Updated: Apr 17
Watch the Full Video Here: Health Qualifying - The Proper Way
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All right. Welcome, everybody. I'm going to record this for the few people that are on the phone right now so that they can review it later. So get a lot of questions about underwriting from all of you guys. And I really want to just pull up the the main application. Tyler, you did a really good job today about like knowing that with Standard Plus, but it really comes down to only a few things. Um, all right. So I do want to go over one thing that I've heard a few agents doing, like reading the health questions all the way through, like even after they've already qualified the person.
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So they've asked them what's going on with heart, lungs, liver, kidneys. They know they're a non-smoker or smoker. They know what medications they're taking. And then they're kind of really going right back to asking the questions again. That is one way to make to kind of let the client know that you really are unsure of yourself and it does waste a lot of time. Same thing with you. Don't have to tell them every single thing about a product because you'll lose them and they won't understand. They'll want to shop around more.
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I mean, you're doing the shopping for them, so after you're done with that, that's it.
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All right. Me Pull this up.
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Okay, So as your guys are qualifying people and, you know, Pioneers, app is generally the most important one by far. I mean, I'm not going to go over the top part of this because this is more for the health information and any questions you guys have even Robert that needs clarification. Please let me stop me and let me know.
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All right. So first question first, the three question. I'm not going to cover a lot. Those are basically disqualifier questions. So you guys hear that, Um, you know, illness, disease, currently using oxygen. Oxygen is always like straight to Gerber. Um, Alzheimer's dementia straight to Gerber. Congestive heart failure straight to Gerber. Now know the prime term application kind of says that you you can get them qualified but we've had enough declines where I'm like I'm not if it's been over two years still go to Gerber because it's becoming a problem. So you know prime term is kind of a more advanced topic, but it's really just a Gerber killer, like a standard smoker.
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Instead of going to Gerber, you can go prime term and get them a lot cheaper. I think you guys have all heard me go over this before. Like Standard Smoker is the most replaceable policy there is, I think did a comparison with you, Clem, if I'm not mistaken, it was like $70 or no, maybe it was Tyler. Tyler $70. Gerber for 10,000 or 130 for Standard Smoker. If they're not a smoker, you know, go standard every time. But if they are, it's a big thing. All right. So diabetes question.
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I also have this. Go ahead. Yeah.
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Just want to add to that, guys. Um, with Gerber, it's it's a necessary evil, but it should absolutely be your last option. Okay. So if you can write somebody on standard or with prosperity, do it. Gerber is your last option. I just want to reiterate that point.
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Yeah. Say that one more time, Robert.
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Yeah. So with, with, with Ernie saying on those top three questions, there's this qualifiers, you know, you have to understand that if they're, if they're a yes to any of those, it's going to be another option. It's going to be prosperity or it's going to be Gerber. But want to reiterate that Gerber is always our last choice. You always want to write Pioneer or American Amicable, and then Prosperity, then Gerber. So if you can get them done with prosperity, get them done before you take them to Gerber Correct.
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There's only especially prosperity term mean there's only three questions there. So if you can go go that way and you read them closely like kidney dialysis, straight to prosperity because they do not ask about prosperity. And you can find those think you can find them in this. But if you can, I'm going to email all you guys the three questions. That's all you really need to know about that. Three questions for prime term.
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But this first question, there's a lot of, you know, questions about it. So what it means here in Pioneer over 50. So you're going to ask the same questions about diabetes. Oh, okay. How long ago were you diagnosed with diabetes? Okay. Have you ever used insulin? Let's say you're talking to a 70 year old man. It's like, oh, I was diagnosed with diabetes five years ago. Then I'm basically going to say, So obviously you weren't using even if you're using insulin, doesn't matter. But we're taking insulin prior to age 50.
