Field Underwriting 101- The Importance

Join us for a focused webinar on the why behind field underwriting in life insurance. Learn how early fact-finding impacts approvals, pricing, and client expectations—and why it’s critical to get it right from the start.
Better field underwriting leads to faster approvals, fewer declines, and stronger placement rates. Perfect for agents looking to write cleaner business and close with confidence.

Timestamps

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Welcome everyone. I'm Crystal Bustillos, and I'm here with Alta

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Garcia, life new business manager here in the life department

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at the brokerage. Welcome to today's Field Underwriting

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101.

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This webinar is being recorded. I will be able to send you the link

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along with a couple of pieces of information that we

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have on our website, such as cheat sheets and things like that.

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If you have any questions, please don't hesitate to

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type in your questions in the Q&A or chat feature.

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And Alta and I decided that we're going to be taking a--

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I see that message. Give me one second, Christopher.

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We're going to be taking questions here as we're going through,

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so if at any point we get a good stopping point, we'll go ahead and answer

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some questions.

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Christopher, I would say maybe log off and log

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back in, see if that works. Anyone else having a bad echo?

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Alta, can you hear an echo with me?

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Nope. You sound good.

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Okay. Awesome. Well, let's go ahead and get started, you guys.

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So we really wanted to make this field underwriting webinar for you

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guys to get a better understanding of the importance of

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asking questions when you're meeting with your client to get a better

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feel for their risk class. Okay? So let's go ahead and

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get started, and I'm going to hand it over to Alta Garcia again.

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She is our life new business manager.

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Good morning, everyone. So field underwriting.

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This is crucial upfront,

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because we try to avoid surprises as much as we can, and

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basically it's just a process of evaluating. You're the first risk.

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You're the first person to talk to this client.

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You've got the relationship with the client.

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So we need to try to determine some type of a health class

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up front so that you can run the numbers and present it to your client,

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but we want to be realistic. You can show them whatever you

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want, but it's better to be prepared than

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get a surprise and your client walks away.

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We don't want that. We want to help you place this case.

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You want to go to the next one?

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Mm-hmm.

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So, as you meet with your client,

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there are certain questions that we need to get upfront that are very, very

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important so that you can present a realistic expectation to your

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client. It also helps you improve your placement ratio if you don't get

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surprises, and in the long run, your client will be

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happy if they're able to get their life insurance policy.

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Go ahead, Crystal.

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So,

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as the agent, you're the front-end person.

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You're the one that's sitting across the table from the client.

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Let them know that you're going to obtain some minimal information.

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They still have to go through underwriting.

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So depending on the outcome of the underwriting is what determines

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their actual approval rate.

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So in obtaining that information upfront, that'll help us find

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the right carrier for you, because you can run the numbers, but each

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carrier has their own underwriting guidelines, and we need to go through

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those and figure out are we really going to the right carrier.

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And we actually have those underwriting guidelines on our website, right,

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Alta?

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Yes. They're available on our website, so if we're not here, you can always

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click in there in the Life Hub area and access all of

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that information. So,

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let's just go over a little bit of the underwriting process.

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So you submit the application. Depending on whether it is a

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paper app or a drop ticket will determine the next step.

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After the interview on the drop tickets is when the carriers decide, okay, well we

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can just obtain lab information,

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and we don't have to get an actual exam.

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Or the other flip side is we'll get medical

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records. Typically, if your client has had a physical within a

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certain period of time, because each carrier has their own table, they'll determine

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whether, oh, we'll just obtain those medical records.

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If there's sufficient information in those records,

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then they'll just approve them off the records.

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If not, then that's when we see they come back and ask for actual

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lab work to be done. They don't typically do an exam anymore,

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because they obtain all the medical information during the interview.

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But they will ask for a blood sample and a urine specimen as

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well.

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And that's at no cost maybe?

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At no cost to the client. The carrier pays for just

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about everything that they request.

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Unless it's something they can't obtain and the client's going to have to

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help us out a little bit. But all the costs are typically paid by the insurance

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company. Mm-hmm.

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One thing, Alta, I like to tell the agents, if

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you guys get to the point where Alta or

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Veronica are letting you know that medical records are being

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asked or requested, I always tell the agents to advocate for the client.

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Call the doctor's office or have your client call the doctor's office and say,

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"Hey, I'm applying for life

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insurance, and I need you guys to send off those medical records." Because

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I feel like that's a little bit of a hold-up in the underwriting process, that the

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doctors may or may not send the records as quickly as

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possible. And sometimes they may have multiple doctors for different conditions.

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Is that right?

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That's correct. And

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the request typically, though, does not come from the insurance company.

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That's one thing that we run into a stumbling block with.

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Most carriers have a third-party source, and whenever you see a

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delay in underwriting is when the doctor has a third party also that does the

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release of records. So

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if we see a delay, we'll let you know.

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The request is coming from ABC

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Medical Records Retrieval Service, so we'll let you know because it's not coming

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direct from the insurance company.

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But that's going to be where you see delays in

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underwriting, when the doctor does not release those records in a timely

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basis.That's--

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I wish there was something we could do.

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Now, if a lot of the doctors have flipped over to the

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electronic system, so if the records are available through the

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electronic health records, then they don't have to go out and get

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the actual physical records. But there's still a lot of doctors out in the world

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that are not over on the full electronic system.

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So it prevents delays.

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Health classes. So we have a number of health classes.

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You've got your preferred best, which is your top elite.

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If you feel confident in

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quoting someone the best, go ahead.

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I'm always hesitant on that, because if they have a lab work that's

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off just a little bit, it can knock them out of the best.

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I always say be conservative, go back with good news instead of bad

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news. So they look great on the outside, but you

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never know what's on the inside. So, you

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could

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quote them preferred.

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Again, unless you got your marathon runner and they're

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good height and weight, and they've got good health history, then go ahead and

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go for the best. Standard plus is not with all

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the carriers, but it's kind of like an in-between.

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Again, if you refer to the underwriting guidelines, if you've chosen a company,

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all of the underwriting guidelines show you what the criteria is for each one

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of those classifications.

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So, one carrier calls

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preferred could be their standard plus.

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So just take a look at the guidelines after you've run your illustrations.

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Table rates. Let's talk a little bit about table rates and people who

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could possibly be declined.

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Mm-hmm.

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For instance,

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I'm going to say right now type 2 and type 1

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diabetics can get life insurance.

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They'll probably be table-rated.

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Now, we have seen some carriers give non-table

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rates, so they could probably even qualify for a standard.

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But typically, at that point, what we've been seeing is that the

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client's A1C has been very, very good.

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Maybe a five, under a six, Alta, maybe.

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Mm-hmm.

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And it has to be there for quite some time.

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So there are options. Another

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decline maybe, or decline, really, it's going to be people who are going to be

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a little bit on the heavier side. There is a build

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guideline chart that we have on our website that you have access

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to,

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just to see where the client could possibly qualify

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for, such as for a health class.

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So if they're over the BMI limit, then they're going to be

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declined.

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What else, Alta? What are a couple of reasons?

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And some of the declines is when we've seen where they have

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multiple health issues. You have a diabetic who

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has also cardiovascular issues or

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something

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else. But just keep in mind that all the insurance

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companies

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give credits for healthy lifestyles.

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So even if you have a diabetic and

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they're a healthy lifestyle, they exercise on

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a daily basis, they do nutrition classes.

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The underwriter is looking for that.

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If they're

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not maintaining a healthy lifestyle, there is no pattern of control

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that they see in the medical records.

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Their numbers are all over the place, well, there's your decline.

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Mm-hmm.

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So they're looking for-- It doesn't matter what the health history is,

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as long as they show that they're being compliant with their

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doctor's orders, they're great. Also, cancer.

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Cancer is a big one that comes up quite a bit.

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Typically, after five years with most cancers, you don't see any more

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ratings. As long as they've continued to have their yearly follow-ups.

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After the five years, you don't see extra ratings.

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With cancer, it really is going to depend on the original staging, the

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pathology.

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But they're looking for you've passed the five-year threshold, you're good.

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You might even start at a standard.

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Mm-hmm.

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Okay, here's a big one.

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When you're there with your client, always ask them what the height and weight is.

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It's important. It

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could determine whether they're going to be standard to a table rating.

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Most of the carriers do have extended weight

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charts. If you're unsure and it falls off the chart on

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the guidelines, let us know. We

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have ways of figuring it out with different carriers.

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But height and weight is very, very important.

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It's just a simple question. "Can you please tell me what your height and weight

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is?"

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Yeah.

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Go ahead, sorry.

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No.

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That's what I was going to say. It's important.

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Don't be shy about asking it. It's one of

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the things that are used to make an underwriting decision,

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and you can tell that to your client. They use that.

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Absolutely. And even if your client is super healthy,

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maybe they're not super, super skinny, you don't want to get them a preferred.

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Use our build guideline cheat sheet that we have on our website.

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That's going to give you a good starting point.

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It'll list on there the specific height and weight

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chart, and it'll let you know if they maybe you could start them at a preferred, a

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standard, maybe a standard plus. It just

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depends.

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But also,

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if your client is super healthy, just look at that cheat sheet.

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I was also going to say that

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some of the carriers may have similar height and weight

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guidelines, but then there's others who are completely different.

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So make sure to use that cheat sheet that we have on our website, and I can email

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it to you guys as well.

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And on height and weight,

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you can get rated in decline for being underweight as well.

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Yeah.

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Everybody thinks it's someone that's a large build.

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Well, not necessarily. Underweight is also ratable

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to a decline.

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Can we talk about

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bodybuilders?

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They're

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buff because they have more muscle, right?

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Right.

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Compared to fat. So-

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Yeah

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... can you talk a little bit about that and what underwriters do, and what maybe

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the agent should do when they're applying for their client who is a

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bodybuilder?

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Okay. Yeah. So,

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the best thing to do is once the application gets set up is maybe

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send us an email or a cover letter stating that.

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If they don't do an exam, they're not going to go out and measure the person.

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When they do exams, they would measure their chest

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and their waist and so forth. But if not, then let us know

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that. Let us know their lifestyle and how often they lift

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weights or what they do to be that way.

247
00:13:38.452 --> 00:13:41.572
The underwriters do take that into consideration.

248
00:13:41.612 --> 00:13:45.252
Now, that doesn't mean that they're going to go into the preferred best.

249
00:13:45.992 --> 00:13:49.432
They still have weight. They're still going to consider it,

250
00:13:49.472 --> 00:13:53.312
but they'll put that into the shaving part of their final

251
00:13:53.352 --> 00:13:55.332
decision. So, let us know.

252
00:13:56.832 --> 00:13:57.292
Very good.

253
00:13:58.212 --> 00:13:59.492
I get that question a lot, too.

