20:32.568 --> 00:20:34.308
Please feel free to reach out to him too.

345
00:20:35.408 --> 00:20:39.228
Colby Cox, his experience is actually being an agent, so he knows a

346
00:20:39.388 --> 00:20:42.548
lot about life insurance, annuities.

347
00:20:43.588 --> 00:20:47.308
Very good with IULs too. His two favorite, I believe, for

348
00:20:47.428 --> 00:20:51.108
IULs are Columbus Life and National

349
00:20:53.628 --> 00:20:55.308
Life. I'm sorry, I went blank for a little bit.

350
00:20:56.008 --> 00:20:59.908
But he actually made some quick videos, which I'll show you

351
00:21:00.608 --> 00:21:04.288
here in a little bit where you can find them, but he really goes into the

352
00:21:04.308 --> 00:21:08.248
different focuses depending on the IULs with the National Life Group.

353
00:21:08.258 --> 00:21:09.748
So we'll talk a little bit more there.

354
00:21:11.208 --> 00:21:14.048
When you submit an application, what happens next?

355
00:21:14.088 --> 00:21:17.908
Well, you have a case management team that will follow up with you,

356
00:21:18.028 --> 00:21:21.848
let you know the status of the case, and that's going to be Alta and

357
00:21:21.948 --> 00:21:25.768
Veronica. We actually have a couple more case managers, which will be in the

358
00:21:25.868 --> 00:21:29.588
new meet the team flyer. So when you submit a piece of

359
00:21:29.668 --> 00:21:33.648
business, these ladies will be reaching out to you via email, let you

360
00:21:33.708 --> 00:21:36.468
know the status of the case, what is missing.

361
00:21:37.068 --> 00:21:40.308
Maybe the client still hasn't done the part two interview,

362
00:21:41.468 --> 00:21:44.968
or answered health questions, and they'll be able to give you more details about

363
00:21:45.048 --> 00:21:48.968
that. Even any policyholder service after

364
00:21:49.008 --> 00:21:50.748
the policy's been placed in force.

365
00:21:51.328 --> 00:21:54.508
You can reach out to them for any kind of updates, such as a

366
00:21:54.608 --> 00:21:58.248
beneficiary change form, a bank draft form, things like that.

367
00:22:00.368 --> 00:22:01.988
Ms. Ebony, she is

368
00:22:02.868 --> 00:22:03.108
our

369
00:22:03.948 --> 00:22:07.408
senior contract specialist, but she knows a lot about our life contracts.

370
00:22:07.448 --> 00:22:11.268
If you have any questions, you can reach out to Ebony, or really, you can reach out

371
00:22:11.308 --> 00:22:14.368
to anyone in the contracting team. They'll be able to help you.

372
00:22:15.488 --> 00:22:19.408
We do have an annuity specialist, so if you have any questions, her name is

373
00:22:19.448 --> 00:22:20.208
Cheryl Chapman.

374
00:22:21.088 --> 00:22:24.868
She can help with quotes, applications, rates,

375
00:22:25.468 --> 00:22:29.168
anything like that related to annuities, you would reach out to her,

376
00:22:29.228 --> 00:22:29.748
okay?

377
00:22:33.588 --> 00:22:34.308
All right.

378
00:22:35.468 --> 00:22:39.268
The last thing I want to review inside the Life Hub is the

379
00:22:39.368 --> 00:22:43.348
learning aids. This right here, where you click on National Life Group,

380
00:22:43.428 --> 00:22:47.288
these are the quick little eight-to-ten minute videos that Colby made

381
00:22:47.348 --> 00:22:51.068
regarding the different focuses between all the different

382
00:22:51.168 --> 00:22:54.218
IULs. So really, you can take this focus with this

383
00:22:54.228 --> 00:22:55.808
particular product,

384
00:22:56.788 --> 00:23:00.648
and put it into a different carrier, because all the

385
00:23:00.748 --> 00:23:04.248
IULs typically will have an accumulation IUL or a

386
00:23:04.288 --> 00:23:08.188
protection purpose IUL, and you can take any kind of focus

387
00:23:08.228 --> 00:23:11.308
that he has on here and apply it elsewhere as well.

388
00:23:12.248 --> 00:23:15.628
But we do have some additional life insurance trainings, final

389
00:23:15.668 --> 00:23:19.408
expense trainings, dedicated to the specific

390
00:23:19.418 --> 00:23:23.108
carriers, and we're updating these as well to where we can actually show

391
00:23:23.288 --> 00:23:26.588
you how you can go onto their website and how to start the

392
00:23:26.648 --> 00:23:29.758
application. We won't take you through the entire thing, but at least you know how

393
00:23:29.768 --> 00:23:33.078
to log in to their website and

394
00:23:33.948 --> 00:23:35.248
submit the application there.

395
00:23:36.188 --> 00:23:38.108
And then how to run specific quotes.

396
00:23:40.288 --> 00:23:42.708
And then I lied. I have one last thing.

397
00:23:42.788 --> 00:23:46.368
We do offer additional products underneath the life insurance umbrella,

398
00:23:47.228 --> 00:23:49.808
and these are the additional products that we offer.

399
00:23:49.928 --> 00:23:53.288
So again, if you need Cheryl Chapman's contact

400
00:23:53.348 --> 00:23:54.728
information, it'll be here.

401
00:23:55.628 --> 00:23:58.028
If you need a disability quote, we have Mr.