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That's really important because like, if if they diagnose five years ago, you sound dumb. If you're taking insulin before 50, like you're trying to ask less questions and make it very clear that you know what you're talking about. So I'm going to walk through this. So the reason page two, top of it, it's like now that you've told me a lot about yourself and why this is important to you, what I want to do now is take the time to ask you some health questions. So whenever you look at life insurance or policies that pay for final expenses, you always want to be asked health questions because it allows you a better plan and a better rate.
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The reason you're saying that is sometimes we go into health questions with no preface whatsoever, and it comes out of nowhere. And as Robert will tell you, that will confuse the crap out of people. They'll be like, Why all of a sudden you asking health questions? I thought this was 995, thought anybody could get it. Now this takes that away. So now they're realizing that, okay, so you're actually going to look at more than one company. It's not guaranteed issue only and figure out which company is actually the best for me. Yes, that's another way to say I am a consultant.
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In the earlier on pages, you're just reiterating that I am going to be the one to help you with this. There's no and it's like a subtle you're not going to ever say this out loud because then they'll freak out. You're not going to say, Oh, there's no reason to look at any other companies because I'm the one doing that. And then it kind of seems shady. But if you reiterate subtly why you're asking the health questions, what you're doing, we represent a bunch of different companies. They can finally cross this off their list. Oh, the guy looked at all the stuff. He found the right company. Does that make sense?
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Yes. Okay. Okay. Yes. Yes.
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All right. Thank you. So and then the very next one, you know, you're getting the height, weight, smoker, non smoker, a lot of that stuff. Information already Be there. Do you have a primary doctor? Okay. If not, do you go to a specific clinic? You know, you have Google. So look it up as you're looking it up, you know, tell them where they're going. Like if it's a clinic, be like, oh, is that over there on Bronson Street? And they'll be like, Oh yeah, that's when I go to. And that's more credibility.
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You can build so much credibility using the health questions because then they're like, Man, how does this guy know all this stuff? Same thing with memorizing prescriptions and things like that, but I'll get to that in a minute. So after you get that very basic stuff saying this is the third time, now you're reiterating that you're the expert, you're the one that's going to find them the right plan. So I've been doing this a long time, so I do not need to read every question off every application like I know what company will be best simply by asking a few general questions. Is that fair enough? Do that check back.
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That fair enough is important because now they're like, okay, now they're buying into what you're doing. All right. So you already did. I should all edit this, guys. You already know their smoke, smoking or using tobacco. So this is a major one. Is there anything major going on with your major organs, such as your heart, lung livers and kidneys and pores there? Let them speak as much as they want. Here you can mean you can actually be silent. The more silence you have, the more they'll fill it and they'll tell you. And then you can just be writing this down. Type it well more appropriately, typing it into vanilla soft.
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Like if they say, Oh, have some high blood pressure. Oh, okay. Probably on what? Like let's say mean. I go straight to medical questions depending on how good you are at this point. But like, oh, okay, you're taking some meds for that. Yeah, we're all on that and yeah. Oh, something that ends in statin for your cholesterol. Yeah. We're all got high cholesterol. We're Americans, blah blah, blah. Um, so after that is completed, like, all right, so now, you know, if they, they will say like kidney dialysis, they might omit COPD and not tell you about the COPD. But that's another thing.
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That's when you get into medical the prescriptions. So you definitely want to ask pills and inhalers.
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All right. I want to reiterate that, because so often people think that they can just lie and skate around the whole thing and it comes back more frequently than you than than you would think. And like Ernie says, when he gets there, he's going to go through it. But you need to ask specifically when you're asking about medications, ask about them, let them talk, and then say, okay, now do you have any inhalers? Just like it's a separate second type of medication because they will omit those constantly and it'll come back to bite you in the butt. So you have to verbally say, have you ever been prescribed inhalers for COPD?
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And then, you know, they'll say, oh, asthma. But um, once again this is where, you know, looking up medications like think it's pro air and there's a couple other, um, inhalers that never are prescribed for asthma. So if they start giving you those, I don't call people on this like, I will not be like, okay, if they say they don't have COPD. Sure, sure, man. You don't have COPD. Well, all these inhalers say otherwise. So you see question seven A there, that is still a yes.
