Breathing New Life Into Your Customers

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Breathing New Life Into Your Customers

• A new approach to marketing life insurance

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Why People Buy Insurance
They have needs.
Source LIMRA International
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Why Dont They Buy?
You have solutions.
Source LIMRA International
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You should have the key to dominate this market
What is stopping you?
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Objections to Selling Life Insurance

1. Life insurance sale too complicated
2. It is too difficult to get someone to understand
   the need and then act
3. Could possibly lose credibility if sale goes bad

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Life Sales Process
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Life Sales Process
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Sample Email to Customer
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Life Sales Process
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Client Scenario

• Dale
• Married
• Two children (7 and 9)
• Primary income earner
• Wife consults on the side
• Mortgage - 233,000
• Has 550,000 of existing life
• life insurance coverage

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2,500
233,000
500
2,000
304,313
5,000
15,000
15,000
35,000
304,313
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304,313
233,000
35,000
213,518
572,313
785,831
550,000
235,831
213,518
80.00
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Life Sales Process
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Life Sales Process

• Options should be
• Based on client response
• Ready before meeting
• Reasons for options should be identified

• Other tools you should have
• Product highlight sheets
• Review product highlight brainsharks
• Recommendation Worksheet completed prior to
  meeting

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In it for life. In it for you.
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Financial Strength

• Trusted Mutual company since 1909
• Success built on vision and performance

Consistently high industry ratings

• A.M. Best Company A
  (Superior)
• Moodys Investor Services
  Aa3 (Excellent)
• Standard and Poors A (Strong)

As of June 2011
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Term Life Express (TLE)

• Complete portfolio of 15, 20 and 30 year products
• Simplified issue up to 400,000
• No Blood, No Urine, No Paramed
• Four riders/provisions included with policy
• Residential Damage Waiver of Premium Rider
• Unemployment Waiver of Premium Rider
• Accelerated Death Benefit Provision
• Common Carrier Death Benefit Provision
• Available on the iGO e-AppSM
• 5-day issue for clean applications

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Term Life AnswersSMGuaranteed Level Term

• Competitive rates ages 40 - 60
• Great smoker rates
• Liberal conversion opportunities
• Available on iGO e-AppSM Speed eTicketSM
  platforms
• Commissions on policy fees for face amounts under
  250,000.
• Other Insured Rider
• Qualifies for the Fit Underwriting Credit Program

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Fit Credit Program

• Applies to all fully underwritten TERM
  UNIVERSAL life products
• Three characteristics 1 Table Credit
• Five characteristics 2 Table Credits
• The best case final offer is Standard
• Great for build Diabetes clientele
• 12 Lifestyle and medical credits apply

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Guarantee Universal Life (GUL)Secondary
Guarantee Universal Life

• Competitive lifetime level premiums
• Preferred NT, Standard NT, and Standard Tobacco
• Ages 50 70
• 500,000 and 1,000,000 bands
• Competitive dial down guarantees
• Qualifies for the Fit Credit Program
• Accelerated death benefit for terminal and
  chronic illness rider

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Guarantee Universal Life (GUL)Secondary
Guarantee Universal Life

• Why Dial Down?
• Guarantee their premium for a period closer to
  their actual life expectancy
• Offer competitive premiums,
• Especially at ages 45-75,
• Standard and preferred user rate classes
• Dialed down to ages 90, 95, and 100
• 500k, and 1m face amount bands

• Age Last Birthday Company

As of May 23, 2011 these premiums are current and
accurate to the best of our knowledge.
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Life Sales Process
Fillable application available for all products
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Life Sales Process
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Life Sales Process
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Life Sales Process