402
00:23:58.888 --> 00:24:02.838
Evans, who will be able to help you, and you can request a quote using

403
00:24:02.888 --> 00:24:04.028
that link there as well.

404
00:24:05.568 --> 00:24:09.228
So all of that was in the product information section inside the Life

405
00:24:09.308 --> 00:24:11.508
Hub. Any questions as of right now?

406
00:24:12.028 --> 00:24:15.508
Make sure you're typing your questions in the Q&A or chat

407
00:24:15.568 --> 00:24:16.108
feature.

408
00:24:19.528 --> 00:24:22.088
All right. If I see it, I'll get back to it.

409
00:24:25.008 --> 00:24:28.808
Getting contracted. If you have an upline,

410
00:24:28.908 --> 00:24:32.288
so if you are under someone, you need to make sure that you're

411
00:24:32.388 --> 00:24:34.948
offering or you're requesting contracts with

412
00:24:35.968 --> 00:24:38.068
whatever your upline already has.

413
00:24:38.788 --> 00:24:42.628
If there is a contract that your upline does not have, your upline

414
00:24:42.688 --> 00:24:46.528
will need to be contracted first before you can request the

415
00:24:46.588 --> 00:24:50.458
contract.If you don't have an upline, you don't have to worry

416
00:24:50.608 --> 00:24:53.778
about that. You can go ahead and just start requesting your contracts.

417
00:24:54.318 --> 00:24:57.728
So everyone will click on Request Contracts.

418
00:24:59.228 --> 00:25:03.208
Now, in here you have not just life, you have final

419
00:25:03.268 --> 00:25:06.748
expense, health, ACA, Medicare.

420
00:25:07.248 --> 00:25:10.488
So you'll really need to go through and select the correct ones.

421
00:25:11.248 --> 00:25:12.708
So here's Cincinnati,

422
00:25:13.808 --> 00:25:14.848
here's Gerber.

423
00:25:15.948 --> 00:25:16.908
I'm just clicking on a

424
00:25:17.908 --> 00:25:21.848
few of our life carriers. When you're done, at the very

425
00:25:21.968 --> 00:25:24.528
bottom, and I'm sorry, but... Well, there we go.

426
00:25:25.088 --> 00:25:26.448
Here's the Next button.

427
00:25:27.688 --> 00:25:29.308
You'll click on Go to Insurance Bay,

428
00:25:30.428 --> 00:25:31.948
and then you'll click to continue.

429
00:25:32.008 --> 00:25:35.868
When you click to continue, it'll take you to a website that looks like this

430
00:25:35.908 --> 00:25:39.368
page here, where Ms. Ebony is actually giving you a full

431
00:25:39.388 --> 00:25:42.968
walkthrough of everything you need to do in order to

432
00:25:43.008 --> 00:25:44.968
successfully submit your contract.

433
00:25:45.768 --> 00:25:49.628
So if you have any questions while you are in Insurance Bay,

434
00:25:49.848 --> 00:25:53.288
or if you're wanting to check on the status of your contracts,

435
00:25:53.788 --> 00:25:55.408
call the contracting department.

436
00:25:56.128 --> 00:25:59.948
Give them about 24 to 48 hours to process the contract

437
00:26:00.048 --> 00:26:03.688
out, and then they'll be able to start sending you follow-up

438
00:26:03.808 --> 00:26:06.528
statuses of your contracts. Okay?

439
00:26:07.748 --> 00:26:11.708
Now, with life insurance, what will happen is the carriers will send you an

440
00:26:11.808 --> 00:26:15.688
email to let you know that you have been appointed, and they'll send

441
00:26:15.728 --> 00:26:19.228
you your agent writing number and also instructions on how

442
00:26:19.408 --> 00:26:21.988
to sign into their website for the first time.

443
00:26:24.308 --> 00:26:26.788
So that was in the Get Contracted section, okay?

444
00:26:28.948 --> 00:26:32.708
Let's talk about quote engines. I'm actually going to skip over

445
00:26:32.808 --> 00:26:34.948
this right here where it says Quote Engines.

446
00:26:35.028 --> 00:26:37.688
I'm going to start where it says Submit Applications.

447
00:26:38.608 --> 00:26:39.428
We have a

448
00:26:40.308 --> 00:26:44.088
drop ticket system called Vive, or you may know it as

449
00:26:44.168 --> 00:26:44.728
Hexusc.

450
00:26:45.588 --> 00:26:49.368
And what I really like about this drop ticket system

451
00:26:49.408 --> 00:26:53.028
right now is that it is a quote engine where you can

452
00:26:53.088 --> 00:26:56.608
submit the application electronically all through the

453
00:26:56.668 --> 00:26:57.168
system.

454
00:26:57.987 --> 00:27:01.228
So when you come in here for the first time, when you click on Start an Order,

455
00:27:02.328 --> 00:27:04.828
you may need to enter your details.

456
00:27:05.468 --> 00:27:06.788
So if you already have

457
00:27:07.888 --> 00:27:11.768
your business or if you have a phone line

458
00:27:11.777 --> 00:27:15.448
that will direct them to your business phone number, put in your

459
00:27:15.468 --> 00:27:18.968
business contact, your business email, phone number, address,

460
00:27:20.208 --> 00:27:23.068
and then you should be able to save your information.