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So this person's a standard and there's, uh, you'll get more advanced and you'll see that COPD can be a graded plan with prosperity. So, but like with the diabetes question, I'm not going to get too far off this. You can technically like prosperity level will give people immediate coverage and that will be the best plan for somebody who's on neuropathy or insulin dependent, assuming everything else is going pretty well with them.
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And mean. Sherman will tell you this. This becomes tricky. So if they're all good, everything. But they got a little neuropathy and they're at a decent weight, you can do prosperity level and that's super important to write down or remember, because that was the reason we got prosperity in the first place, because they were diabetic friendly. And that's pretty much mean. My opinion that and COPD being graded is the only reason we're writing prosperity level. Prosperity term, on the other hand, was supposed to be our Gerber killer, which it is turning out that we can write a lot of prosperity term as opposed to Gerber.
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We get paid better. It's better for the client.
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Uh, second question. You know, that's pretty much how I go. Like, okay, so anything major going on with heart, lungs, liver or kidneys? That's the second question. Have you ever had any cancer? Yes. No, get more information, of course, because you want to know if they've had more than one occurrence of cancer in a lifetime or how long ago. It is like almost all of these questions here, if it's been over three years, you're good. Heart attacks.
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You know, discontinued use of alcohol, drugs, pacemaker. Doesn't matter if it's over three years, you're completely good. But the questions in order is anything major going on with heart, lungs, liver and kidneys? Okay. Any cancer? All right. Because even though you you mentioned heart, lung, liver or kidneys, you are asking them a question because they just don't want to say yes to it the first time. They don't want to say that's a long problem. It's a major lung problem. But they say no all the time.
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All right. Anything to add, Sherman? This is pretty much where I'm like, okay, now let's confirm what you and then, oh, I'm sorry, don't skip that. Any cancer or any heart attack or stroke or any surgeries in the last three years.
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That's the next question. Always that gets that covers so many questions, guys. It makes it so much easier If they say no, you can basically just move on because they haven't been in the hospital. You're good. Now, if they say Tyler did this, which was impressive, he asked how long ago? And they said over two years. So he did put them in standard plus. So that's the only difference between eight A or eight and the questions up here other than eight A and B,
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So stroke, angina, heart attack. All they're doing is asking the same stuff down here that they asked and question A, B and C.
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Oh, my God.
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So you always ask like that's the only time, like any surgeries, hospitalizations, cancer, that's when you start asking, how long ago was that? So you can categorize them into the right plan. Under two years. You know, the standard, uh, over to less than three. They are standard plus over three. They are preferred
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All right, you're in.
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I'm assuming I'm making perfect sense to you guys if you guys are not interrupting me.
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Well, one of the questions I'm sorry. One of the. Can you hear me? Yep. One of the questions I have, and only because I'm on the medication myself, somebody who says, oh, yeah, I have RA or I have arthritis or whatever, and they're on the drug methotrexate, which is a cancer drug.
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It's just it's really just explaining it in the notes. So you do this, All right? Any kind of drug like that. Okay. You hear methotrexate?
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Yeah, that's it.
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Oh, sorry. Because, I mean, everything I'm hearing, you know, from, like, Chris and so on and so forth. The minute any of these insurance company hears methotrexate, they're all automatically, Oh, no, they got cancer, which is not the case.
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So you basically basically.
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Just need to describe that in the notes when you submit the application.
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Yeah. With Pioneer, a lot of times when you submit it, if it's a if it's a drug that's used for multiple things, they'll ask you like, is this for seizures, is this for this? And you just click yes or no. If it's no, then it's, you know, it'll go through. I've had a lot of times where, like I had a client one time, she had like eight questions I had to answer when submitted the application and then click no on all of them because they were, you know, they were all no, obviously you have to be honest. But they were all No. And she got approved right away or preferred.
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Right. You know, so it's you know, you still put it in, you know, as long as you know that it's not for cancer, then you'll still be good.