254
00:14:02.812 --> 00:14:06.432
Mm-hmm. Oh, medications.

255
00:14:06.592 --> 00:14:10.312
Ask your client, "Are you taking any medications for

256
00:14:10.352 --> 00:14:13.932
anything?" Don't let them give you a list of just medications.

257
00:14:14.512 --> 00:14:18.112
"Great, you're taking this medication. Why are you taking it?

258
00:14:18.192 --> 00:14:20.071
How long have you been taking it?"

259
00:14:21.012 --> 00:14:24.772
Very important because there are so many medications that

260
00:14:24.932 --> 00:14:28.492
are prescribed in combination with something else to treat

261
00:14:28.972 --> 00:14:29.652
a condition.

262
00:14:30.532 --> 00:14:34.032
I've seen where metformin combined with something else is for

263
00:14:34.072 --> 00:14:37.032
treating a health condition, not necessarily

264
00:14:37.072 --> 00:14:41.042
diabetes. So, very important that

265
00:14:41.052 --> 00:14:44.912
they tell you why they're taking it, how long they've been taking it.

266
00:14:46.252 --> 00:14:49.572
We see a lot of those where they-- Because the companies do,

267
00:14:50.312 --> 00:14:52.872
when the application come in, they do a prescription check.

268
00:14:53.492 --> 00:14:57.432
So every single prescription that has ever been written

269
00:14:57.492 --> 00:15:01.462
of with-- They've given a prescription order to the client is

270
00:15:01.532 --> 00:15:05.082
on a database somewhere. Whether they filled the prescription or not,

271
00:15:05.492 --> 00:15:07.472
it's in a database. So,

272
00:15:08.712 --> 00:15:11.781
please make sure and ask, "Why are you taking this medication?"

273
00:15:19.192 --> 00:15:21.892
Oh, health conditions. So the big, big--

274
00:15:23.092 --> 00:15:25.532
This is the underwriting factor, the biggest factor.

275
00:15:26.112 --> 00:15:29.742
So when you are asking your client about their health history,

276
00:15:29.832 --> 00:15:33.721
just, "Tell me about your health history for the past five years, and

277
00:15:33.752 --> 00:15:36.192
have you had any surgeries at any time?

278
00:15:36.412 --> 00:15:40.012
When was it diagnosed? How is it being treated?

279
00:15:42.052 --> 00:15:44.612
Are they being compliant with their doctors?" Sometimes when you're having the

280
00:15:44.632 --> 00:15:46.772
conversation, they'll tell you, "Well, I cheat.

281
00:15:47.112 --> 00:15:50.122
I'm diabetic, I cheat every once in a while." Well, then you know that they're

282
00:15:50.152 --> 00:15:53.392
not maintaining their condition like they should.

283
00:15:54.512 --> 00:15:55.512
Heart conditions,

284
00:15:56.772 --> 00:16:00.732
did they have surgery? Did they have blockage? What is it that's going on?

285
00:16:00.812 --> 00:16:02.152
Are they getting their regular

286
00:16:03.652 --> 00:16:07.092
checkups? Coronary history is insurable.

287
00:16:07.632 --> 00:16:10.972
If you've had a heart attack or a stroke, you're still insurable, but it's going to

288
00:16:11.012 --> 00:16:13.472
depend on how long ago it was.

289
00:16:14.372 --> 00:16:18.032
Are you getting your regular checkups? The underwriter wants to see that.

290
00:16:19.572 --> 00:16:21.712
I talked about cancer a little while ago.

291
00:16:22.092 --> 00:16:25.252
With most cancers, after five years, again, there is no rating.

292
00:16:25.472 --> 00:16:29.032
You could probably start as standard depending on the type of cancer,

293
00:16:29.532 --> 00:16:33.501
the pathology report. That all matters.

294
00:16:33.592 --> 00:16:36.272
But we'll find that out once they obtain the medical records.

295
00:16:36.892 --> 00:16:37.732
Mental health.

296
00:16:39.092 --> 00:16:40.132
That's a big one right now.

297
00:16:41.212 --> 00:16:42.712
So how is it being treated?

298
00:16:44.152 --> 00:16:47.192
Has it affected their lifestyle? Are they able to work?

299
00:16:48.552 --> 00:16:52.452
Are they able to live some type of a normal lifestyle, a

300
00:16:52.492 --> 00:16:53.452
healthy lifestyle?

301
00:16:54.472 --> 00:16:57.912
Those are important conditions. Mental health is insurable.

302
00:16:58.132 --> 00:17:01.992
They are going to look at the medications and are they getting-- What

303
00:17:02.032 --> 00:17:04.992
type of treatment are they getting aside from just medications?

304
00:17:05.442 --> 00:17:09.123
So those are all important things, and if you find these out,

305
00:17:09.452 --> 00:17:13.353
again, once that application gets set up, let's have a conversation or

306
00:17:13.392 --> 00:17:15.883
send us a letter with a little more detail,

307
00:17:16.932 --> 00:17:20.623
so that we can have that conversation with the underwriter when they make that

308
00:17:20.652 --> 00:17:21.492
final decision.

309
00:17:22.412 --> 00:17:22.952
Very important.

310
00:17:24.252 --> 00:17:28.072
Speaking of those letters, Alta, do you think it's best that if

311
00:17:28.152 --> 00:17:32.012
the agent runs into scenario of a client who has

312
00:17:32.092 --> 00:17:35.372
mental health and maybe XYZ health conditions,

313
00:17:36.352 --> 00:17:39.732
it's always good to turn in a letterhead of some sort

314
00:17:39.812 --> 00:17:43.412
explaining this is who the client is, this is what has

315
00:17:43.552 --> 00:17:46.262
happened that led to this, and this is why they're taking this

316
00:17:46.292 --> 00:17:47.732
medication.

317
00:17:47.832 --> 00:17:48.162
Mm-hmm.

318
00:17:48.192 --> 00:17:49.832
And this is what they're doing to get better.

319
00:17:49.872 --> 00:17:51.892
What do you recommend on those letters?

320
00:17:52.892 --> 00:17:55.532
Yes. So as much content as possible.

321
00:17:55.592 --> 00:17:59.572
We need to paint a picture for the underwriter of your client.

322
00:18:00.072 --> 00:18:02.962
They're looking at paper. They're looking at medical records.

323
00:18:03.032 --> 00:18:06.452
Everything is written. So if the agent provides,

324
00:18:06.972 --> 00:18:08.532
again, their lifestyle,

325
00:18:09.592 --> 00:18:13.432
even though they have mental health issues. They are doing this, this, this.

326
00:18:13.502 --> 00:18:16.282
We have to paint that picture to the underwriter.

327
00:18:16.952 --> 00:18:20.432
And either you can do a formal letter on your letterhead or just send

328
00:18:20.872 --> 00:18:22.112
your case manager an email.

329
00:18:23.032 --> 00:18:24.482
Either way, we'll get it to underwriting,

330
00:18:25.512 --> 00:18:29.292
and we'll make sure that the underwriter addresses this, and if not, well, we'll

331
00:18:29.372 --> 00:18:31.312
have that conversation. We'll tell you why not.

332
00:18:31.812 --> 00:18:35.172
But the big thing is paint a picture of your

333
00:18:35.332 --> 00:18:38.472
client. Because that's all the underwriter has to go by.

334
00:18:38.532 --> 00:18:42.322
They don't know your client. You know your client.Absolutely.

335
00:18:50.182 --> 00:18:53.422
Okay, tobacco and marijuana use. So

336
00:18:55.382 --> 00:18:56.582
one rule

337
00:18:57.722 --> 00:19:01.702
I have is I always stress to agents, never, ever, ever ask your client, "Do you

338
00:19:01.822 --> 00:19:02.162
smoke?"

339
00:19:03.122 --> 00:19:06.462
Forget that. If you ever said that, don't ever say it again.

340
00:19:07.102 --> 00:19:10.822
The proper way is, "Do you use tobacco,"

341
00:19:11.302 --> 00:19:14.302
or, "Have you ever used tobacco in any form?"

342
00:19:15.102 --> 00:19:16.322
Because if you

343
00:19:17.182 --> 00:19:20.382
state it that way, if they're a dipper and a chewer and you ask them if they smoke,

344
00:19:20.422 --> 00:19:23.342
they're going to tell you no, and their labs are going to come back positive for

345
00:19:23.352 --> 00:19:24.722
nicotine. So,

346
00:19:25.902 --> 00:19:28.842
ask them, "Do you use any form of tobacco?"

347
00:19:30.002 --> 00:19:33.652
We have carriers that will consider dippers and chewers and

348
00:19:33.702 --> 00:19:36.542
occasional cigar users as non-tobacco.

349
00:19:36.902 --> 00:19:39.662
It's not the best rate. They'll get a standard plus.

350
00:19:41.382 --> 00:19:44.332
But we can place them, because tobacco rates are phenomenal.

351
00:19:44.702 --> 00:19:48.162
If y'all have run an illustration, tobacco rates are very, very expensive.

352
00:19:48.542 --> 00:19:52.102
Now, if they vape, well, that's considered tobacco.

353
00:19:52.982 --> 00:19:56.602
There's no way around that. So vaping and cigarette smoking are

354
00:19:56.822 --> 00:19:59.942
tobacco all the way around. And

355
00:20:00.722 --> 00:20:04.612
even the ones that say, "Oh, I just smoke occasionally," I always go back to the

356
00:20:04.662 --> 00:20:07.962
old rule. It's like being pregnant. You either are or you aren't.

357
00:20:08.202 --> 00:20:12.122
So if you smoke every once in a while, you're a smoker. There's no way around that.

358
00:20:12.882 --> 00:20:13.782
Marijuana use.

359
00:20:15.302 --> 00:20:18.542
Marijuana, everybody used to shy away from that. Oh, no.

360
00:20:18.622 --> 00:20:20.702
It's a decline. It's not a decline.

361
00:20:21.682 --> 00:20:23.732
It's going to depend on the frequency.

362
00:20:24.892 --> 00:20:28.842
Social use, we have a few carriers that will even

363
00:20:28.982 --> 00:20:32.382
get a preferred rate on. And marijuana is considered typically

364
00:20:32.482 --> 00:20:33.422
non-tobacco

365
00:20:34.242 --> 00:20:38.142
with most carriers. But again, the frequency, and they have to

366
00:20:38.182 --> 00:20:41.702
admit it. If they don't admit it and they find out about it later, they're going to

367
00:20:41.722 --> 00:20:45.682
get a decline. And even if you get an explanation, once you get a decline

368
00:20:45.862 --> 00:20:49.022
for lack of candor from an insurance company, they're not going to

369
00:20:50.102 --> 00:20:52.682
open it up, and we'd have to go to another carrier.