461
00:27:23.748 --> 00:27:27.588
Then you'll be able to click on Start an Order again, and then it's going to take

462
00:27:27.628 --> 00:27:31.618
you to the beginning of submitting or entering the proposed insured

463
00:27:31.668 --> 00:27:33.268
information to run a quote.

464
00:27:34.148 --> 00:27:37.908
Now, in Vive, it's only available for about

465
00:27:37.948 --> 00:27:41.348
eight term carriers. It's only term.

466
00:27:42.228 --> 00:27:44.807
But you're able to submit it. You can save your quotes.

467
00:27:44.848 --> 00:27:46.568
You can save the application.

468
00:27:47.668 --> 00:27:51.448
You can come back and find it to finish it off if you need to leave at any

469
00:27:51.508 --> 00:27:55.228
point. So I'm just going to do a quick run on here, okay?

470
00:28:04.508 --> 00:28:08.228
Is your client wanting to replace their current life

471
00:28:08.288 --> 00:28:09.768
policy? Yes or no?

472
00:28:10.648 --> 00:28:14.528
If they do have additional insurance,

473
00:28:14.808 --> 00:28:18.598
there's some questions in the application that you'll have to answer,

474
00:28:19.218 --> 00:28:20.458
and we'll get to that in a little bit.

475
00:28:21.428 --> 00:28:23.088
What is the purpose of this coverage?

476
00:28:23.188 --> 00:28:26.608
Did you go into a business, and are you offering them key man or

477
00:28:26.628 --> 00:28:28.728
buy-sell? You would click Business.

478
00:28:29.408 --> 00:28:33.228
Is this a personal insurance, like husband and wife? You would put that there.

479
00:28:34.748 --> 00:28:37.768
You can do up to three different face amounts.

480
00:28:38.188 --> 00:28:41.388
If you don't know what face amount, you can calculate your client's needs, and

481
00:28:41.408 --> 00:28:43.348
it'll populate a number on there.

482
00:28:44.948 --> 00:28:47.548
You can select all term. You can select just a few.

483
00:28:49.188 --> 00:28:49.848
Underwriting.

484
00:28:50.748 --> 00:28:54.628
If you do not know what health class the client qualifies

485
00:28:54.668 --> 00:28:57.858
for, you can use the health analyzer.

486
00:28:57.958 --> 00:29:01.598
So on the next page, there will be questions that you'll have to ask,

487
00:29:02.548 --> 00:29:06.148
and then it'll populate a health class for you.

488
00:29:06.208 --> 00:29:09.388
If you feel confident enough to go ahead and just run

489
00:29:10.588 --> 00:29:14.428
it at a standard, you can do that there and keep going forward.

490
00:29:15.868 --> 00:29:19.548
What is a table rating? A table rating is going to be for your higher risk

491
00:29:19.628 --> 00:29:23.328
clients. I have a great webinar on underwriting,

492
00:29:24.388 --> 00:29:27.118
another one called Life Insurance Resources,

493
00:29:28.408 --> 00:29:29.428
and honestly, we

494
00:29:30.268 --> 00:29:33.868
dig a little bit deeper into the underwriting portion and kind of understand

495
00:29:34.048 --> 00:29:36.588
where you should classify your client.

496
00:29:36.628 --> 00:29:37.358
For example,

497
00:29:38.528 --> 00:29:42.188
if your client is typically on cholesterol and blood

498
00:29:42.268 --> 00:29:46.008
pressure medications, and their build is okay, their height and weight,

499
00:29:46.488 --> 00:29:49.128
go ahead and run it at a standard class.

500
00:29:49.768 --> 00:29:53.238
If the client is super healthy, no issues going on, very

501
00:29:53.688 --> 00:29:53.988
skinny,

502
00:29:55.408 --> 00:29:59.348
not anorexic skinny, but a good fit, I would do a preferred

503
00:29:59.388 --> 00:29:59.828
best.

504
00:30:00.988 --> 00:30:03.408
Or actually, I would probably do a preferred.

505
00:30:03.448 --> 00:30:06.928
The reason why is because when you submit it at a preferred, but they actually

506
00:30:06.988 --> 00:30:10.508
qualify for the preferred best, the carriers will actually give them what they

507
00:30:10.568 --> 00:30:13.408
deserve, what they actually qualify for.

508
00:30:15.128 --> 00:30:18.828
If the client is a type 2 diabetic, their A1C is under

509
00:30:18.948 --> 00:30:22.708
control, it's probably under a seven, I would probably

510
00:30:22.768 --> 00:30:26.648
start them at a table 2. If they are a diabetic, but they're on

511
00:30:26.728 --> 00:30:30.428
insulin, I would probably start them at a standard table 4.

512
00:30:31.188 --> 00:30:31.528
Okay?

513
00:30:33.488 --> 00:30:35.728
But for this, I'm just going to put it as a standard.

514
00:30:36.568 --> 00:30:40.468
If you add riders on here, the premium will go ahead and be

515
00:30:40.528 --> 00:30:44.468
increased. So when you run the quote, it'll have the correct premium

516
00:30:44.548 --> 00:30:45.088
on there for

517
00:30:45.148 --> 00:30:51.436
you.Now,

518
00:30:51.616 --> 00:30:54.836
it's going to show you all the carriers that are available in Vive.

519
00:30:59.956 --> 00:31:01.046
And after here,

520
00:31:02.356 --> 00:31:05.776
you would make the selection of the carrier that the client wants to submit

521
00:31:05.916 --> 00:31:06.516
business,

522
00:31:07.596 --> 00:31:09.536
and you would fill out the application.

