Pioneer Underwriting Training Condensed
Updated: Apr 17
Watch the Full Video Here: Pioneer Underwriting Training Condensed
00:00:03:09 - 00:00:05:22
All right. So some underwriting training
00:00:07:20 - 00:00:37:21
so you can thank Lexi Berger for making this. And. All right, So, Isaac, uh, so this is the most common application that you're going to see over and over again when you're qualifying. We're basing this as a jumping off point. The 50 to 85 application for the final expense looks like that's our main goal is to qualify for something to fall in some category with Pioneer. So that's the most that's the one I'm going to go over first. So pioneer explanations. All right.
00:00:37:23 - 00:01:10:10
So you know the application. You've seen them, so obviously you need this information eventually. But when you start, you're like on the you know, you're on the second page of the script and now you're starting to qualify their health. So obviously you need their height and weight. You need that their smoker or non-smoker. Of course, smoking is always going to increase rates no matter what, unless it's a guaranteed issue policy or prime term prosperity. But most importantly, everything in bold is emphasis of how you should view these questions.
00:01:11:05 - 00:01:53:21
Okay. Um, so I'm going to just try to correspond this directly with this. So these first three questions are all over here and over here. So are you currently hospitalized, confined to a nurse of, say, bed or a wheelchair due to chronic illness and disease? Currently using oxygen and equipment to assist in breathing hospice care, home health care, or had an amputation caused by disease? Or do you currently have any form of cancer diagnosed by a licensed medical professional excluding basal cell skin cancer? Or do you require assistance from anyone with activities living such as bathing, dressing, eating or toileting? So essentially what that means is like, can they not take care of themselves? Um, and they need help with the adls like assisted or, uh, you know, daily living activities.
00:01:54:14 - 00:01:55:04
00:01:56:14 - 00:01:57:04
00:01:57:10 - 00:02:09:23
I was just going to say, do you say these verbatim or do you just kind of like, do like a generic kind of like you just said, where basically can you take care of yourself? Do you have to? Do you need assistance with bathing, getting into bed, getting out of bed, things like that?
00:02:10:07 - 00:02:19:11
Yeah, I won't say in verbatim mean when people first start. Sometimes they do. But the other training that I sent over about like when you're qualifying people's health,
00:02:21:16 - 00:02:25:23
I heard that call. That was great. And immediately after getting on the phone,
00:02:29:23 - 00:02:32:01
I didn't hear the whole call, but it was really good.
00:02:33:13 - 00:02:34:03
00:02:35:23 - 00:03:06:04
I know it's a big one, too. I love it. All right. Sorry, guys. For anybody who hears this after you just had somebody make a big sale following the script, 100% true. All right. So to answer your question, Isaac, so yeah, obviously you want to get good at it. So like this is a completely different training, but you're going to ask general health questions, You narrow it down by getting better and better at like understanding medications and you know what's going on with them. But no, don't read them verbatim. But I just want you to know, like what they mean here.
00:03:06:15 - 00:03:37:13
Okay. So the most common with question two is going to be congestive heart failure. You're going to hear plenty of Alzheimer's, dementia and, you know, terminal illness, which is usually cancers. You don't hear a liver failure or Lou Gehrig's that much or respiratory failure. And then have you tested for HIV or AIDS. So what that means is obvious. So they're taking some medication to prevent AIDS or to help with AIDS. So a lot of people don't understand.
00:03:37:15 - 00:03:47:07
Like they ask like this person's got all summer, what do they qualify for? So number one, to cross off, it's like a multiple choice test. You're eliminating options. Pioneer is not going to be one of them.
00:03:49:10 - 00:04:12:07
That makes it because they're not going to take them like, so you can move on right there after you try to qualify him for Pioneer. All right. So it's more important like where they're going to fall, standard standard plus or preferred. So the standard questions. So what this means is yes to four through seven.
00:04:14:21 - 00:04:47:19
They will only qualify for the standard return of premium death benefit plan. So that's right here. Return of premium death benefit plan. It's called standard. Now what it means is there's a two year greater death benefit period. So let's say they die one month after making their first payment. Let's say it's $100. All that's going to be returned to the family is $100 plus that 10% interest. And if death is, you know, accidental, the full death benefit will be paid. And it's not eligible for additional riders except the terminal illness, which comes with all plans.