370
00:20:53.282 --> 00:20:57.102
But if they just admit it. And with marijuana, though,

371
00:20:57.242 --> 00:21:00.302
there are so many forms now. There are people that chew gummies.

372
00:21:01.202 --> 00:21:03.182
Again, if they just tell you,

373
00:21:04.042 --> 00:21:07.322
that's the important thing, that they're open about it, and that

374
00:21:08.262 --> 00:21:11.862
it's disclosed with whenever the question is asked that it is

375
00:21:11.902 --> 00:21:15.222
disclosed. It's not a decline. Unless it's

376
00:21:15.262 --> 00:21:19.042
habitual, if it's every day, every

377
00:21:19.122 --> 00:21:23.022
single day, well, that's not social use, and that's a habit now.

378
00:21:23.862 --> 00:21:24.122
So,

379
00:21:25.922 --> 00:21:29.692
each case is individual with that, so just, again, be candid about

380
00:21:29.722 --> 00:21:30.962
it. Very important.

381
00:21:31.762 --> 00:21:35.142
Yes. I remember when I first started in the life

382
00:21:35.182 --> 00:21:35.802
department,

383
00:21:37.022 --> 00:21:40.762
there was still a lot of medical marijuana cards.

384
00:21:40.842 --> 00:21:44.602
And the reason, we could probably still find them

385
00:21:44.722 --> 00:21:48.662
a carrier for those clients who had a medical marijuana

386
00:21:48.782 --> 00:21:49.702
card,

387
00:21:50.582 --> 00:21:52.882
but we would need to know the reason why.

388
00:21:53.462 --> 00:21:57.382
And then that's when I felt like the carriers now are more

389
00:21:57.482 --> 00:22:01.462
lenient with marijuana use, because a lot of people do marijuana, and

390
00:22:01.482 --> 00:22:03.422
that's okay. We're not judging.

391
00:22:04.682 --> 00:22:08.482
And so really what they're looking at, and if you look at the underwriting

392
00:22:08.582 --> 00:22:12.442
guidelines, the carriers who are friendly for marijuana and tobacco,

393
00:22:12.542 --> 00:22:15.302
it'll tell you on there. For marijuana use,

394
00:22:16.342 --> 00:22:20.122
specific carriers will ask that your clients be over the age of

395
00:22:20.342 --> 00:22:20.642
30.

396
00:22:22.042 --> 00:22:25.622
It'll also say they can do it up to two times a

397
00:22:25.722 --> 00:22:29.122
month or something like that. So there's still guidelines

398
00:22:29.482 --> 00:22:30.422
within these

399
00:22:31.322 --> 00:22:35.082
tobacco and marijuana use. And Alta's completely right about

400
00:22:35.142 --> 00:22:35.362
the

401
00:22:36.482 --> 00:22:40.302
admitting that your client used to smoke tobacco of

402
00:22:40.322 --> 00:22:40.992
any form

403
00:22:41.822 --> 00:22:45.782
within the last five to 10 years. They just want to know on the application.

404
00:22:46.402 --> 00:22:48.802
So make sure you list that on there, too.

405
00:22:49.082 --> 00:22:52.802
Because in the applications, there's typically a notes box, right, Alta?

406
00:22:52.812 --> 00:22:54.002
And they can just type that in.

407
00:22:54.722 --> 00:22:54.851
Mm-hmm.

408
00:22:55.682 --> 00:22:56.262
Yeah.

409
00:22:56.342 --> 00:22:58.601
One other thing I wanted to say about marijuana use.

410
00:22:58.642 --> 00:23:02.282
So the drinks. So that includes the drinks, the

411
00:23:02.322 --> 00:23:06.262
THC drinks, gummies. Now, one

412
00:23:06.302 --> 00:23:10.222
other thing I ran into recently that I had no knowledge

413
00:23:10.262 --> 00:23:13.682
of is when they smoke a marijuana cigarette,

414
00:23:14.362 --> 00:23:18.042
if it's wrapped in the cigar wrappers,

415
00:23:18.822 --> 00:23:20.732
then they're going to get tobacco rates.

416
00:23:21.552 --> 00:23:23.682
I had no idea about that. So,

417
00:23:26.542 --> 00:23:30.022
when they're telling you if they smoke marijuana, if they say

418
00:23:30.122 --> 00:23:34.082
that, then you're going to be looking at tobacco because the

419
00:23:34.182 --> 00:23:36.522
cigar wrap is a tobacco.

420
00:23:37.482 --> 00:23:39.502
Marijuana doesn't have tobacco in it.

421
00:23:40.662 --> 00:23:44.392
So again, there's all kinds of unique circumstances that come up, but let's have a

422
00:23:44.422 --> 00:23:47.562
conversation, if your client has discussed that with you.

423
00:23:48.422 --> 00:23:49.122
Absolutely.

424
00:23:51.162 --> 00:23:54.822
So remember, if you're smoking cigarettes and you're vaping, more than

425
00:23:54.862 --> 00:23:56.561
likely, they're going to be tobacco rates.

426
00:23:57.062 --> 00:23:57.342
Mm-hmm.

427
00:23:59.342 --> 00:24:01.062
Now, avocations and hobbies.

428
00:24:02.462 --> 00:24:02.922
So

429
00:24:04.722 --> 00:24:06.182
we all know what risky hobbies are.

430
00:24:06.262 --> 00:24:07.062
If you are a

431
00:24:08.142 --> 00:24:11.022
mountain climber or you do some very

432
00:24:12.042 --> 00:24:13.662
deep scuba diving,

433
00:24:15.242 --> 00:24:16.552
those, or if you've--

434
00:24:17.602 --> 00:24:21.142
There's just so many avocations. We do have specific

435
00:24:21.182 --> 00:24:21.942
questionnaires

436
00:24:22.842 --> 00:24:25.462
so that we can get a little more detail about it.

437
00:24:25.482 --> 00:24:29.432
But pretty much if you climb or-- I'm sorry, let me back up.

438
00:24:29.842 --> 00:24:33.802
Scuba diving, like on vacation where you just go a little bit,

439
00:24:33.922 --> 00:24:35.722
you're not going to get rated for that.

440
00:24:35.802 --> 00:24:39.792
They're looking for the scuba diver that goes a lot, frequently,

441
00:24:39.902 --> 00:24:43.850
and then they go at very deepThose are

442
00:24:43.870 --> 00:24:47.810
probably going to get rated. Skydiving, if you skydive,

443
00:24:47.870 --> 00:24:51.169
well, that's a risk, and they're going to see how often you go.

444
00:24:51.590 --> 00:24:55.300
Again, if you're just going on vacation periodically, and it's

445
00:24:55.330 --> 00:24:59.200
not something you do on a regular basis, well, you probably won't get rated

446
00:24:59.250 --> 00:24:59.480
for it.

447
00:25:00.490 --> 00:25:03.990
But again, ask the question, because you never know.

448
00:25:04.810 --> 00:25:04.840
Mm-hmm.

449
00:25:04.850 --> 00:25:05.390
You never know.

450
00:25:06.110 --> 00:25:10.090
I think I actually had a situation not too long ago where I had to

451
00:25:10.130 --> 00:25:13.990
do a quick quote, had to reach out to our internals regarding

452
00:25:14.450 --> 00:25:16.370
a couple who did rock climbing.

453
00:25:17.390 --> 00:25:20.930
And the internals came back, and they asked me, "Okay, are they doing outdoor rock

454
00:25:20.970 --> 00:25:22.750
climbing, or are they doing it indoor?"

455
00:25:22.820 --> 00:25:23.200
Mm-hmm.

456
00:25:23.399 --> 00:25:26.350
"How high of an elevation? Are they using..."

457
00:25:27.210 --> 00:25:29.850
I don't know what they're called, the harnesses and all that stuff.

458
00:25:29.930 --> 00:25:29.970
Mm-hmm.

459
00:25:30.010 --> 00:25:31.730
The ropes. So

460
00:25:32.570 --> 00:25:34.130
those questionnaires really help out.

461
00:25:34.170 --> 00:25:38.039
So if you ever run into a situation like that, reach out to us, and we can

462
00:25:38.070 --> 00:25:39.610
help you out for sure.

463
00:25:39.630 --> 00:25:39.810
Mm-hmm.

464
00:25:48.330 --> 00:25:52.230
Travel considerations. So right now, our world is a

465
00:25:52.290 --> 00:25:54.470
little messed up everywhere you go.

466
00:25:54.570 --> 00:25:58.100
So if your client is planning on doing

467
00:25:58.130 --> 00:25:58.650
traveling,

468
00:26:00.650 --> 00:26:04.500
let us know. There are a lot of companies, if you go onto the internet and

469
00:26:04.530 --> 00:26:08.470
go to the government website that shows the high risks,

470
00:26:10.010 --> 00:26:11.250
you know they're not going to get insured.

471
00:26:11.360 --> 00:26:15.330
But if they're going on a cruise, or if they're going to certain parts

472
00:26:15.390 --> 00:26:17.610
of Mexico or wherever,

473
00:26:19.710 --> 00:26:21.350
let us know if it's a different country.

474
00:26:22.270 --> 00:26:24.210
Every day we see different restrictions,

475
00:26:26.350 --> 00:26:30.310
but that is a consideration. And then it's going to depend on how long they're gone

476
00:26:30.370 --> 00:26:31.169
out of the country.

477
00:26:32.370 --> 00:26:34.990
How frequently are they planning on going?

478
00:26:35.870 --> 00:26:37.490
So all of those are considerations.

479
00:26:38.110 --> 00:26:42.050
But again, if we have a good, clear understanding of how long, it's

480
00:26:42.110 --> 00:26:45.850
just a vacation, no big deal, but where they're

481
00:26:45.890 --> 00:26:46.630
going matters.

482
00:26:47.230 --> 00:26:49.330
Mm-hmm. Are they going for business or pleasure?

483
00:26:49.990 --> 00:26:51.159
Mm-hmm.

484
00:26:51.190 --> 00:26:53.530
Ooh, I was going to ask you another thing, and I just went blank.

485
00:26:54.370 --> 00:26:54.479
Hmm.

486
00:26:55.050 --> 00:26:55.990
It was about travel.

487
00:26:56.910 --> 00:27:00.390
Oh, applying before they are traveling.

488
00:27:00.530 --> 00:27:01.670
What do you suggest?

489
00:27:02.570 --> 00:27:06.530
Okay. Well, if it's an okay place, no

490
00:27:06.570 --> 00:27:07.290
big deal.