523
00:31:10.696 --> 00:31:13.636
So right now, it's showing you the 20 and the 10.

524
00:31:13.716 --> 00:31:17.576
So I'm just going to separate it by clicking on the specific term length.

525
00:31:18.796 --> 00:31:21.216
And then I'm going to click on the word Price.

526
00:31:21.296 --> 00:31:25.236
This is going to sort this column by lowest to highest, and I'm also

527
00:31:25.256 --> 00:31:27.276
going to do it in this section down here.

528
00:31:29.656 --> 00:31:33.396
And then another thing, if you see an AU with a check mark, that means that the

529
00:31:33.436 --> 00:31:37.156
client could potentially qualify for the accelerated underwriting

530
00:31:37.216 --> 00:31:37.856
program.

531
00:31:38.676 --> 00:31:42.276
So just because you see this does not mean that they actually qualify.

532
00:31:42.396 --> 00:31:45.956
It'll be up to the underwriters once they receive the application.

533
00:31:47.256 --> 00:31:48.776
I would ignore this score,

534
00:31:50.496 --> 00:31:53.856
because really what Vive did is that they just gathered a specific

535
00:31:53.896 --> 00:31:55.596
criteria and gave an average.

536
00:31:56.656 --> 00:32:00.196
Cincinnati Life has actually been one of our top three, if not top five

537
00:32:00.296 --> 00:32:03.396
sellers every year. So I would ignore it, honestly.

538
00:32:05.056 --> 00:32:08.196
When the client makes a decision, and let's just say they want to go with

539
00:32:08.236 --> 00:32:12.216
Protective Life, you'll click on that same line, and it's going to

540
00:32:12.276 --> 00:32:15.776
take you to the application. So now you need to start gathering and

541
00:32:15.916 --> 00:32:19.836
entering the legal information, everything that is

542
00:32:19.896 --> 00:32:23.836
legally correct. So Williams. Williams go by

543
00:32:23.896 --> 00:32:27.716
Bill sometimes. You don't want to put Bill, you want to put his

544
00:32:27.756 --> 00:32:29.396
full name, William.

545
00:32:30.816 --> 00:32:34.756
Enter social. You might need to ask a couple of personal details.

546
00:32:36.276 --> 00:32:39.536
Driver's license. They do need to be a US citizen in this

547
00:32:39.616 --> 00:32:40.376
platform.

548
00:32:41.496 --> 00:32:45.356
You're not collecting payment, you're not collecting signatures, and

549
00:32:45.416 --> 00:32:48.556
you're not asking health questions.

550
00:32:48.656 --> 00:32:52.336
You do have to put in what kind of premium mode they're wishing to

551
00:32:52.436 --> 00:32:53.676
pay or willing to pay.

552
00:32:55.076 --> 00:32:58.616
Do they have existing or pending coverage? This is a requirement.

553
00:32:59.236 --> 00:33:00.496
If they put yes,

554
00:33:01.596 --> 00:33:05.216
is it existing or pending? You do need to put in the company

555
00:33:05.336 --> 00:33:09.236
name, the amount, the policy number, the year

556
00:33:09.296 --> 00:33:12.696
it was issued, and if you're going to be replacing that

557
00:33:12.756 --> 00:33:13.296
coverage.

558
00:33:14.536 --> 00:33:17.736
There's additional. There's a button here for additional.

559
00:33:19.736 --> 00:33:22.396
Who's going to be the owner? Is it somebody else?

560
00:33:23.716 --> 00:33:25.506
You would need to put in their information.

561
00:33:27.296 --> 00:33:31.156
Beneficiaries. How many beneficiaries are you going to have?

562
00:33:31.196 --> 00:33:32.436
You can add more.

563
00:33:33.336 --> 00:33:36.536
You also have the option to put their designation.

564
00:33:36.576 --> 00:33:39.436
Is this a primary or is it going to be a contingent?

565
00:33:40.216 --> 00:33:43.476
Now reminder, you can have as many primary

566
00:33:43.596 --> 00:33:46.956
beneficiaries and you can have as many contingent

567
00:33:46.996 --> 00:33:49.356
beneficiaries. The total between all of them,

568
00:33:50.216 --> 00:33:53.776
all of the primary has to be 100. All the contingents has to be

569
00:33:53.896 --> 00:33:57.716
100. So if there were four primary beneficiaries

570
00:33:58.296 --> 00:34:02.216
and nobody updated the beneficiary form, and these four all passed

571
00:34:02.296 --> 00:34:06.256
away or nobody can reach out to them, the death

572
00:34:06.316 --> 00:34:10.116
benefit is going to be paid out to the contingents.

573
00:34:10.576 --> 00:34:14.256
So if there's three contingents after the beneficiaries,

574
00:34:15.476 --> 00:34:16.555
it'll go to those three.

575
00:34:17.596 --> 00:34:20.846
Now, when you click Continue,

576
00:34:22.476 --> 00:34:26.457
you're going to review everything that you're about to submit, and you'll finally

577
00:34:26.536 --> 00:34:30.437
submit it. When you submit the application, you're going to get a screen, and

578
00:34:30.496 --> 00:34:34.476
it will let you know if that carrier will contact your client by

579
00:34:34.576 --> 00:34:38.437
email or by phone number. And that's when they're

580
00:34:38.476 --> 00:34:41.377
going to do the part two. So you don't have to do it.

