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Coaches Corner - Multiple Topics

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Because a lot of times. A lot of times. Good stuff. Yeah. I'm sorry. Wait, I did that too early before you did the recording? No, that's okay. So you'll get those? We're just talking about this, though. You'll get those 79 year olds. I'm not on any medications. Okay. Who handles your medications for you? Like we all know, a 79 year old is not going to never have been on a pill in their life unless they're just anti going to a doctor.

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Uh, it might be like ten year lookback for for most medications. What I found. Well, I got that from Lexi, so don't quote me on that. I quoted her on that.

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You know. That's right. Ten years.

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It seems to be true. Yeah. Across the.

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Board. Tell everyone. Good morning. Good morning, everyone.

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Good. Good morning. Hello.

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Good morning. Good. Lexi.

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Are you leaving the

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making? Leaving? Right.

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Was just going to say, like, the amount of people that will tell me when I asked them. Heart, liver, kidney, lung issues to tell me no and I'm okay. Cancer, heart attack, stroke, COPD, diabetes. No. And then say, okay, well, what medications do you take? Oh, well, I take a ton of medications. Like really people's medications are where you're going to get like the full story.

00:01:18:18 - 00:01:48:22

And I mean, as far as keeping your percentage low, I literally hate Gerber guys. Like, I hate it so much. I was looking at my Gerber portal yesterday. I've probably written like 15 Gerber's since the beginning of the year and there has literally been one of them that has even made one single payment. That's true in my quality is actually good. So that's. That's really pathetic. Um, just try to get somebody with prime term before you write them a Gerber. The persistency is just so much better.

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It's so much better. And I know that the interview is such a pain, but if you can have a policy that stays on the books versus one that you know falls off and hurts your quality, like it's worth it. And if they do get approved, like having the Social Security billing literally makes all the difference for our clients. That's why they can't pay those Gerber policies is solely because their billing is so bad. Like prosperity, like the policies just have such a higher chance of actually sticking and actually paying out.

00:02:19:00 - 00:02:52:18

And Lexi. Actually, she has 54%. Pioneer This was at the beginning of of April. So it's probably more about, you know, it could be different, but she has 50 for the year, right? So it's not just like a couple sales. So she has 54% with Pioneer, 16% with Patriot, 18% with Prosperity and 11% with Gerber. Those totals are 1% off because there's like, you know, 54.6% or whatever. But yeah, so you guys can can go and you can always try to apply, right? And, and try to go with something now before going better.

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And better quality than most.

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Yeah. And she has really good business quality too. Right. So that helps select she's going to make more money out of bonuses and, and yeah. So having that low Gerber percentage is huge. I know it's an easy thing to jump to, but. At least try and see and see what you can get for that.

00:03:13:07 - 00:03:33:05

I remember James said a couple of weeks ago, and I wrote this down, and it's made a total difference in the way that I look at things. The only Gerber should be current cancer being treated oxygen and can't do ADLs. Anything else you should be able to do prime to term or even some other of our levels are graded.

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Yeah. So, um.

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And just real quick and I'll just take it over. I just to address a point that was made earlier. For the first.

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I don't know.

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Probably five, four years, maybe three, four years till we got for the first four years of my telesales career, we didn't have a guaranteed issue company. Um. I think Justin tried to get us to eliminate Gerber before, uh, and, um. And when we didn't have one. Does anyone know what percentage of my business was uninsured? I was riding with one carrier and with one carrier I was with a carrier who I'm embarrassed to admit I was with for the first portion of, of my career.

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And then after that was American amicable. Um, and. It's the same arm you're used to. And there was no super preferred. There was no preferred plus because we didn't have a proprietary product, we just joined them. Does anyone know what percentage of my business was uninsurable?

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Like 5 to 10%.

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Yeah, it was like I mean, didn't I'm not just I have 9.6% was about 10%. Right. Because I kept a folder. It was uninsurable. Right. Because I had nowhere to go. And then to Misty's point, the reason that if you go through my leads, you're not going to find a lot of Gerber's is, you know, our first guaranteed issue company was a company called Kemper. They ended up going into risk. They ended up going into receivership because that's all they were was guaranteed issue. Do you know why my Gerber percentage stayed below that or my my Kemper percentage Say boy that.