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Right? Right. There's another drug that's for normal stuff that's also prescribed for malaria. And they want they will bust it down and standard. But then when you explain yourself they'll sell approve it for preferred so really guys mean that's so crucial. Um like I hear I hear questions like that all the time this person has this that you know have either never heard of they've never heard of the number one answer will be in most cases is is that mentioned on the app and like rheumatoid arthritis if you see this you do not see it anywhere on this app.
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So RA is not even a question you have to ask.
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No, I understand that. I'm just saying when you start going through the the medications and they come up with methotrexate and hydroxychloroquine and all of these, you know, drugs that raise red flags, then obviously that's when you ask, oh, by the way, do you have an autoimmune disease?
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Correct. Yeah. If you're looking up medications, you should be looking at medications you've never heard of before anyway. Yeah. So then you want to be like and then telling and being okay. One more thing. Being able Sherman will back me up big time. Being able to tell people what they're taking based on like what they said they have, or guessing their medications. Uh.
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You know, instant credibility.
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Yeah. They're like, oh, what are you on? Lisinopril. And in one of those, uh, what's going on? So if you're able to do that, yeah, the credibility is built in. So now that you've so you've gone through this, you have sufficient evidence now you want. Unless it's nothing. I'm totally good. Everything's good. I still ask some questions because people that say I'm totally good around 20 medications don't buy into. They're totally good. Like you actually say, like zero medications. Really? Okay, zero. Nothing, man. You're super healthy. Okay, maybe I can get you a preferred plus.
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So after those. All right. And what medications are you currently taking or what are they for? If they can't remember, keep that credibility going. Be like, oh, that's okay. You don't have to grab them. And if you have your prescription in front of you or you have an idea, the prescription list, I send everybody, if you can be like, Oh, okay. It's like lisinopril multiple, but one of them, they go, I don't know, well, how many? And then you need to get more specific, like keep growing them. Maybe they're interested. They're already at this point. So how many are you taking? All right.
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Any water pills? Okay. Do you know the milligrams? How many water pills are you on? And then look at height and weight to kind of make some determinations.
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Know, you said that you so.
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So now you're here. Okay. Let's to use Tyler's example from today. This person correct me if I'm wrong, Tyler, it was a heart attack over two years ago. Less than three.
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Yes. Yeah, that was correct.
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Okay. So now now you know what they qualify for. So I'm saying say it. Stating this every time builds a lot of credibility, gets rid of objections and allows you time to look this up. Eventually you guys will be like memorizing page two all the four highlighted paragraphs with spaces in between them. So it's like I'm going to take a look at what you qualify for. So there are a lot of different life insurance programs out there. Like, No, you get all sorts of stuff in the mail, you see stuff on TV. So for the purpose of describing how we work versus the others, do you know the difference between term and whole life insurance? Let them.
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Let them answer. Obviously, Any questions you're asking you want them to. Going goa as long as they want, as long as it's on topic. And then no matter what they say, you're not going to immediately jump to all terms this. You know you're going to agree with them. Yep, for the most part. That's right. So the reason I bring it up because I want you to choose the best choice of type of which type of life insurance to have, because they're not all the same. Some are going to be better than others. But you need to know the facts to make a sound decision that's right for you and your family. So I'm sure you've received letters from like and this is kind of like blaze type talk so that you're an expert.
00:18:46:14 - 00:19:18:10
I'm sure you've received letters from Globe Life or AARP offering term insurance. Right. So often say right on there that the insurance is good up to age 80. What they don't tell you is what happens after age 80. What happens is you lose all of your insurance no matter how much money you put in. So they get to keep the money and you get no benefits. The point is like, why would you want insurance that's going to cancel before you go? They usually will agree right here, right? Yeah. Yeah, it's terrible. Blah, blah. So to make matters worse, they actually raise their prices every 3 to 5 years.