581
00:34:41.457 --> 00:34:45.236
The carrier will call them or email them, and the client will do that with

582
00:34:45.316 --> 00:34:45.576
them.

583
00:34:48.136 --> 00:34:48.696
What else?

584
00:34:49.917 --> 00:34:53.377
Sometimes, even when you submit the

585
00:34:53.437 --> 00:34:57.306
application, it'll say, "Here's a phone number if your client wishes

586
00:34:57.336 --> 00:35:00.116
to get this done right now." So they can actually call

587
00:35:00.156 --> 00:35:02.956
immediately to do that part two.

588
00:35:04.096 --> 00:35:07.696
Now, this phone number here is the Life Team phone number.

589
00:35:07.976 --> 00:35:11.716
So if you have any questions while you're in Vive, you can give us a call.

590
00:35:11.796 --> 00:35:12.835
We'd be able to help you.

591
00:35:14.636 --> 00:35:18.556
So again, Vive is a drop ticket system for about

592
00:35:18.616 --> 00:35:21.936
eight term carriers where you can submit the application,

593
00:35:22.716 --> 00:35:25.336
and it's going to be under the Submit Application section.

594
00:35:26.156 --> 00:35:28.656
So let's go over to the quote engines now.

595
00:35:29.136 --> 00:35:32.596
I'm going to show you how to run quotes with all of our quote engines, which do not

596
00:35:32.676 --> 00:35:32.976
have

597
00:35:33.896 --> 00:35:37.276
a platform for you to submit the application through those.

598
00:35:39.896 --> 00:35:43.496
So we have three quote engines. Winflex Web is

599
00:35:43.576 --> 00:35:47.366
actually a website. You do need to request access one time,

600
00:35:47.956 --> 00:35:50.436
and then you'll be able to run quotes on their website.

601
00:35:51.506 --> 00:35:53.296
This is what it looks like when you log in.

602
00:35:54.096 --> 00:35:56.736
So once you finish registering, we'll get notified,

603
00:35:57.576 --> 00:36:00.116
and then we'll give you access to all of our carriers.

604
00:36:01.036 --> 00:36:04.476
The only reason why I go into Winflex is to run permanent

605
00:36:04.596 --> 00:36:05.096
quotes,

606
00:36:05.956 --> 00:36:09.776
like Universal Life, IULs, Whole Life.

607
00:36:10.436 --> 00:36:14.396
You are able to run Term on here, but what Winflex does is it

608
00:36:14.496 --> 00:36:17.736
actually runs a quote in a full illustration format.

609
00:36:17.836 --> 00:36:21.796
So it could be anywhere from nine to 40 pages long, depending on

610
00:36:21.845 --> 00:36:22.536
the product.

611
00:36:23.356 --> 00:36:26.726
It's going to show you the cash value, if there's any cash value.

612
00:36:26.876 --> 00:36:30.416
It's going to tell you details about the policy, how the riders

613
00:36:30.456 --> 00:36:32.816
work, so on and so forth.

614
00:36:33.756 --> 00:36:37.536
So Winflex, it's not a quick comparison quote

615
00:36:37.616 --> 00:36:41.456
engine. This is also why it's really important to know what is your

616
00:36:41.556 --> 00:36:44.536
client's focus if they're wanting an IUL.

617
00:36:45.096 --> 00:36:47.845
Are they wanting it more for protection purposes?

618
00:36:47.976 --> 00:36:49.536
Are they wanting it for cash

619
00:36:49.596 --> 00:36:53.528
accumulation?That's also why it's important

620
00:36:53.538 --> 00:36:55.588
to know what's their premium budget.

621
00:36:55.728 --> 00:36:58.248
Because in WinFlex, it's very flexible to run.

622
00:36:58.288 --> 00:37:02.188
You can run it by the premium amount, you can run it by the face amount, and it'll

623
00:37:02.208 --> 00:37:05.808
spit out either the premium or the face amount, depending on how you ran it.

624
00:37:07.068 --> 00:37:10.088
If your goal is to keep upping that,

625
00:37:11.188 --> 00:37:14.588
putting more money to get more cash value, there's many

626
00:37:14.908 --> 00:37:18.708
different things on WinFlex. So there's a lot of tabs that you have to go through.

627
00:37:19.708 --> 00:37:23.448
So it's better to know upfront exactly what your client is

628
00:37:23.508 --> 00:37:25.948
wanting before you go in and run an IUL.

629
00:37:28.368 --> 00:37:31.868
I'm going to go back, and I'm going to go into Final Expense.

630
00:37:36.308 --> 00:37:40.268
So Final Expense, remember, it's a small whole life policy, could be

631
00:37:40.348 --> 00:37:43.968
up to 50,000 in coverage, depending on the client's age.

632
00:37:44.568 --> 00:37:48.088
You're going to go under the Simplified Issue Life to run the final

633
00:37:48.148 --> 00:37:49.208
expense quotes.

634
00:37:50.268 --> 00:37:50.548
Now,

635
00:37:51.548 --> 00:37:55.228
you are not going to enter anything in the underwriting

636
00:37:55.288 --> 00:37:58.848
type. This right here is for the term and

637
00:37:58.908 --> 00:38:02.788
the IUL, which this function should not work for

638
00:38:02.928 --> 00:38:03.048
you.