00:04:52:09 - 00:05:26:11
And the best way to explain that this is just off topic for a second. Like if it's written a premium, it's like basically like a super high interest savings account that you're never going to receive out there in the real world. All right. So this is important. Think diabetes question is the one that your people have trouble with the most. So I'm going to read it. I have read it to clients before because I'm trying to make sure I'm crossing my T's and dotting my eyes. So four is like, have you ever been diagnosed or treated by question for complications of diabetes? Complications is the word that you should emphasize because it doesn't really matter about diabetes.
00:05:26:13 - 00:05:31:07
What matters is what kind of problems or what's going on with the diabetes.
00:05:32:20 - 00:05:49:00
So the most the most common by far, like you don't hear retinopathy that often, diabetic coma, that often insulin shock that often I really just want to know, do they have neuropathy or if they are using insulin, how long it's been since they like using the insulin.
00:05:50:18 - 00:06:21:04
So and you know, this is giant and bold here. It's only referring to complications. So if they are diabetic, you're most common questions are simply going to be okay. Are you taking insulin or like metformin or just pills for it? Okay, great. Like how long? And if it's insulin, if it's metformin, you don't matter if it's insulin, You want to ask them, how long have you been taking insulin? I mean, you know how old they are when you're talking to them. So if they're 60 and they said four years ago, you can just move on because it's not before age 50.
00:06:21:06 - 00:06:54:20
So that's gone. It's just process of elimination. Then you want to ask about like diabetic neuropathy, like any neuropathy, like any tingling numbness, pain in the hands or feet, uh, like anything like that. Do you take like gabapentin Lyrica it's usually to say gabapentin or rotten. So one of these medications like Pioneer will look at it like this. If, if you are diabetic and you're taking gabapentin or rotten, you have neuropathy in their mind. You can take gabapentin rotten if it's not accompanied by diabetes.
00:06:54:22 - 00:07:03:13
And it's fine in most cases. But if it's got if you hear gabapentin or rotten and they are also diabetic, it's standard. Okay
00:07:05:02 - 00:07:36:21
that's and I'm recording these guys so for you even for you as like like I want you guys to have access to anything that you need. So there are many reasons, like she said, to have nerve damage. So neuropathy only matters if they're diabetic. Question five The most common information you're going to hear is kidney disease. Obviously, they can't be on dialysis pioneer but or cancers. And this means like, like, okay, so you got current cancer that is no good.
00:07:37:11 - 00:07:57:16
That would be an instant decline. Like if they're immediately if they're taking radiation chemo right now or they just got diagnosed that's a decline with current cancer is a decline. But now we're at the point where like, oh, you had cancer, you beat it, great. What it's really going to come down to is how long has it been since they had it?
00:07:59:13 - 00:08:19:07
And then the last treatment determines the end of the cancer. So it doesn't matter if they were diagnosed five years ago and they just went off medication a year and a half ago, it's still standard because the the last treatment that they had considers the end of the cancer, not the date they were diagnosed till now.
00:08:20:00 - 00:08:20:15
00:08:20:20 - 00:08:41:01
That makes sense. Yeah. So you really want like you dive deep with cancer, you're diving deep, you're going to ask questions, you're going to say chemo, radiation. What kind of medications you still taking them? So this is back to this like this is all they're asking, mostly like two years. So if if they are.
00:08:43:06 - 00:08:44:02
Do you happen to have a.
00:08:45:11 - 00:08:50:22
They're currently receiving maintenance medications. They'd be standard if the client's treatment ended.
00:08:50:24 - 00:09:23:08
More than three years ago. They're still eligible for preferred because you're trying to hopefully get them all no's to all questions to be preferred. And then if they said, Oh, I was taking chemo, but that ended two and a half years ago, so ended more than two, but less than three. They're now eligible for standard plus. And then you have within the past two years, have you had any diagnostic testing? This is this is one you can skip. You're going to put. No, because they don't even understand the question.