491
00:27:09.070 --> 00:27:11.990
Typically, there aren't restrictions, and if it's--

492
00:27:13.010 --> 00:27:16.830
Again, the stay matters. How long will you be gone, and where

493
00:27:16.910 --> 00:27:20.870
are you going? But if you have a trip planned, it shouldn't be

494
00:27:20.910 --> 00:27:21.350
a problem.

495
00:27:22.180 --> 00:27:23.070
No, but what I'm

496
00:27:24.210 --> 00:27:27.970
referring to is what if the client is leaving within the next

497
00:27:28.030 --> 00:27:30.830
week and they apply for life insurance.

498
00:27:30.930 --> 00:27:34.890
Do you think it's a good thing for them to apply now or wait until they

499
00:27:34.930 --> 00:27:35.410
come back?

500
00:27:35.490 --> 00:27:37.330
Yeah. I would wait until they come back.

501
00:27:37.390 --> 00:27:37.890
Because if the

502
00:27:39.950 --> 00:27:41.130
underwriter requires

503
00:27:42.750 --> 00:27:46.370
lab work or an exam or something that requires

504
00:27:46.390 --> 00:27:50.110
contact with the client, number one, that's delaying the processing time.

505
00:27:51.310 --> 00:27:53.010
And number two, it depends on where they're going to go.

506
00:27:53.250 --> 00:27:56.890
So yeah, if they've got to travel in the next couple of weeks or so, yeah, hold

507
00:27:56.970 --> 00:27:57.190
off.

508
00:28:04.530 --> 00:28:06.570
Driving history. Oh, this is a good one.

509
00:28:07.730 --> 00:28:08.490
Because we've had--

510
00:28:10.170 --> 00:28:14.130
This is not a typical question you ask upfront, but it is a factor

511
00:28:14.190 --> 00:28:18.010
that's used in underwriting. If you've got a person that

512
00:28:18.650 --> 00:28:21.290
has gotten a DUI or a DWI,

513
00:28:22.510 --> 00:28:24.390
go to the guidelines and take a look at that.

514
00:28:24.710 --> 00:28:27.849
Some carriers, after three years, it doesn't matter.

515
00:28:28.330 --> 00:28:31.790
But if you're a habitual person that gets speeding tickets or you had a

516
00:28:32.230 --> 00:28:33.910
DUI or a DWI,

517
00:28:34.950 --> 00:28:37.510
you're not a risk for life insurance.

518
00:28:38.950 --> 00:28:42.530
You're putting yourself and other people in a dangerous situation.

519
00:28:42.870 --> 00:28:46.650
So that is important. Also, when they're going to look at

520
00:28:47.770 --> 00:28:49.370
the occupation of the insured,

521
00:28:51.150 --> 00:28:54.030
when they look at that. And one example I have is

522
00:28:54.910 --> 00:28:57.890
in the past is we had a person who was in sales,

523
00:28:58.789 --> 00:28:59.110
and

524
00:29:00.050 --> 00:29:03.250
he got a couple of DWIs, and

525
00:29:04.730 --> 00:29:08.620
it's like, okay, this guy's been doing this for a couple of years,

526
00:29:08.690 --> 00:29:10.840
and it was like every year he would get one and get one.

527
00:29:10.850 --> 00:29:12.820
It's like mm-mm, uninsurable.

528
00:29:13.770 --> 00:29:17.600
And they looked at, okay, so he's in sales, so he's entertaining

529
00:29:17.610 --> 00:29:21.530
his clients. I don't know. We tried, but they wouldn't place him.

530
00:29:21.590 --> 00:29:21.880
He was

531
00:29:23.870 --> 00:29:24.830
always intoxicated.

532
00:29:25.390 --> 00:29:29.350
And their driver's license, can it

533
00:29:29.410 --> 00:29:31.670
be expired, and can they get life insurance that way?

534
00:29:33.490 --> 00:29:37.390
If your driver's license is expired or suspended, they

535
00:29:37.450 --> 00:29:40.690
typically will not. They're going to need to know the circumstances.

536
00:29:41.010 --> 00:29:44.430
There are some unique circumstances, but they're going to want to know

537
00:29:44.610 --> 00:29:46.090
why. Why, and

538
00:29:47.850 --> 00:29:48.930
typically it's a decline.

539
00:29:49.410 --> 00:29:49.730
Mm-hmm.

540
00:29:49.890 --> 00:29:52.510
Until they get it reinstated.

541
00:29:58.530 --> 00:29:59.330
Okay, so

542
00:30:00.130 --> 00:30:03.650
again, referring to the underwriting guidelines, family history is

543
00:30:03.710 --> 00:30:07.510
something that is considered. Typically, if

544
00:30:07.550 --> 00:30:09.730
you've had a parent,

545
00:30:10.630 --> 00:30:14.580
sometimes a sibling, that has passed away at age 65 or younger

546
00:30:15.110 --> 00:30:18.150
from cardiovascular, that affects the classification.

547
00:30:19.450 --> 00:30:20.890
It doesn't mean they're uninsurable.

548
00:30:21.050 --> 00:30:23.270
It just means that it's going to affect the classification.

549
00:30:23.390 --> 00:30:26.890
So, if you're grading your client at preferred

550
00:30:27.550 --> 00:30:31.260
and you find out that one or both parents have had

551
00:30:31.310 --> 00:30:34.910
cardiovascular or diabetes, or there's just been a

552
00:30:34.930 --> 00:30:38.370
death prior to the age of 65, that could affect their

553
00:30:38.690 --> 00:30:39.290
guidelines.

554
00:30:40.210 --> 00:30:43.670
Because there's genetics involved for cancer and for heart

555
00:30:43.750 --> 00:30:44.250
disease.

556
00:30:45.510 --> 00:30:49.330
And they're typically asking for parents and siblings, not so much like

557
00:30:49.370 --> 00:30:51.050
their aunts and uncles. Is that right?

558
00:30:51.610 --> 00:30:53.730
That's correct. It's their immediate

559
00:30:54.670 --> 00:30:55.020
family.

560
00:30:58.770 --> 00:30:59.890
Okay. So

561
00:31:01.090 --> 00:31:05.050
APSs or doctor's records. This, I'll

562
00:31:05.110 --> 00:31:05.970
just tell you upfront.

563
00:31:07.330 --> 00:31:10.430
Tell your client that if they do obtain medical records, that

564
00:31:10.550 --> 00:31:14.410
underwriting is going to depend on how quickly that doctor

565
00:31:14.470 --> 00:31:18.330
gets back with those records. Underwriting

566
00:31:18.370 --> 00:31:21.770
will not go forward. They're not going to waive it, because if they ordered

567
00:31:21.810 --> 00:31:24.490
records, there's something that they need to look at in depth.

568
00:31:26.170 --> 00:31:29.230
And doctor's offices, they just don't get it, that

569
00:31:29.550 --> 00:31:33.030
they're holding up their patient from

570
00:31:33.110 --> 00:31:37.070
obtaining life insurance. One agent contacted

571
00:31:37.110 --> 00:31:40.630
me one time, he's like, "Well, what do we do?" I said, "The client has power.

572
00:31:40.710 --> 00:31:44.600
That's their doctor. You need to get on the phone and tell them, 'You're

573
00:31:44.670 --> 00:31:46.690
keeping me from getting my life insurance.

574
00:31:46.810 --> 00:31:47.890
Release my records.'"

575
00:31:51.850 --> 00:31:55.810
We try to do everything we can. The record retrieval services are

576
00:31:55.820 --> 00:31:59.350
diligent about calling on a weekly basis and getting that information.

577
00:31:59.510 --> 00:32:03.280
And I was like, "They try, but your client has power to get

578
00:32:03.310 --> 00:32:04.030
those released."

579
00:32:04.770 --> 00:32:05.090
Mm-hmm.

580
00:32:12.070 --> 00:32:14.570
Okay, so pre-qualifying your client.

581
00:32:14.650 --> 00:32:18.210
That's what we've been talking about this whole time, having that conversation.

582
00:32:18.530 --> 00:32:22.490
Now we have a handy little tool or a sheet that if you

583
00:32:22.530 --> 00:32:26.410
don't know how to ask the questions or what they are, we

584
00:32:26.430 --> 00:32:29.770
can send you the pre-qualifier. It's in our bundle, it's on our website.

585
00:32:30.130 --> 00:32:33.710
It has the questions, the bill, the medications, their health

586
00:32:33.770 --> 00:32:34.490
conditions,

587
00:32:35.690 --> 00:32:37.550
asking the right tobacco questions.

588
00:32:39.270 --> 00:32:42.770
We want to see all those red flags that could possibly be

589
00:32:42.830 --> 00:32:46.210
there. Again, it doesn't mean that your client is uninsurable,

590
00:32:46.910 --> 00:32:49.530
but knowing these things up front

591
00:32:50.410 --> 00:32:53.410
is very, very important. You don't want to go through underwriting and then find

592
00:32:53.450 --> 00:32:55.910
out that your client's a diabetic and they're insulin dependent.

593
00:32:55.950 --> 00:32:58.210
Well, he didn't talk to you about that. "I'm fine.

594
00:32:58.390 --> 00:33:02.290
Everything's fine." Everything is fine, but you are taking something

595
00:33:02.330 --> 00:33:05.330
to maintain something, and it wasn't disclosed.

596
00:33:06.630 --> 00:33:10.170
Surprises are no fun if you didn't ask the right question.

597
00:33:11.110 --> 00:33:15.050
Mm-hmm. Also, we talked about diabetics a

598
00:33:15.070 --> 00:33:15.980
little bit earlier.

599
00:33:16.750 --> 00:33:16.760
Mm-hmm.

600
00:33:16.790 --> 00:33:20.290
We need to also be asking, "What was your last A1C?"

601
00:33:20.350 --> 00:33:24.210
Because they can even get declined due to their A1C being in the

602
00:33:24.250 --> 00:33:25.210
double digits.

603
00:33:25.290 --> 00:33:25.690
Mm-hmm.

604
00:33:26.570 --> 00:33:30.270
Alta, what would you think would be passing as an A1C level?

605
00:33:30.310 --> 00:33:32.660
An eight, maybe? Under an eight?

606
00:33:32.690 --> 00:33:36.330
Yeah. An eight is good. They like to see the lower the

607
00:33:36.410 --> 00:33:39.170
better. That shows a good pattern of control.

608
00:33:41.070 --> 00:33:43.430
But again, diabetics are insurable.

609
00:33:43.440 --> 00:33:47.360
They just have to show control. Now, if you talk to someone and they've had

610
00:33:47.410 --> 00:33:51.309
an amputation because of a complication to diabetes, mm,

611
00:33:52.090 --> 00:33:54.810
that's going to depend.

612
00:33:55.510 --> 00:33:55.820
That's going to be a red flag.

613
00:33:55.820 --> 00:33:58.240
A big red flag there. Big red flag, yeah.