639
00:38:04.338 --> 00:38:06.328
So you would actually stop at the plan type.

640
00:38:06.388 --> 00:38:08.668
You would make a selection for Final Expense.

641
00:38:09.768 --> 00:38:13.428
Now, I'm just going to run a quick quote for a 65-year-old female,

642
00:38:13.548 --> 00:38:16.888
non-tobacco. Let's just look at 10,000 in coverage.

643
00:38:16.968 --> 00:38:20.658
But let's say that this client is currently going through chemo and

644
00:38:20.748 --> 00:38:24.508
radiation. She's only going to qualify for the guaranteed

645
00:38:24.568 --> 00:38:24.988
issue.

646
00:38:26.128 --> 00:38:27.468
I'm going to click on Get Quote.

647
00:38:29.448 --> 00:38:32.948
So anything in blue is what is populating based on the

648
00:38:32.988 --> 00:38:36.708
information that you submitted. There are alternative

649
00:38:36.748 --> 00:38:39.938
plans based off of the criteria that you did not

650
00:38:40.028 --> 00:38:43.688
select. So I would ignore the tan-colored boxes.

651
00:38:43.728 --> 00:38:44.848
Always look at the blue.

652
00:38:45.948 --> 00:38:49.348
So here's your three guaranteed issue carriers.

653
00:38:50.208 --> 00:38:53.968
Return of premium, that means that if they pass away within the first

654
00:38:54.028 --> 00:38:57.388
two years, the premiums will be returned to the

655
00:38:57.428 --> 00:39:00.508
beneficiary. But after that third year,

656
00:39:01.328 --> 00:39:05.268
if the client passes away, then it's going to be the full death benefit that pays

657
00:39:05.368 --> 00:39:09.288
out. So make sure you register when that final expense webinar is

658
00:39:09.348 --> 00:39:11.948
up on our website to learn a little bit more.

659
00:39:13.088 --> 00:39:16.328
Now, if the client was very healthy, you can uncheck

660
00:39:16.528 --> 00:39:20.188
Guaranteed, and I would click on Level and Graded

661
00:39:20.348 --> 00:39:24.048
Modified. This is going to bring up all of your simplified issue

662
00:39:24.168 --> 00:39:24.868
carriers.

663
00:39:25.828 --> 00:39:29.288
So for example, United of Omaha, here is their level

664
00:39:29.428 --> 00:39:33.408
benefit. I know they have a graded benefit plan, so I'm going to go down

665
00:39:33.448 --> 00:39:34.408
and look for it.

666
00:39:35.868 --> 00:39:36.608
And here it is.

667
00:39:38.148 --> 00:39:42.028
So once you select it with the little heart, you can click on Compare Saved

668
00:39:42.168 --> 00:39:45.668
Plans, and you should be able to see it side by side.

669
00:39:46.728 --> 00:39:49.888
From here, you can print it, you can save it, download it.

670
00:39:50.088 --> 00:39:53.568
I always say save and download a copy to your

671
00:39:54.148 --> 00:39:58.057
computer in a folder, because these quote engines here will not

672
00:39:58.128 --> 00:40:01.288
save your client's information. WinFlex

673
00:40:01.328 --> 00:40:05.228
will. You have to click on the little save floppy disk that's in there,

674
00:40:05.768 --> 00:40:09.628
and then Vive will as well. But Final Expense will not save your

675
00:40:09.688 --> 00:40:10.448
client's info.

676
00:40:12.088 --> 00:40:16.028
If you are showing them this, make sure you add the rate plus the

677
00:40:16.088 --> 00:40:18.268
fee to get the total premium.

678
00:40:19.448 --> 00:40:22.777
Now again, in this quote engine, you have to be contracted and

679
00:40:22.828 --> 00:40:26.348
appointed. And then the easiest way to submit

680
00:40:26.388 --> 00:40:30.308
business would be to go in directly to the carrier's website and submit it

681
00:40:30.348 --> 00:40:30.828
through there.

682
00:40:31.928 --> 00:40:34.088
Some of these do have a paper application.

683
00:40:34.168 --> 00:40:37.807
You can always reach out to your life team to get a paper application.

684
00:40:39.288 --> 00:40:42.228
But I think it's best, honestly, if you go directly to the website.

685
00:40:42.268 --> 00:40:44.108
It's pretty simple, quick, and easy.

686
00:40:44.188 --> 00:40:46.428
You fill in the blanks, and you hit Submit.

687
00:40:49.088 --> 00:40:51.288
So that was the Final Expense quote engine.

688
00:40:51.548 --> 00:40:55.048
The last quote engine on here is the Life Quotes, and I know we went

689
00:40:55.128 --> 00:40:56.268
backwards a little bit.

690
00:40:57.108 --> 00:41:01.028
So this right here is the platform that you will be using.

691
00:41:01.988 --> 00:41:05.418
And in this quote engine, this is a comparison quote engine.

692
00:41:06.048 --> 00:41:08.907
So you can select many term years.

693
00:41:10.467 --> 00:41:14.328
You can select your universal life, and these are just going to give you quick

694
00:41:14.368 --> 00:41:17.928
little snippets, right, to let you know what is available.

695
00:41:19.448 --> 00:41:21.788
And then you also have return of premium.

696
00:41:23.468 --> 00:41:25.068
So when you make your selection

697
00:41:25.968 --> 00:41:29.808
on the product types and you select the carriers, I always select All.