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So what happens is they get you in cheap, but as you get older and your income becomes more fixed, they raise their prices. Then what happens is most people don't actually outlive it. They cancel it because they can no longer afford it. You guys see why I say that? Does that. Is there any doubt that that's helpful, like any anything that you'd want to change or like? I just want to make sure you guys know why I say that. Because that's important.
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Ernie, I. Hang on your every word.
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So, yeah, mean it's very clear. I mean, need somebody else to talk to. So, Sherman, Why do I say that, buddy?
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Reiterate the point again, Ernie.
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Why do I say the second paragraph? The second? All bold.
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Second on the second page.
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Yeah, I'm looking. Taking a look at what you qualify for.
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Okay. Because what's going to happen after you, after you quote the prices is they're going to come back and say that's too expensive or I can get it cheaper. And what you're doing by going through this paragraph is you're removing that objection because you just explained to him why that what what other quote they're going to go get is not a good option for them.
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Exactly, because I'm trying to get rid of stuff like I hate objections. Everybody should hate objections, but my whole script is oriented so that I get less and less and less. Like if I come up with a new way to explain something that sounds organic and I'm actually just talking that I'm going to put it in there. If I hear 9.95 anywhere, I'm shutting that down right now. Oh yeah, I've seen those commercials, you know, where they say per unit and nobody knows what a unit is. Is that what you're talking about? And then they're like, Yeah, what do you mean? What does that mean? Then explain to them straight up.
00:20:59:13 - 00:21:19:17
It's per unit. Depends how old you are. I mean Gerber's always cheaper. Do your own research guys. Go to rapid rate. Compare the thing that on colonial pen which if you don't have I'll share but it's always cheaper so that's gone. So that objection is gone. Globe life's gone five years. What is.
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What is a unit anyways when you say that Exactly.
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So a unit think I don't know who sent this to you this morning, but me. Okay, so your unit is $9.95.
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If you are.
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But a unit is just like that's just the that's all it is. Like, it's not like it doesn't actually mean anything. Because the reason why the reason why ask is because when when do the child writer, for example, it says one unit to unit like same thing. So figured maybe it'd be something, you know, significant.
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It corresponds to something. It certainly does. Like one unit is five mean like the child, right? Or one units 5000 for like a buck and then two units is $10,000 in coverage for like two bucks. That's the child writer for Pioneer. But this is an example I just did here. This is a unit. Um, so 995 buys a 50 year old man $1,786. So that's the unit. But all the units change so.
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Mean basically to answer your question, one unit equals $9.95 in premiums. So if you are 65 using the chart 864 this is two units. So divide that by two. So one unit is still 995, but it only buys $932 worth of coverage.
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Do we have that in a chart? I mean, that would be remarkably helpful. Helpful when we're on the phone.
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Yes. As soon as I get off the phone, I will send you guys all the chart.
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So I have the chart charts crucial. All right. And yep, there's a chart. Roberts holding up in there. Okay. We can copy that for people in the office. All right, so now you are quoting them, and so. All right, so you're the expert. You already said don't outlive it. They cancel because they can't afford it. Objections are gone. And then you're immediately going into presenting the plans that you've come up with. So the best company in your case is and I'm going to go a little bit longer because I got seven minutes. The best company in your case is going to be Pioneer Security.
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They've been around for 110 years. They're state and federally regulated. They have some living benefits and that'll be the terminal illness benefit. So you are approved for up to $25,000 in coverage.
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And Mrs. Jones, I know you want to be buried and leave a little money behind. I'm completely confident that any of these plans are going to do that. My suggestion is you pick the one that fits you best. So they're all going to do the job, but you want to do the one that just makes the most sense. So I would miss Jones, I would like to add an additional discount before pull these numbers up though. So based on the financial institution you use, I can apply an additional discount if they are one of our preferred banks. So who do you like to bank with? Uh, fifth. Fifth, third bank.
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Okay, great. Let me. Let me check on them.