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Because. Because Kemper was so expensive, Right. The biggest the biggest

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weapon against everybody making better money and realizing what's best for their client is thinking that because Gerber is $3 cheaper than standard or whatever it is in those situations, it's there if that was the case. Um, Mutual of Omaha. Um, whatever the, the other one's called Colonial Pen.

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North Star and.

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Lincoln Heritage. Lincoln Heritage wouldn't be the sum of the largest final expense carriers in the country if price was all that matters. So I just wanted to to reiterate that and to Lexie's point, because they don't the reason they can be so cheap is and I'm I'm sorry to be so mean about Gerber, but but it's a necessary evil but we really don't like it is Gerber can be so cheap and the only other competition with Gerber price wise is AIG. And the reason the two of them are able to do well is because they don't want to keep you as a client.

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Their goal is to make sure that you fall off the books in the first two years so they don't you're not allowed to reinstate. Pioneers like, Oh, Miss Jones, we don't. You're three months behind. Don't worry about it. We'll just.

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Reinstate you. We. We love you. We want you to stay as our client forever because we want to be here to protect your family.

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And Gerber's like, Oh, you paid 19 months into the policy. You're getting pretty close to that contestability period. You know what you're gonna have to do? Restart.

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You know. So it's it's a grant. Not here to give you a rap on Gerber, but, you know.

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Garbage, baby garbage. So, um, you know, to to Justin's point, Lexi's pointers point, there are so many other options out there. And that's the reason that we. I had one carrier, now we have five. Really? Because HL and patriot even though they're the same port and they're so different. So we really have five And so, um, the percentages that Justin just posted. Is really what what you should be striving for. So if you don't look at your business and you're not at least over 50% hence why that's the threshold to qualify for the trip because they do pay for the trip.

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Um, and then look at that 16% patriot, 18% prosperity and basically 10% Gerber. Um, that's a beautiful spread right there. Right? That means you're putting everybody exactly where they should be and getting almost everybody, um, the best coverage they could be, right? That's immediate coverage that that you're getting for the majority of people. And I guarantee if we go through that 11% Gerber. I happen to sit near Lexi in the call center, so I know. It's just like, Oh, nobody will take Miss Jones.

00:08:07:03 - 00:08:38:08

And so, like, I've already spent three hours with them, so I guess I'll just go ahead and and give them. Carver Right. So that's really the emphasis of that, especially if you're new. I know it's nerve wracking when you look and you're like, Oh, I'm nervous about these medications, but that's why you've got, you know, Zach and Josh and Ernie and Nikki and Mika and all these people that you can go to and say like, Hey, here's some unique medical situations. What can we do? And will help you guys figure out exactly where to do it. And if they're not available, then you've got a flowchart you can refer to too.

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But there's also almost always another option. I promise you, they're not going to look at you foolish if you're trying to get them something that's best for them, right? If you explain it that way, Miss Jones, I'm really. I'm your advocate. I'm fighting for you. I'm going to get you into the best product or policy possible. And if they don't qualify for it, they're not going to be like, Oh, this person doesn't know what they're talking about. Right? So different than if you're applying for homeowner's insurance or car insurance or anything. And somebody says, I'm going to try and get you this company because they're the best company and they come back and they're like, Oh, you're you live in Vero, and they really don't like the fact that the name Beach is in your name.

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And so now they're going to decline. I'm not like, Oh, I don't want you to be my homeowner's carrier anymore. Like, I'm like, Oh, okay, what are our other options? So.

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Right. And then to be systematic with it, guys. That's kind of like what I want to talk about because that's kind of what Sam brought up. Um, no matter how you do this, if you have to go all the way back to the application, I always find that very valuable because if people are being very either cagey or they just just not giving you the information that you need to start reading the application, it's not going to hurt you. Like, I will read every single question mine if they get it's very rare for me at this point. But like if they get so they're so bad at asking or answering the questions, then I'm just going to read the application.

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But then I always ask exactly how Josh Zach said, like heart, lungs, liver, kidneys. That's what I care about. And he surgeries or hospitalizations in the last three years. And then of course, you know, you can't just when they answer yes, it's not skip the question. It's like dig into that dig into why were you in the hospital? Okay. What happened? Because you're going to hear a lot of stuff. They're going to say, I had a hurt. I had yesterday heard somebody say, what do I do with the hernia operation? Nothing, because it's not on the application.