614
00:33:58.370 --> 00:33:58.619
Mm-hmm.

615
00:33:58.770 --> 00:34:02.110
And the whole family's diabetic. Okay, well,

616
00:34:02.170 --> 00:34:05.550
that's genetics there. That's something else that's going to affect

617
00:34:05.850 --> 00:34:06.850
that decision.

618
00:34:08.410 --> 00:34:09.490
Very good.

619
00:34:15.370 --> 00:34:18.830
Okay, so we've talked a lot about all the conditions, but set

620
00:34:18.870 --> 00:34:20.850
those expectations with your client.

621
00:34:21.611 --> 00:34:25.591
Make them aware, "This is what we're applying for." You're showing them

622
00:34:25.710 --> 00:34:28.690
a quote. It's a quote. They haven't gone through underwriting.

623
00:34:30.250 --> 00:34:33.420
And bottom line is, after they review all their

624
00:34:33.531 --> 00:34:37.370
medical information is when they will have that,

625
00:34:37.430 --> 00:34:41.051
whatever it is. Your best or your rated

626
00:34:41.111 --> 00:34:42.149
class.

627
00:34:44.410 --> 00:34:46.150
Just don't overpromise anything.

628
00:34:46.890 --> 00:34:48.440
Because

629
00:34:49.611 --> 00:34:50.321
that just doesn't

630
00:34:51.450 --> 00:34:55.310
come across right. When you quoted them the best, they're overweight, you

631
00:34:55.390 --> 00:34:59.150
know they have a medical history, you just want to show them the best number.

632
00:34:59.160 --> 00:35:02.920
They're not going to be happy when you come back and they're

633
00:35:03.150 --> 00:35:05.970
rated. It's better to be conservative

634
00:35:06.809 --> 00:35:08.590
and go back with good news than

635
00:35:09.810 --> 00:35:10.090
not.

636
00:35:10.910 --> 00:35:11.490
Exactly.

637
00:35:11.610 --> 00:35:15.540
And we're here to help you. So if you don't know, we're here to help you with

638
00:35:15.630 --> 00:35:18.290
that. So don't think you have to do it alone.

639
00:35:18.330 --> 00:35:18.620
Mm-hmm.

640
00:35:25.350 --> 00:35:29.130
Okay, so once an application comes in, you have a designated case

641
00:35:29.230 --> 00:35:33.070
manager, and we're monitoring your cases for you. You did the hardest job.

642
00:35:33.130 --> 00:35:33.850
You made the sale,

643
00:35:34.890 --> 00:35:36.810
and you submitted the application.

644
00:35:36.910 --> 00:35:40.150
You have a dedicated case manager, and we're watching everything for you.

645
00:35:40.590 --> 00:35:44.050
If the case does not go in the direction that we anticipated,

646
00:35:45.210 --> 00:35:48.930
we're going to look at it, I'm going to review it, and determine, well,

647
00:35:49.750 --> 00:35:53.670
should we go to another carrier? Or is this carrier, it's a strong

648
00:35:53.770 --> 00:35:55.930
carrier, let's just do some adjustments.

649
00:35:57.090 --> 00:36:00.970
Sometimes if we don't get the rate we want, maybe adjusting the product or

650
00:36:01.010 --> 00:36:02.449
adjusting the face amount

651
00:36:03.700 --> 00:36:07.410
to help your client with the original quote that you gave them will be

652
00:36:07.450 --> 00:36:09.060
helpful. Now, if we see that, no,

653
00:36:10.030 --> 00:36:13.710
this carrier we know is not going to be favorable here, but we absolutely know that

654
00:36:13.750 --> 00:36:17.690
another one will, we may suggest to you to, let's go to

655
00:36:17.730 --> 00:36:21.710
a different carrier. If we do that, though, the underwriting process starts all

656
00:36:21.790 --> 00:36:22.400
over again.

657
00:36:23.390 --> 00:36:26.880
So we typically, if you get a rate from a carrier, it's like,

658
00:36:27.390 --> 00:36:30.380
they offered you, let's see if we can get this placed.

659
00:36:32.390 --> 00:36:36.070
What would you say, Alta, if the client is unsure of what face

660
00:36:36.110 --> 00:36:39.270
amount they want to go with? Let's just say that they have two.

661
00:36:40.650 --> 00:36:44.250
Then they ended up wanting to apply with the lower amount.

662
00:36:44.310 --> 00:36:48.270
Would you suggest, or does it make a difference that they go with the

663
00:36:48.330 --> 00:36:50.250
higher amount versus the lower amount?

664
00:36:50.926 --> 00:36:53.826
I suggest you apply for the highest amount,

665
00:36:54.726 --> 00:36:56.426
because you can always scale down.

666
00:36:56.846 --> 00:36:57.266
If you

667
00:36:58.546 --> 00:37:02.466
want a higher amount after you've gone into underwriting, it's got to go back

668
00:37:02.476 --> 00:37:05.676
to the underwriter for approval, and then they're going to scrutinize it a little

669
00:37:05.826 --> 00:37:09.516
more. So you're better off applying for the higher rate right away.

670
00:37:09.546 --> 00:37:10.926
Now, with that, though,

671
00:37:11.766 --> 00:37:14.946
in the guidelines, and I'm not sure if we have a slide for that, they have to

672
00:37:14.986 --> 00:37:18.786
qualify financially as well. We've been talking about health

673
00:37:18.846 --> 00:37:21.266
risks. They have to qualify financially.

674
00:37:21.746 --> 00:37:24.506
They have to justify the amount they're applying for.

675
00:37:25.446 --> 00:37:29.156
So if they make $20,000 a year, they don't financially justify

676
00:37:29.306 --> 00:37:33.196
a million dollar policy. The underwriters look

677
00:37:33.226 --> 00:37:34.066
at that as well.

678
00:37:41.986 --> 00:37:42.866
So there we go.

679
00:37:43.126 --> 00:37:43.486
Okay.

680
00:37:44.706 --> 00:37:46.506
Niche is an opportunity. So,

681
00:37:47.326 --> 00:37:50.526
with each carrier, they may have a

682
00:37:51.486 --> 00:37:54.166
niche for a specific maybe

683
00:37:54.226 --> 00:37:57.656
condition or tobacco usage. For

684
00:37:57.726 --> 00:38:01.656
example, people who smoke marijuana, I would

685
00:38:01.826 --> 00:38:05.626
say look into Cincinnati Life, Lincoln

686
00:38:05.746 --> 00:38:06.506
Financial,

687
00:38:07.946 --> 00:38:11.306
I believe Nationwide, and maybe Corbridge, if I'm not

688
00:38:11.346 --> 00:38:14.206
mistaken, are lenient on marijuana.

689
00:38:14.486 --> 00:38:16.905
There may be a couple of others that I'm missing.

690
00:38:18.526 --> 00:38:19.546
People with,

691
00:38:20.566 --> 00:38:21.506
I think it was

692
00:38:22.486 --> 00:38:26.246
the CPAP. What is that called, Alta? Sleep apnea.

693
00:38:26.626 --> 00:38:27.706
Sleep apnea, mm-hmm.

694
00:38:28.026 --> 00:38:31.666
We've seen that kind of health condition where the client is using a

695
00:38:31.706 --> 00:38:35.146
CPAP machine to sleep through the night because they have sleep

696
00:38:35.226 --> 00:38:36.966
apnea. As long as

697
00:38:37.806 --> 00:38:41.706
it's being under controlled and they're following doctor's orders, we've

698
00:38:41.766 --> 00:38:44.886
seen really good rates. I've never seen a table rate

699
00:38:45.886 --> 00:38:49.836
yet. I don't know if that's even possible, but we have seen them

700
00:38:49.886 --> 00:38:53.846
come back at a standard or preferred because they're following doctor's orders.

701
00:38:53.946 --> 00:38:56.116
So, if you ever

702
00:38:57.126 --> 00:39:01.086
run in, again, into a client who is a marijuana user,

703
00:39:01.125 --> 00:39:04.546
has any kind of controlled medication or health conditions,

704
00:39:05.026 --> 00:39:07.666
let us know and we can talk you through absolutely on this.

705
00:39:07.886 --> 00:39:09.426
Do you have anything on this, Alta?

706
00:39:11.506 --> 00:39:15.346
No, and we typically know all

707
00:39:15.546 --> 00:39:17.206
the niches with the carriers.

708
00:39:18.046 --> 00:39:19.626
And again, one carrier

709
00:39:20.746 --> 00:39:23.046
might be a little more lenient on something than others.

710
00:39:23.766 --> 00:39:25.306
The big one that comes up, though,

711
00:39:26.666 --> 00:39:30.166
other than cigarette use, a lot of agents still don't know

712
00:39:30.206 --> 00:39:33.046
that we can get non-tobacco rates for those.

713
00:39:34.326 --> 00:39:34.926
Very good.

714
00:39:41.086 --> 00:39:44.686
Guaranteed issue policies. So we do have

715
00:39:45.186 --> 00:39:48.806
a few carriers who offer guaranteed issue policies.

716
00:39:48.866 --> 00:39:52.246
That's going to be typically your final expense guaranteed issue

717
00:39:52.366 --> 00:39:55.816
carriers, Gerber and Corbridge Financial.

718
00:39:57.046 --> 00:40:00.856
Royal Neighbors is typically a simplified issue, but I think they do have

719
00:40:00.946 --> 00:40:01.246
a

720
00:40:02.426 --> 00:40:06.266
guaranteed product with their final expense,

721
00:40:06.346 --> 00:40:09.856
but it has lower limits compared to Gerber and

722
00:40:09.966 --> 00:40:10.626
Corbridge.

723
00:40:11.526 --> 00:40:15.046
So you can apply for clients who are ages

724
00:40:15.206 --> 00:40:16.526
50 through 80.

725
00:40:17.666 --> 00:40:20.866
I think it starts at 5,000 and it goes up to

726
00:40:21.206 --> 00:40:25.166
25,000. So if the client is wanting to get more

727
00:40:25.246 --> 00:40:29.226
coverage, I would say apply with the max

728
00:40:29.266 --> 00:40:33.026
with Gerber and then apply with the max with Corbridge, and that would get them at

729
00:40:33.106 --> 00:40:36.776
least 50,000. Now, these guaranteed issue products,

730
00:40:37.306 --> 00:40:40.066
it's not day one coverage, unfortunately.

731
00:40:40.286 --> 00:40:43.975
But it'll take anyone. It doesn't matter if they're really

732
00:40:44.006 --> 00:40:47.966
healthy or if they're semi-ill. They can apply

733
00:40:48.006 --> 00:40:51.226
and it's guaranteed issue because there's typically no underwriting.