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All right. So it does look like they are one of our preferred banks. How long have you been over there? This is only as a distraction for you to figure this out. If you still need time to pull these numbers out. Otherwise, skip it. It's up to you guys how you want to do that. All right. So plan. I wrote very big, big letters. Plan, presentation. Here, here, start. Don't know why. Here, here. But start high. Get them to write down 3 to 5 figures. I always give a big pause between giving them rights and then at the end. Out of those plans, which one would you like to leave Jennifer? And then shut up? Of course.
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Don't talk till they do. All right. So. So, Miss Jones. And don't use last names. It's usually Betty Jacob. It doesn't matter. So. So, Becky. What I want you to write down in one column is 25,000. I pulled up the $20,000 plan. The $15,000 plan and the $10,000 plan. This is where you should move your. This is where terminal illness stuff comes up. That's all she qualifies for.
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The nursing home doesn't come into play, but let's pretend she's preferred.
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All right, so you have the. Thank you. So you have the.
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So no matter what, Becky, uh, you do have some living benefits that come with any of these plans. Regardless of which one you pick. You notice that language, which one you pick. So you are going to pick one. Becky That's what that's what you're doing today. Um, so no matter what, it's going to come with a terminal illness benefit. And what that means, Becky, is like, God forbid, or you're ever diagnosed with a terminal illness, you're actually allowed to receive the full face amount while you're still living. So instead of, you know, somebody else taking care of this, you can take care of this. You can always bring, you know, family together.
00:26:09:13 - 00:26:40:17
I mean, however you guys want to say this family together for a living memorial instead of, you know, at your funeral site, some people just take it and just do one blow out vacation and it's your money. You can do whatever you want with it. The second benefit that comes with this is a nursing home waiver premium. And basically what that does is God forbid you do go to a nursing home and no matter how long you are there, all the premiums are now gone. Like you don't have to pay for the insurance anymore, but the face amount is still sitting there for your family when that day does come.
00:26:40:19 - 00:27:11:01
Because if you know anything about nursing homes, they pretty much want all of your money so you wouldn't be able to. You can't afford the premiums anyway, and you do not want your family to pick up the premium so you can keep the policy because that's why we're doing this in the first place. So those premiums would be gone. And then if you add accidental, you know, it'll be double the face amount, obviously. So what I want you to do now is, you know, we're going to pick a plan Now, if you guys have if you guys have the Social Security Administration chart, which you should.
00:27:11:15 - 00:27:45:07
So based on your age, you're 62 based on average life expectancy. If you're doing a traditional funeral, the Social Security Administration says it's going to cost about $26,336. I use the full numbers. Everything is very intricate. What I'm like, what I'm doing, I use the full figure because I'm mean. That's a very specific number. So I believe that it adds more credibility. It's like, So Becky, I want you to choose one, you know, that gets you as close to that. And she if she says this is where the cremation stuff comes up, don't ask about that.
00:27:45:15 - 00:28:04:08
It's like so no, I wanted to be cremated. Oh, okay. Well, then you could probably get get by with 10 to 15. But let's go over this 25,000. So if you wanted to do the 25,000 to leave to Jennifer, that would only be for $25,000. That would only be 203 21.
00:28:05:04 - 00:28:05:21
While you are.
00:28:05:23 - 00:28:13:08
Living or until you decide if you wanted to do the 20,000. That's only one. 63. 63.
00:28:16:04 - 00:28:33:16
You wanted to do the 15,000? That's only one 2404. And if you want to do the ten. That's only 84, 45 out of those plans, Becky. Which one did you want to leave for Jennifer to take care of all this?
00:28:35:14 - 00:28:44:03
Obviously a big pause. Let them answer. If they do pick one, you guys know what to do. From there, you need to immediately snap into high gear and start collecting the information you need.
00:28:45:22 - 00:28:57:07
So any questions on that? Um, as far as going from health to transitioning to name of the bank to transitioning to living benefits to quoting.
00:28:58:23 - 00:28:59:13
00:29:01:18 - 00:29:02:24
No, sir. No.
00:29:04:22 - 00:29:07:08
All right. So am going to.
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