698
00:41:29.928 --> 00:41:33.488
It does not matter really on these carriers if you're appointed or not.

699
00:41:33.528 --> 00:41:36.548
That's only Final Expense to submit business.

700
00:41:37.088 --> 00:41:40.468
So I always select All because I want to see who's offering the best rate.

701
00:41:40.548 --> 00:41:43.668
Some of these carriers are very competitive, and you're going to see that they're

702
00:41:43.768 --> 00:41:46.928
offering the same premium, or it may be one penny off.

703
00:41:50.108 --> 00:41:53.688
I saw a question. I'll get to it here in just a little bit.

704
00:41:53.728 --> 00:41:57.028
So here you also have your table rates at the bottom.

705
00:41:58.748 --> 00:42:00.848
You can add multiple face amounts.

706
00:42:03.308 --> 00:42:04.228
You can add

707
00:42:05.568 --> 00:42:06.768
riders if you wish.

708
00:42:13.888 --> 00:42:17.628
All right, so you have two tabs that you have to go through because I selected a 20

709
00:42:17.638 --> 00:42:18.598
and a 25.

710
00:42:19.708 --> 00:42:23.468
The 250, it's always going to show you the least premium at the top.

711
00:42:24.908 --> 00:42:28.448
So you could see that Banner and Protective are very competitive because it's one

712
00:42:28.548 --> 00:42:29.168
penny off.

713
00:42:30.548 --> 00:42:31.948
You can make your selections.

714
00:42:32.768 --> 00:42:36.378
Now, since I did run a 500,000, I may need to change it to the

715
00:42:36.528 --> 00:42:39.758
second or the third page to find the 500,000.

716
00:42:43.688 --> 00:42:45.538
And you can start to make your selections.

717
00:42:46.448 --> 00:42:48.528
Then you can click on the other tab and do the same.

718
00:42:48.908 --> 00:42:52.828
Now, when you are done selecting these carriers, what you can do is you can

719
00:42:52.868 --> 00:42:56.228
click on Share or Compare. Going to take you to the exact same

720
00:42:56.268 --> 00:42:59.896
placeClick Share. You can

721
00:43:00.016 --> 00:43:03.836
text and email it to your client from here, but I don't trust technology.

722
00:43:04.036 --> 00:43:07.016
I always like to download it myself and attach it in an

723
00:43:07.176 --> 00:43:08.916
email myself.

724
00:43:10.296 --> 00:43:14.255
And then I typically use the top two for comparison, so I'll

725
00:43:14.316 --> 00:43:15.876
stick with this top left.

726
00:43:18.216 --> 00:43:21.956
And now it's going to show it to me all in a clean sheet of paper,

727
00:43:22.056 --> 00:43:23.226
maybe two pages,

728
00:43:24.076 --> 00:43:26.246
and you'll be able to see here's the 250,

729
00:43:27.896 --> 00:43:31.816
and then you can see the 500,000, the health class that we ran it

730
00:43:31.896 --> 00:43:35.656
at, and all the details of how we ran it are up at the

731
00:43:35.716 --> 00:43:36.056
top.

732
00:43:37.536 --> 00:43:41.196
So these carriers also, I don't know if you noticed, but

733
00:43:41.276 --> 00:43:44.716
Corbridge, Banner, Protective,

734
00:43:45.656 --> 00:43:49.196
these are also in Vive. So if you start

735
00:43:49.316 --> 00:43:53.136
here and you know that these carriers are in Vive, go over

736
00:43:53.256 --> 00:43:56.876
to Vive, the job ticket system, and submit the application through there.

737
00:43:56.996 --> 00:43:59.056
The premium should be the same.

738
00:44:02.996 --> 00:44:04.976
All right, let's answer some questions.

739
00:44:07.016 --> 00:44:10.736
"I have a prospect client that is interested in an IUL that is for

740
00:44:10.816 --> 00:44:14.336
cash accumulation. However, his question to me was

741
00:44:14.436 --> 00:44:17.526
also asking about the front-end load policy."

742
00:44:18.426 --> 00:44:19.976
Absolutely. Ask Colby

743
00:44:20.876 --> 00:44:21.876
or Chris Newberry.

744
00:44:23.376 --> 00:44:27.096
I know Colby has a training right now going on, so I don't know.

745
00:44:27.156 --> 00:44:30.776
I think he'll be done in the afternoon, but if you want to reach out to Chris, he

746
00:44:30.816 --> 00:44:32.096
should be able to help you as well.

747
00:44:33.016 --> 00:44:34.496
Good question.

748
00:44:36.116 --> 00:44:36.696
All right.

749
00:44:38.156 --> 00:44:39.156
So let's go back,

750
00:44:41.276 --> 00:44:43.056
and let's click on

751
00:44:44.756 --> 00:44:47.856
Producer Perks real quick. I want to show you one thing.

752
00:44:47.936 --> 00:44:49.336
We have a couple more minutes.

753
00:44:50.556 --> 00:44:54.316
So with the Life Department, every time you submit business, the

754
00:44:54.416 --> 00:44:58.196
carriers will pay you directly. Now, every

755
00:44:58.256 --> 00:45:01.756
time you submit a piece of business, we have something called Brokerage Bucks.