734
00:40:51.286 --> 00:40:52.466
There's no questions.

735
00:40:52.686 --> 00:40:52.986
Mm-hmm.

736
00:40:53.026 --> 00:40:54.846
Fill out a simple application.

737
00:40:56.046 --> 00:41:00.026
And because these are final expense carriers, they do require you guys to

738
00:41:00.086 --> 00:41:03.836
be contracted and appointed before you can submit a piece of business as

739
00:41:03.886 --> 00:41:07.626
well. And the easiest way to submit business with these,

740
00:41:07.725 --> 00:41:11.615
also, I would say, go directly to the carrier's website once you're

741
00:41:11.626 --> 00:41:13.586
appointed, and you can do it electronically.

742
00:41:14.146 --> 00:41:17.486
I know Corbridge does not have a paper application.

743
00:41:17.526 --> 00:41:21.046
It's all electronic. Gerber has a couple of ways of doing it.

744
00:41:21.146 --> 00:41:23.366
You could do paper, you could do it over the phone.

745
00:41:24.206 --> 00:41:25.666
You could do it online as well.

746
00:41:26.606 --> 00:41:29.586
So just give us a call and we can help and walk you through that.

747
00:41:29.826 --> 00:41:32.086
I think I saw a question come through.

748
00:41:33.446 --> 00:41:37.366
If someone is a casual cigar smoker, we

749
00:41:37.386 --> 00:41:40.026
didn't talk about cigars, I think. I think we talked about cigarettes.

750
00:41:40.786 --> 00:41:44.726
Maybe one every two months. How far

751
00:41:44.766 --> 00:41:48.486
before writing the policy should they stop, or will this affect their

752
00:41:48.546 --> 00:41:49.856
underwriting indefinitely?

753
00:41:51.236 --> 00:41:52.486
A cigar smoker,

754
00:41:53.646 --> 00:41:57.546
occasional, can still get preferred non-tobacco rates with some carriers.

755
00:41:59.066 --> 00:42:02.866
They call those the celebratory cigar

756
00:42:02.906 --> 00:42:03.466
smokers.

757
00:42:04.586 --> 00:42:04.826
So they

758
00:42:06.226 --> 00:42:09.966
can get non-tobacco rates. Again, we'd have to look at the guidelines depending on

759
00:42:10.006 --> 00:42:10.486
the carrier,

760
00:42:11.306 --> 00:42:15.166
but the frequency would matter. And even if it came back positive

761
00:42:15.226 --> 00:42:17.486
for nicotine, if they admitted to it,

762
00:42:19.226 --> 00:42:22.826
it's okay. But we have carriers that would consider them at non-tobacco rates.

763
00:42:22.886 --> 00:42:23.126
Yeah.

764
00:42:23.186 --> 00:42:24.576
Not every time. What?

765
00:42:25.326 --> 00:42:28.906
Sorry. I was going to say, in the guidelines, I think I typically read

766
00:42:29.206 --> 00:42:31.686
at least one cigar a month.

767
00:42:31.766 --> 00:42:31.865
A month.

768
00:42:31.886 --> 00:42:33.366
So that's up to 12 a year.

769
00:42:34.246 --> 00:42:37.846
But again, always check the underwriting guidelines with that carrier.

770
00:42:37.866 --> 00:42:38.726
Mm-hmm.

771
00:42:38.786 --> 00:42:40.046
Good question.

772
00:42:47.006 --> 00:42:48.246
Alta, do you want to do this one?

773
00:42:48.676 --> 00:42:52.366
Yes. Underwriting guidelines. So they are carrier specific,

774
00:42:52.526 --> 00:42:54.898
andThey're not across the board.

775
00:42:55.738 --> 00:42:59.678
So, my suggestion would be once you've done your field underwriting and

776
00:42:59.718 --> 00:43:02.098
you've determined, "Okay, well, this client looks like a preferred,"

777
00:43:03.078 --> 00:43:05.538
and you run your quotes, you can go and look at the guidelines.

778
00:43:06.458 --> 00:43:10.058
You're going to see in the guidelines where they, of course, they address height

779
00:43:10.068 --> 00:43:12.158
and weight, family history.

780
00:43:13.678 --> 00:43:16.358
Some of them, instead of doing height and weight, they do BMI,

781
00:43:18.318 --> 00:43:19.288
driving history.

782
00:43:20.198 --> 00:43:21.588
They look at all of those things.

783
00:43:23.118 --> 00:43:27.038
Again, they're not across the board, and if you're unsure, just

784
00:43:27.078 --> 00:43:30.238
pop into our website. They're in

785
00:43:30.278 --> 00:43:31.118
there.

786
00:43:32.198 --> 00:43:35.138
They outline everything that you need.

787
00:43:35.878 --> 00:43:37.638
You'll see them for the best, preferred.

788
00:43:38.278 --> 00:43:40.438
They stop at standard, typically.

789
00:43:40.798 --> 00:43:44.678
So if your client is out of the standard, then give us a call

790
00:43:44.698 --> 00:43:46.418
because then we'll help you through that.

791
00:43:54.098 --> 00:43:55.138
Okay. So,

792
00:43:57.078 --> 00:43:59.938
we talked about the different impairments.

793
00:44:00.818 --> 00:44:03.658
Crystal, are they on our website yet? They are? Okay.

794
00:44:04.138 --> 00:44:05.298
No, not yet.

795
00:44:05.328 --> 00:44:09.118
No, not yet. Okay. So we have a big library of

796
00:44:09.158 --> 00:44:11.658
impairment-specific questionnaires.

797
00:44:12.358 --> 00:44:14.698
So they'll be on our website pretty soon.

798
00:44:14.758 --> 00:44:18.258
Otherwise, just contact us or one of the marketing

799
00:44:18.298 --> 00:44:22.018
people. They have very specific questions, as you can see

800
00:44:22.058 --> 00:44:25.778
this little example here. And then you would just go down the

801
00:44:25.898 --> 00:44:28.698
line and ask the questions. Your client doesn't have to sign it.

802
00:44:29.558 --> 00:44:32.458
You just ask the questions, and we have a

803
00:44:33.658 --> 00:44:37.518
large library of them. So just contact us

804
00:44:37.758 --> 00:44:41.258
if you don't know what questions to ask. We'll send it to you.

805
00:44:42.738 --> 00:44:46.488
Just to give you guys an example of a couple impairments, congestive

806
00:44:46.578 --> 00:44:48.718
heart failure, cancer.

807
00:44:50.898 --> 00:44:52.098
Oh my gosh, I just went blank.

808
00:44:52.618 --> 00:44:56.158
Yeah. And the cancers, we have specific ones for the different cancers.

809
00:44:56.258 --> 00:44:57.798
Prostate cancer, breast cancer,

810
00:44:58.718 --> 00:45:01.998
bladder cancer. There's many different kinds of cancers, and they all have their

811
00:45:02.038 --> 00:45:03.218
own sets of questions.

812
00:45:03.517 --> 00:45:03.878
Mm-hmm.

813
00:45:04.698 --> 00:45:05.638
Mental health.

814
00:45:06.398 --> 00:45:07.158
Mental health.

815
00:45:07.618 --> 00:45:07.818
Yeah.

816
00:45:08.018 --> 00:45:08.458
Seizure.

817
00:45:09.058 --> 00:45:10.418
Mm-hmm. Asthma.

818
00:45:11.018 --> 00:45:11.138
Mm-hmm.

819
00:45:11.238 --> 00:45:12.258
Bronchial issues.

820
00:45:13.778 --> 00:45:15.898
Yep. So we have quite a few.

821
00:45:17.758 --> 00:45:20.638
The questionnaires, Patricia, you'll have to reach out to us.

822
00:45:20.998 --> 00:45:23.818
In the meantime, anyone in the Life team, and we can send that out to you.

823
00:45:24.398 --> 00:45:27.738
We are working on uploading these questionnaires onto our website.

824
00:45:27.878 --> 00:45:31.468
It'll be in our Life Hub section. We're

825
00:45:31.798 --> 00:45:35.258
almost there, but we haven't been able to upload them just yet.

826
00:45:35.298 --> 00:45:36.618
Good question, though.

827
00:45:36.638 --> 00:45:36.708
Mm-hmm.

828
00:45:37.298 --> 00:45:41.118
Quote tool. So we have a couple of different quote engines for

829
00:45:41.358 --> 00:45:42.478
many different reasons.

830
00:45:43.498 --> 00:45:46.758
And I could probably show you guys, hop onto our website, we still have a couple

831
00:45:46.818 --> 00:45:50.578
more minutes, and show you guys the difference between the quote

832
00:45:50.658 --> 00:45:51.147
engines,

833
00:45:52.318 --> 00:45:55.778
what I would typically do, and where I would typically go to run specific

834
00:45:55.858 --> 00:45:56.338
quotes.

835
00:45:57.198 --> 00:45:58.638
We do also have

836
00:45:59.478 --> 00:46:03.098
a drop ticket system called Vive.

837
00:46:03.898 --> 00:46:07.678
You might see the word Hexus on there, and it's still our drop ticket

838
00:46:07.758 --> 00:46:11.558
system. But what I like about Vive is that you can

839
00:46:11.618 --> 00:46:14.718
run term quotes for eight carriers.

840
00:46:14.778 --> 00:46:18.548
So you'll see the eight carriers on the screen right now, and you can

841
00:46:18.618 --> 00:46:22.118
actually submit the application all within that one

842
00:46:22.238 --> 00:46:25.437
platform. So it's very easy, very convenient.

843
00:46:25.918 --> 00:46:28.638
It saves your clients' quotes on here.

844
00:46:29.478 --> 00:46:33.178
It saves the application, so if you were in the middle of it, it saves it, and you

845
00:46:33.198 --> 00:46:36.438
can come back to it and find it, and it'll take you to the last page that you were

846
00:46:36.518 --> 00:46:40.438
on. Another reason why I like the Vive drop ticket system

847
00:46:40.538 --> 00:46:43.698
is that when you're submitting the application, you do not collect

848
00:46:43.798 --> 00:46:46.538
signatures. You do not collect payment.

849
00:46:46.718 --> 00:46:50.118
You do need to know what kind of premium mode they're wanting to pay, whether it's

850
00:46:50.138 --> 00:46:51.938
monthly, quarterly, annually,

851
00:46:53.418 --> 00:46:57.278
and no signatures. So it's pretty quick and easy.

852
00:46:57.798 --> 00:47:00.258
You just fill in the blank and click Next, and

853
00:47:01.338 --> 00:47:04.858
it submits it for you. Now, when you submit the application,

854
00:47:05.438 --> 00:47:08.998
it'll tell you on the next screen if that carrier is going to call your

855
00:47:09.058 --> 00:47:13.057
client, or if they're going to receive a link

856
00:47:13.138 --> 00:47:17.118
via email to finish the part two, which are the health

857
00:47:17.158 --> 00:47:20.058
questions. So then the client will have to take care of that.