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You just ignore it. So a lot of these things that you guys ask, of course, will just be like, ignore it because a lot of conditions aren't on any of the applications. And then of course, referring to the flowchart will help you pick the right plan in situations where you can actually get people immediate coverage. But Gerber can be the last resort, Misty said said it. So there's only yeah, there's only a couple of reasons. ADLs, Oxygen and Alzheimer's.

00:10:58:15 - 00:11:09:19

You guys should be asking like, how long have you been on oxygen? And if it's been over two years, that's straight prime term. And if the Alzheimer's, sometimes they're not going to know but apply anyway.

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Ernie got denied for over two years. I have a guy that was on oxygen for the last ten years and they still denied them. Now the Alzheimer's and dementia meds greater than two years. CHF greater than two years. The oxygen, they said they won't budge.

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They will. They have in the past. Sometimes it's just. Yeah, I asked Debbie, so I'll just tell you guys like a high level of your asked Debbie. Like what? What are they doing with the prosperity term when like they qualify somebody because I've had some declines with Alzheimer's and they were very clear that they had, you know, medications for over like two years. But she said, like they might look at it and if they they switched the medications on on you like the Alzheimer's medication is now momentum when it used to be an episode they will treat it almost as a new diagnosis automatically.

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So that's annoying. I mean, there's nothing we can say that's annoying because that doesn't. I'm very annoyed by that. But there's we can only do so much with these carriers, like what they say is what's going to go. But you applied at least Missy. That's the main thing. It's like you applied you applied for these companies before going to Gerber. So I always find that, yeah, like I told somebody yesterday was like, well, present to them. Like, okay, so I said they could have qualify for Preferred because the information was kind of like all over the place.

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So I told them like, they'll qualify for standard 100%. They're going to qualify for standard. So what I would do for that client is tell them the standard prices and then tell them we're going to try to do better than that. Does that make sense? Guys like, because I could try, but I'm still managing their expectations by not saying, Oh yeah, you're definitely going to get this this rate. If I give them the standard rate and they are accepted with preferred, not only will be able to keep the premium the same, I'll be able to give them a lot more coverage.

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And it that also goes to the point of you want to be writing as much pioneer as you possibly can. I think people tend to forget that that's my goal and everything. I'll push a lot. Pioneer standard when didn't have HL and all this other stuff we were pushing a lot more pioneer standard because we did not want to go to Gerber. So a lot of stuff that y'all think you can't even do Pioneer standard, you can. It just goes into your point of studying your questions and studying your conditions.

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You got to know your application questions. You got to.

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And the biggest point I know because like, well, like, oh, think I have a touch of congestive heart failure like Mika is going to straight apply standard. Okay. Don't know what that means. So we're still going to try the standard. It's like I'm on nitro and think I have congestive heart failure. Well, I don't know that for a fact. So we're still going to go standard? Yes.

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I want to go on every trip, every year. Yes, we're.

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Here. So I'm going to write as much pioneer as I can. Yes.

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And that was the only option. Like if there was no Gerber, like, well, let's try. I mean, that's what that's what James is driving at like is like, well, had to apply standard. So if they got.

00:14:08:17 - 00:14:30:08

That's paying you less money their customer service sucks and they have inconsistent drafting. I've written a person Gerber and it's supposed to come on the third and Gerber may pull it on the fifth they may pull it on the second And guess what my client is now overdraft and and upset. So garbage is inconsistent on every level. Plus they don't pay you as much. You leave them too much money on the table.

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Right now.

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Go ahead, Zach. Can I.

00:14:33:14 - 00:15:03:01

Chime in? So a lot of times people default to Gerber just because they haven't taken the time to learn how to do another application. I don't know how to do prosperity so that but they got declined. Pioneer So I'm going to go. Gerber Because I don't know how to do this company. Like that's that's not a valid excuse for you not doing your homework. You know what I mean? You got to, you got to learn to do the other applications so you can offer your clients better coverage and know how to get them better coverage than just defaulting to the two applications that you know how to do.

00:15:04:00 - 00:15:09:05

That's true. Like, um, have I have something to say about that? But, Lexi, you got your hand up still.