756
00:45:02.736 --> 00:45:06.616
In our Brokerage Bucks, you can actually accumulate credits,

757
00:45:07.296 --> 00:45:11.056
not just for life, but also for

758
00:45:11.116 --> 00:45:14.716
Medicare, ACA, for selling dental policies.

759
00:45:14.776 --> 00:45:17.796
Really what this is, it's like a reimbursement program.

760
00:45:18.656 --> 00:45:22.556
So every time you submit business and you earn credits,

761
00:45:23.156 --> 00:45:26.896
and let's say that you purchase maybe some business cards, or

762
00:45:26.976 --> 00:45:30.736
maybe you bought an agent website, or maybe you

763
00:45:30.816 --> 00:45:31.995
purchased a laptop.

764
00:45:32.816 --> 00:45:36.716
If you hit the credit limit of eight credits every month, or

765
00:45:36.876 --> 00:45:40.716
13 in the month of January, you can get up to

766
00:45:40.736 --> 00:45:43.796
$450 every month, which is up to

767
00:45:43.806 --> 00:45:47.536
$5,400 a year in reimbursement. So that's a good

768
00:45:47.596 --> 00:45:49.016
reimbursement program.

769
00:45:50.456 --> 00:45:53.616
And then you would come in here and fill out the information at the bottom.

770
00:45:54.476 --> 00:45:58.186
Zoe from the Medicare team is the one who's in charge of Brokerage Bucks, so if you

771
00:45:58.316 --> 00:46:00.756
have any questions, feel free to reach out to her.

772
00:46:03.876 --> 00:46:06.916
The other thing is discounts. We have

773
00:46:07.636 --> 00:46:10.776
partner discounts depending on what it is that you're looking for.

774
00:46:11.296 --> 00:46:13.296
So if you need E&O insurance,

775
00:46:14.256 --> 00:46:17.656
we recommend CalInsurance.

776
00:46:17.676 --> 00:46:18.496
So

777
00:46:19.676 --> 00:46:23.176
it's a good discount. You can get reimbursed if you do it through

778
00:46:23.256 --> 00:46:27.076
CalInsurance as well. So if you have any questions, there's a phone

779
00:46:27.116 --> 00:46:30.576
number on here or an email that you can reach out to for your E&O

780
00:46:30.636 --> 00:46:31.216
insurance.

781
00:46:34.276 --> 00:46:35.396
Any questions?

782
00:46:43.676 --> 00:46:47.416
Again, remember to register for our upcoming webinars that are

783
00:46:47.476 --> 00:46:51.056
coming up in June. Can't believe we're almost

784
00:46:51.116 --> 00:46:54.136
halfway through the year. It's crazy.

785
00:46:56.356 --> 00:46:59.056
Let me go here to the Life Hub real quick.

786
00:47:02.896 --> 00:47:06.216
One thing I forgot to mention, we do have a life insurance

787
00:47:06.336 --> 00:47:07.036
calculator.

788
00:47:07.976 --> 00:47:11.756
So if you click on TBI Life Calculator, let's just say

789
00:47:11.796 --> 00:47:15.676
that your client came up to you and was like, "Hey, I need life insurance,

790
00:47:15.736 --> 00:47:19.416
but I don't know how much I should apply for." Well, if you fill

791
00:47:19.476 --> 00:47:23.336
this out and you click on Calculate Death Benefit, it'll ask you a couple

792
00:47:23.416 --> 00:47:24.466
more questions, and it'll

793
00:47:25.576 --> 00:47:29.476
spit out a face amount. So that way, you could feel a little

794
00:47:29.576 --> 00:47:33.196
bit more confident and comfortable in knowing that your client is going to be

795
00:47:33.256 --> 00:47:37.216
secured. And not just them, but their family, in case

796
00:47:37.276 --> 00:47:38.866
that something were to happen to them.

797
00:47:42.976 --> 00:47:46.845
And then, of course, the Fact Finder, that's here for you for

798
00:47:47.036 --> 00:47:50.776
quick access, so you don't have to go elsewhere to collect client information.

799
00:47:54.216 --> 00:47:54.516
Oops.

800
00:47:57.316 --> 00:48:00.356
All right, guys. Any questions? If not,

801
00:48:01.416 --> 00:48:05.216
please remember again, I will send out an email with the life

802
00:48:05.256 --> 00:48:08.576
insurance bundle, our updated team contact

803
00:48:08.656 --> 00:48:12.376
information. It's now two pages. That's how many people we added.

804
00:48:13.076 --> 00:48:16.596
And then questions about contracting, reach out to our

805
00:48:16.716 --> 00:48:20.516
contract department. If you need any additional

806
00:48:20.596 --> 00:48:22.096
assistance or 101,

807
00:48:22.956 --> 00:48:23.936
reach out to me,

808
00:48:25.256 --> 00:48:28.196
Sherry, Chris, Colby. We'd be happy to help.

809
00:48:29.996 --> 00:48:33.136
And so yeah, we're here for you. Thank you guys for your time.

810
00:48:33.256 --> 00:48:37.196
I appreciate you all joining. And I apologize if you had any kind of

811
00:48:37.276 --> 00:48:38.936
issues with the registration link.

812
00:48:39.036 --> 00:48:42.896
So please let us know if there's anything that we can do to help you succeed,

813
00:48:42.976 --> 00:48:45.876
or any questions that you may have. We're happy to help.

814
00:48:46.316 --> 00:48:49.036
Have a wonderful day. Thank you.