858
00:47:20.088 --> 00:47:23.798
And then at that point, the case managers here at the

859
00:47:23.878 --> 00:47:27.798
brokerage will take over and give you guys an update

860
00:47:27.858 --> 00:47:30.438
every once in a while when they hear back from the carrier to let you know the

861
00:47:30.518 --> 00:47:32.028
status and so forth.

862
00:47:32.958 --> 00:47:36.398
So we do have different quote engines, and I'll be able to show you guys here in a

863
00:47:36.438 --> 00:47:38.578
little bit once we're done with the presentation,

864
00:47:40.058 --> 00:47:41.918
what we do and what we use it for.

865
00:47:42.678 --> 00:47:46.498
Yep. One thing I did want to say is when you submit those drop tickets,

866
00:47:47.718 --> 00:47:51.418
let your client know that they need to complete

867
00:47:52.078 --> 00:47:53.018
their application

868
00:47:53.898 --> 00:47:54.478
pretty quickly,

869
00:47:55.518 --> 00:47:59.498
within two weeks. Because otherwise it's going to get closed, and

870
00:47:59.538 --> 00:48:01.038
then you'll have to resubmit the ticket.

871
00:48:01.118 --> 00:48:03.558
You've already talked to them, tell them, "You're going to get that link today,"

872
00:48:03.878 --> 00:48:06.078
or, "You're going to get that call within 24 hours."

873
00:48:07.218 --> 00:48:09.438
The interviews on the phone,

874
00:48:10.898 --> 00:48:11.038
it's

875
00:48:12.058 --> 00:48:15.938
a tele-interviewer that's calling on behalf of the insurance company.

876
00:48:16.478 --> 00:48:20.378
If your client isn't available, they'll leave a message with a phone

877
00:48:20.438 --> 00:48:22.198
number, and they have extended hours.

878
00:48:22.298 --> 00:48:25.678
So really, there's no reason why your client can't complete it.

879
00:48:25.978 --> 00:48:28.918
They have extended hours, so they can call early in the morning, or they can call

880
00:48:28.998 --> 00:48:32.878
after work. I think some of them are open till 8 or 9 o'clock at night.

881
00:48:33.158 --> 00:48:35.578
Some of them are open on Saturday mornings.

882
00:48:35.638 --> 00:48:39.318
So there's really no reason why your client can't complete that within a two-week

883
00:48:39.398 --> 00:48:41.898
period. It is going to take about 30 minutes.

884
00:48:41.938 --> 00:48:45.038
Well, actually, depending on their history and how prepared they are.

885
00:48:46.838 --> 00:48:50.798
They need to have their beneficiary information, their doctor's

886
00:48:50.878 --> 00:48:52.918
names, addresses, phone numbers.

887
00:48:53.318 --> 00:48:56.818
If they have any existing coverage, they need to be able to have that policy

888
00:48:56.898 --> 00:48:59.294
number, that... carrier, when it was written.

889
00:48:59.634 --> 00:49:03.394
Everything that you would typically ask on a paper application, they ask

890
00:49:03.634 --> 00:49:05.034
all of that over the telephone.

891
00:49:06.414 --> 00:49:10.194
And again, depending on the content, it will determine the length of the

892
00:49:10.234 --> 00:49:10.674
interview.

893
00:49:11.474 --> 00:49:13.693
So prepare your client. Tell them to do it quick.

894
00:49:14.734 --> 00:49:18.454
Yes, absolutely. Another thing also maybe you agree on is

895
00:49:18.514 --> 00:49:22.334
that each individual person who is applying, they have

896
00:49:22.374 --> 00:49:24.714
their own email address. Is that correct?

897
00:49:25.394 --> 00:49:29.294
Yes. Very, very important. Even if they have an owner other than the

898
00:49:29.334 --> 00:49:32.474
insured, there have to be separate emails.

899
00:49:33.874 --> 00:49:37.674
Because they're going to sign their application electronically, it's sent

900
00:49:37.734 --> 00:49:41.494
to them through an email, and you can't have the owner and the

901
00:49:41.534 --> 00:49:42.014
insured--

902
00:49:43.014 --> 00:49:46.474
If you have a different owner than insured, they have to have separate emails.

903
00:49:48.234 --> 00:49:51.734
Or, what if it's spouses, like a husband and wife, both

904
00:49:51.754 --> 00:49:55.094
applying at the same time for their own individual

905
00:49:55.234 --> 00:49:58.494
policies, what do you suggest? They still have their own email?

906
00:49:58.914 --> 00:50:00.694
They still have to have their separate email.

907
00:50:00.974 --> 00:50:04.954
Every person is treated individually,

908
00:50:05.234 --> 00:50:05.674
and so

909
00:50:06.874 --> 00:50:07.204
they can

910
00:50:08.854 --> 00:50:12.834
share a phone number, but they have to have a separate email.

911
00:50:14.774 --> 00:50:15.254
Very good.

912
00:50:23.494 --> 00:50:25.114
Clean applications.

913
00:50:25.124 --> 00:50:25.124
Okay.

914
00:50:25.154 --> 00:50:26.414
Do you want to take over?

915
00:50:26.554 --> 00:50:26.834
Okay.

916
00:50:28.714 --> 00:50:28.734
You

917
00:50:29.854 --> 00:50:30.734
fill in the blanks.

918
00:50:32.054 --> 00:50:36.034
Just work your way down and all the blanks need to be filled in, and if

919
00:50:36.074 --> 00:50:39.054
it doesn't apply or you have a question about it, give us a call.

920
00:50:39.394 --> 00:50:43.154
But there's nothing complex about

921
00:50:43.214 --> 00:50:46.874
them. Well, there's nothing complex about a paper

922
00:50:46.914 --> 00:50:48.614
application. Just work your way down.

923
00:50:49.794 --> 00:50:53.454
Signatures are very important. Wherever it says insured

924
00:50:53.514 --> 00:50:57.374
signature or owner signature, if the owner is other than the

925
00:50:57.414 --> 00:50:59.634
insured, make sure they both sign and date.

926
00:51:01.434 --> 00:51:05.314
There aren't any tricky questions or anything that your

927
00:51:05.334 --> 00:51:09.094
client can't answer. Just work your way down and fill it all out as completely as

928
00:51:09.174 --> 00:51:12.714
possible. Any blanks do delay. Any missing forms,

929
00:51:13.334 --> 00:51:13.894
delays.

930
00:51:15.194 --> 00:51:18.634
And we're here to provide you with the full paper

931
00:51:18.654 --> 00:51:20.754
application if that's the route you're taking.

932
00:51:26.634 --> 00:51:27.614
Oh, let me add also,

933
00:51:28.734 --> 00:51:32.194
to avoid scratches and lines through or putting N/A.

934
00:51:32.344 --> 00:51:32.404
Oh, yeah.

935
00:51:32.454 --> 00:51:36.134
Don't ever put N/A or draw a line across

936
00:51:36.254 --> 00:51:39.254
an area that you're not completing.

937
00:51:39.534 --> 00:51:42.214
These applications are read electronically,

938
00:51:42.614 --> 00:51:46.443
so if the machine that's reading it sees something like that,

939
00:51:46.514 --> 00:51:49.854
it kicks it out, and then a question is created.

940
00:51:50.854 --> 00:51:52.634
So just work your way down on it.

941
00:51:57.074 --> 00:51:57.594
So

942
00:51:58.454 --> 00:51:58.754
again,

943
00:51:59.754 --> 00:52:03.294
these are the common mistakes that we see with some agents, where they just submit

944
00:52:03.334 --> 00:52:06.434
a drop ticket and hope for the best.

945
00:52:06.534 --> 00:52:09.883
You don't want to do that. Again, you've got that

946
00:52:09.894 --> 00:52:12.034
relationship. This is your client.

947
00:52:12.134 --> 00:52:12.174
You

948
00:52:13.354 --> 00:52:16.834
need to form that relationship. They need to be confident in you that you helped

949
00:52:16.874 --> 00:52:19.514
them to get their life insurance placed.

950
00:52:20.014 --> 00:52:23.894
So do your pre-qualifying, ask those basic questions, and again, we

951
00:52:23.934 --> 00:52:27.334
can provide you with a form where you can

952
00:52:28.014 --> 00:52:30.434
put all the basic questions on there.

953
00:52:31.454 --> 00:52:33.674
Guessing that health class, again, I

954
00:52:35.494 --> 00:52:38.674
really want to say be

955
00:52:38.794 --> 00:52:42.604
conservative. Be conservative. It's better to go back with

956
00:52:42.654 --> 00:52:46.374
good news than uh-oh. But even if you go back

957
00:52:46.414 --> 00:52:50.394
with bad news, you've got some alternatives because I'm going to

958
00:52:50.454 --> 00:52:54.254
call you, and we're going to talk about the case, and I'm going to discuss all the

959
00:52:54.994 --> 00:52:58.694
different alternatives. So even if you get other than approved,

960
00:52:59.174 --> 00:53:02.824
you've got information that can still help you get that case placed with your

961
00:53:02.894 --> 00:53:03.294
client.

962
00:53:04.774 --> 00:53:07.594
Missing information. If you don't know,

963
00:53:09.234 --> 00:53:13.134
it's just going to hang there. So go

964
00:53:13.174 --> 00:53:15.854
ahead and send it in and let us know the information is coming.

965
00:53:16.794 --> 00:53:18.414
But when you list a doctor,

966
00:53:19.294 --> 00:53:21.854
we need that address. We need that phone number.

967
00:53:21.914 --> 00:53:23.874
We need to know when they last saw it.

968
00:53:24.234 --> 00:53:28.154
So providing all that detail is just very beneficial.

969
00:53:30.094 --> 00:53:33.884
So one other

970
00:53:33.934 --> 00:53:37.734
thing on the drop tickets, where we have found some delays.

971
00:53:37.774 --> 00:53:41.634
You need to really prepare your client and let them know they're going to

972
00:53:41.694 --> 00:53:45.534
be asked confidential information, and so

973
00:53:45.694 --> 00:53:49.534
prepare them. They're going to want to know your

974
00:53:49.774 --> 00:53:53.554
full medical history. That's very, very important.

975
00:53:53.674 --> 00:53:57.524
Some people are reluctant of doing that over the phone, but if

976
00:53:57.574 --> 00:54:00.034
they don't want to do that, then that's not the route to go.