00:15:11:17 - 00:15:42:06

Yeah, I was just going to say and you know, prosperity, they are a little bit inconsistent with that prime term product. Like even with people on oxygen. Like I always just try yesterday and the guy told me he was like, Yeah, I was in the hospital, you know, a couple weeks ago. And, you know, they sent me home and I have some oxygen and I still use it from time to time. I'm like, you know, let's just see what happens. And I applied with him for the prime term and they approved it. And also like another. It's the remote. If somebody in the house. Somebody in the house.

00:15:42:08 - 00:16:17:06

Has an email address. Try to do the remote app because with that one, all they have to do is sign it remotely. And it's really simple. They just have to click it and type their name and it'll tell you before you fill out the entire application if the person is going to qualify for the coverage or not. So, you know, if they have the ability or somebody in the house has the ability to go on there and sign that email, that's definitely an easier way to do it. And you can try to avoid the issue, you know, and if they get declined, that really shouldn't take you too long to figure that out, if that makes sense.

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00:16:19:03 - 00:16:54:09

And to Zach, I was going to say, to Zach's point, um, so when you are teaching people like how to do one, are you looking for opportunity? Like I so what we did, Nikki and I were like, okay, we're going to find somebody who's on the phone, do a prosperity. Like because you're not really supposed to open up prosperity and just do random nonsense to play around in there. So we found somebody that was actually like making a sale, got on the zoom and actually came in and recorded, just recorded how to actually do it. Like, I know Nikki, Zach, Josh, Mika, They'll come into your room and show you exactly how to do it so you're not freaking out.

00:16:54:17 - 00:16:57:11

But if you're in here and my bed.

00:16:57:19 - 00:17:04:14

I know Justin also has all of the applications except for Patriot. He has a sample application recorded in Dropbox.

00:17:04:23 - 00:17:25:22

Awesome. Okay, so yeah, there's. There's no reason not to know how to do it because a lot of it's just drilling like, like when I first got my way, that was all I had. So I was like, okay. And I just started using the coding software like a bunch of times to figure out, you know, how to use it. Same thing applies here. Like if you're in member's area, um, you can actually go in here.

00:17:27:21 - 00:17:59:15

Um, this is a real. So this topic came up. Sam this video here, Nikki does a really good job yesterday like of exactly how to qualify people and then how to put them with the right company. So 52 minutes, she did it with only like 3 or 4 people, but so many people could get value out of that. Obviously, this is pioneer sales start. This is how you submit an this is how you do a prosperity. Here's another way. Another time we did an HL so you can always come in here just to see it at least once. So that way when it comes down to it, you're not freaked out.

00:17:59:17 - 00:18:12:11

Neither one of them are that hard. I mean, they all they all tell you, like, um, exactly what information they need as you're filling them out. But it's important to get them bookmark logged in and just, you know, be prepared for the day.

00:18:14:24 - 00:18:35:15

So, Ernie, have a question. Um, so just wanted you to walk us through a process because somebody had asked the question, say you are talking to a client that may possibly have COPD or something that could make them standard. You write standard, however they came back preferred. Can you kind of explain that process?

00:18:37:09 - 00:18:42:20

Are you saying? But. So I don't think I would be applying for a pioneer preferred.

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But an example, an example would be like, okay, thanks.

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You mean. Oh, never mind.

00:18:48:18 - 00:18:57:08

Say you're writing a client because you're writing them standard, because something makes you question something. But it came back preferred. So explain that process to us.

00:18:57:21 - 00:19:28:05

Okay, So what what I would do with that client like I'm on. Sure. Like, let's say, let's just use any example that can come up with Nitro. Nitro is up. I'm taking nitro or I'm not taking nitro. But you know that same song and dance where they prescribing it forever. Like, okay, so you're really not taking it. Okay, So, Ms.. Jones, I know that I can get you this plan and it's going to be a very good plan. This is a standard plan with Pioneer. So let's go over those plans together first and see which one is going to work best for you and Betty or whoever the beneficiary is.

00:19:28:14 - 00:20:00:06

Go over it. You know, have that conversation just present like you normally present. Have them write down the rates, have them write down the face amounts, the benefits, and then tell them. All right. So you're picking the 10,000. They'll pick one out of those plans. Which one do you want Betty to receive when you pass? They'll pick one and be like, okay, so, Miss Jones, you're going to be doing like like we're really going to try to do a little bit better than this. But no matter what, we'll be able to get you this price for the 10,000. But if we can, we'll try to get you more coverage for the same amount.