977
00:54:01.174 --> 00:54:04.274
You don't want to submit a drop ticket, and then it close out because the client

978
00:54:04.314 --> 00:54:08.274
didn't want to divulge anything. Have that conversation with the

979
00:54:08.314 --> 00:54:12.174
client. You can still do a paper application with

980
00:54:12.214 --> 00:54:16.054
most carriers. I think we only have two carriers that don't do paper

981
00:54:16.114 --> 00:54:16.684
apps at all,

982
00:54:17.614 --> 00:54:19.454
and that's SBLI and-

983
00:54:21.574 --> 00:54:22.364
Symmetra, I think is the other product

984
00:54:22.364 --> 00:54:23.694
... Symmetra. Yeah.

985
00:54:24.594 --> 00:54:24.604
Mm-hmm.

986
00:54:24.634 --> 00:54:26.094
And Banner.

987
00:54:27.054 --> 00:54:27.083
Banner.

988
00:54:27.083 --> 00:54:29.234
Banner is strictly electronic, yeah.

989
00:54:30.594 --> 00:54:34.474
So, there are other carriers, and we can help you find the other

990
00:54:34.514 --> 00:54:34.934
one to go.

991
00:54:38.474 --> 00:54:41.354
So the hobbies. Yeah, ask that question

992
00:54:42.274 --> 00:54:45.834
about their hobbies because, again, if they tell you they go rock

993
00:54:45.874 --> 00:54:49.434
climbing or skydiving, that's a hobby. Very important.

994
00:54:49.514 --> 00:54:51.774
We have gotten some surprises in the past.

995
00:54:53.454 --> 00:54:54.614
Okay. So

996
00:54:55.774 --> 00:54:58.814
at the brokerage, you've already done the hard part.

997
00:54:59.034 --> 00:55:02.824
At the brokerage, we have an assigned case manager to you, and

998
00:55:02.914 --> 00:55:05.574
we're getting ready to get a few more case managers.

999
00:55:06.254 --> 00:55:08.854
You've done the hard part. You made the sale.

1000
00:55:08.894 --> 00:55:12.478
The rest is up to us.We do the screening, we do the

1001
00:55:12.518 --> 00:55:15.958
communication with the insurance company, we do the communication with the exam

1002
00:55:16.058 --> 00:55:19.658
companies and the record retrieval services.

1003
00:55:20.578 --> 00:55:24.498
We're your back office, and we keep you updated on

1004
00:55:24.538 --> 00:55:28.338
a regular basis. If you don't hear from us on a regular

1005
00:55:28.418 --> 00:55:32.198
basis about your pending case, then there's a problem, and typically it's

1006
00:55:32.218 --> 00:55:35.198
technology. But we're on top of your case.

1007
00:55:36.258 --> 00:55:37.898
We're not going to let it go through.

1008
00:55:37.998 --> 00:55:39.888
We want to help you place this case,

1009
00:55:40.938 --> 00:55:42.518
because if you're successful, we are too.

1010
00:55:43.058 --> 00:55:46.778
So we're doing everything we can on our end to get those cases placed, and you

1011
00:55:46.798 --> 00:55:48.318
don't have to worry about anything.

1012
00:55:49.198 --> 00:55:52.798
We'll reach out to you if we need your help with something.

1013
00:55:53.218 --> 00:55:54.938
Usually, it's clarifying something that the

1014
00:55:56.238 --> 00:55:58.418
underwriter wants, and the client didn't answer it.

1015
00:55:59.198 --> 00:56:00.778
But we do all the work for you.

1016
00:56:03.118 --> 00:56:06.918
So even if you place a policy through the brokerage, you still have

1017
00:56:07.018 --> 00:56:10.898
access to us even afterwards. So if your client needs to change

1018
00:56:10.998 --> 00:56:14.858
a beneficiary form or an EFT form or pull something from the

1019
00:56:14.897 --> 00:56:16.978
policy, give us a call and we can help you.

1020
00:56:17.618 --> 00:56:21.598
Mm-hmm. Yeah. And with most carriers, your client, once they have

1021
00:56:21.618 --> 00:56:23.458
their policy, they can register

1022
00:56:24.598 --> 00:56:28.098
online with that carrier, and then they have full access to their policy.

1023
00:56:28.118 --> 00:56:31.878
And you as a writing agent with the carriers too, once you're appointed, you can

1024
00:56:31.918 --> 00:56:35.588
register with the carrier website, and you have access to your clients'

1025
00:56:36.078 --> 00:56:38.478
pending, in force, your commissions.

1026
00:56:39.458 --> 00:56:40.018
It's all there.

1027
00:56:40.858 --> 00:56:41.218
Mm-hmm.

1028
00:56:43.718 --> 00:56:44.138
Um.

1029
00:56:45.358 --> 00:56:48.378
Oh, what's your contact information? Hi, Gary.

1030
00:56:48.478 --> 00:56:52.138
We're going to send out an email with the link, and it'll have all of our contact

1031
00:56:52.218 --> 00:56:53.378
information as well.

1032
00:56:56.518 --> 00:56:58.598
Alta, do you want to wrap this up?

1033
00:56:59.338 --> 00:56:59.878
Sure.

1034
00:57:02.718 --> 00:57:03.038
So

1035
00:57:04.058 --> 00:57:06.818
remember, big thing, pre-qualify your clients.

1036
00:57:08.518 --> 00:57:12.338
That's my number one. I'm always telling, "Well, did you talk to your client

1037
00:57:12.378 --> 00:57:13.918
before you submitted your application?"

1038
00:57:14.978 --> 00:57:17.718
You don't just submit and hope for the best.

1039
00:57:18.658 --> 00:57:20.288
You've got that relationship with the client.

1040
00:57:20.417 --> 00:57:22.078
You want to look good for your client.

1041
00:57:22.978 --> 00:57:24.458
Do that pre-qualifying.

1042
00:57:25.578 --> 00:57:29.038
Use our tools. We have many. We have our quoting tools.

1043
00:57:30.678 --> 00:57:30.998
And

1044
00:57:31.918 --> 00:57:35.398
again, if you don't get status on a regular basis,

1045
00:57:36.138 --> 00:57:39.998
let me know. Give me a buzz, because that means we've got a problem with

1046
00:57:40.008 --> 00:57:43.858
technology. You should never not know the status of your case.

1047
00:57:45.058 --> 00:57:48.987
We take great pride in training our case managers and forming

1048
00:57:49.018 --> 00:57:52.298
that relationship with you. We want to help you get that case placed.

1049
00:57:54.138 --> 00:57:57.418
Absolutely. And I know we're down to the last few seconds.

1050
00:57:57.558 --> 00:58:00.448
I do want to thank everyone for joining in today.

1051
00:58:00.518 --> 00:58:02.618
If you have any questions, feel free to type them in.

1052
00:58:02.658 --> 00:58:04.498
I'm going to stay on for a little bit.

1053
00:58:04.618 --> 00:58:07.678
I know I told you guys that I would show you guys our quote engines.

1054
00:58:07.718 --> 00:58:09.677
And I can open that up real quick.

1055
00:58:15.858 --> 00:58:18.298
And thank you, Alta, for hosting this with me today.

1056
00:58:18.378 --> 00:58:18.698
Mm-hmm.

1057
00:58:20.418 --> 00:58:23.878
So on our website, on the left-hand side, you'll click on Quote

1058
00:58:23.978 --> 00:58:26.378
Engines. You're going to click on Life Quotes.

1059
00:58:26.958 --> 00:58:28.858
Then you'll have three different quote engines.

1060
00:58:28.938 --> 00:58:32.738
So the only reason I use WinFlex is if I need to

1061
00:58:32.778 --> 00:58:36.588
pull illustrations, I need to run a quote that pulls illustrations about

1062
00:58:36.638 --> 00:58:40.398
that specific product. When I say that, I mean it's going to pull about

1063
00:58:40.458 --> 00:58:43.558
anywhere from nine to 40 pages long worth of

1064
00:58:44.618 --> 00:58:48.258
that quote, and it's going to explain every single little detail that you need to

1065
00:58:48.338 --> 00:58:52.258
know. I usually go on WinFlex when I want to run whole

1066
00:58:52.318 --> 00:58:54.478
life quotes, IULs,

1067
00:58:55.478 --> 00:58:59.398
and universal life quotes. You can run term and return

1068
00:58:59.438 --> 00:59:00.098
of premium.

1069
00:59:01.098 --> 00:59:04.418
So as long as you have the WinFlex web and you

1070
00:59:05.418 --> 00:59:08.878
requested it through the brokerage, you'll have access to all of our carriers.

1071
00:59:09.978 --> 00:59:12.258
Final expense, it's very quick and easy.

1072
00:59:12.418 --> 00:59:15.438
You can either run a guaranteed issue or a simplified issue.

1073
00:59:16.778 --> 00:59:19.018
And then these are just only final expense.

1074
00:59:19.068 --> 00:59:21.758
So let me just show you real quick where you're going to go, because there are

1075
00:59:21.838 --> 00:59:25.578
other options available. But in order to run the final

1076
00:59:25.658 --> 00:59:29.598
expense quote, you'll need to go through the simplified issue

1077
00:59:29.777 --> 00:59:32.358
life. That's how you're going to run that quote.

1078
00:59:33.418 --> 00:59:36.238
And then the other quote is the life quotes quote engine.

1079
00:59:36.298 --> 00:59:40.278
Now, in this one, you're able to run term, universal life,

1080
00:59:40.338 --> 00:59:44.038
and return of premium. But this is going to be your quick

1081
00:59:44.138 --> 00:59:47.238
comparison. It's not going to pull pages worth of illustration.

1082
00:59:47.278 --> 00:59:50.978
It's going to give you a quick snapshot of the carriers, the face amounts, and the

1083
00:59:51.058 --> 00:59:54.838
different premiums. Now, if you want to use Vive

1084
00:59:55.038 --> 00:59:58.578
and run the term quote there and submit the business, you're going to have to click

1085
00:59:58.638 --> 01:00:02.398
on Submit Applications, and then click on Vive Life Drop

1086
01:00:02.458 --> 01:00:04.958
Ticket, and it'll take you into that website.

1087
01:00:06.898 --> 01:00:10.238
Any more questions? Nope. That's

1088
01:00:10.318 --> 01:00:13.118
it. Thank you guys so much for joining.

1089
01:00:13.148 --> 01:00:13.148
Mm-hmm.

1090
01:00:13.438 --> 01:00:16.238
Reach out to your life team. We're here to help you.

1091
01:00:16.347 --> 01:00:20.068
And you guys will receive the link of the recording, along with other

1092
01:00:20.158 --> 01:00:23.938
pieces of information from today. Thank you. And thank you, Alta, for joining.

1093
01:00:24.398 --> 01:00:25.758
Absolutely. Everybody have a good day.