00:09:23:10 - 00:09:49:13
And sometimes the agent doesn't understand it either. Basically what they're asking is if if the patient is doing what the doctor says are just ignoring all medical advice, and even if they are, they don't they don't think they are and people don't get downgraded for this. I've never once seen an app come back, you know, downgrading somebody or anything like that saying because of questions six So forget it. It's a no.
00:09:50:09 - 00:09:53:04
Okay. And then? Then.
00:09:56:06 - 00:10:09:21
And then seven here is within the past two years. So every single thing that listed A, B, C, and D is all asking what's in the past two years? That's a that's important to know because, you know, you want to make sure you're right.
00:10:11:17 - 00:10:13:12
Okay. So that's that question.
00:10:15:00 - 00:10:34:07
So angina is chest pain. So if you three more medications, heart medications can indicate angina, but it's not always the case. So really what you're usually going to ask is about nitroglycerin, nitro stat. They're very serious and they're always for angina.
00:10:36:14 - 00:10:49:19
If you get a million heart medications all at once, you definitely want to ask somebody else, especially when you first start so sore by if you hear that one automatic standard, that's a main one that is automatic.
00:10:51:18 - 00:10:56:16
And then you have here they're asking stroke or TIA.
00:11:01:07 - 00:11:13:13
So if they're on a blood thinner pioneer always wants to know why. Taking a blood thinner to prevent a future stroke is totally okay, especially if they had a stroke five years ago and that's when they were diagnosed with or given the blood thinner.
00:11:15:06 - 00:11:47:18
Most common. This is the one that'll come up over and over again. So they pretty much always lie, meaning not always, but, you know, that's what we put in here. Sometimes lie if they are smoker, ask if they've ever been prescribed an inhaler, even if they don't take it. So it will almost always be a standard. You actually never get cured of COPD. So the only thing it can be other than standard like you can only way you're going to try this is if they haven't had any inhalers in the past 2 or 3 years and it seems like they're all good.
00:11:49:18 - 00:11:51:02
This like maybe.
00:11:51:19 - 00:11:52:09
00:11:52:11 - 00:11:53:19
Let me answer this phone real quick.
00:11:57:22 - 00:11:58:12
00:12:02:12 - 00:12:03:20
00:12:06:21 - 00:12:07:11
00:12:15:11 - 00:12:16:01
00:12:16:08 - 00:12:47:11
Back to this. Um. Okay, so after you really want to dig deep, they're asking questions about inhalers or, you know, other inhalers. And then you have a question. Be most common you're going to hear about like if they all had a heart attack. Oh, yeah. Had some sense of like, you really want to ask them about surgeries and surgeries or hospitalization in the last 2 or 3 years. Of course, a heart attack, a stroke, things like that are going to come up. Pacemaker, stent,
00:12:49:23 - 00:13:05:23
defibrillator, any of that stuff. You know, you just kind of narrow it down, man. It's like you guys, it's really just about being a little more specific, asking more questions until you get the full picture. Cancer, again, last treatments consider resolution. And then
00:13:07:13 - 00:13:41:01
as important to note that, like if you're seeing treatment for alcohol, drug abuse, just a therapist to talk through problems that is not considered treatment. If there's no money exchange like to a treatment facility, then it's not. You can always say no, but they're if they're on medications that prevent Suboxone is typically given to people with heroin addiction to get off of it. Naltrexone is alcohol. Vivitrol is a shot for like heroin addiction or opiate addiction. If they're on that stuff, they are going to downgrade them automatically.
00:13:43:03 - 00:13:48:09
And then finally you have question eight a printout of ahead of time. So why your.
00:13:51:03 - 00:13:53:08
Information. Hold on one second.
00:13:54:15 - 00:13:56:03
After you're already with you
00:14:00:19 - 00:14:01:09
00:14:02:02 - 00:14:06:23
Your information is correct. And again, I'm going to help you with that one beginning. So
00:14:08:19 - 00:14:10:20
I don't. So
00:14:13:03 - 00:14:16:16
if you have to read like I have to get something
00:14:22:10 - 00:14:31:23
out, you're going to come back to have your first name and so forth. And I see your last name you'll see is correct. And
00:14:33:19 - 00:14:41:18
and then you read everything else in yellow. So this is something that I'm going to walk you through. What do you want? Phone number.
00:14:43:23 - 00:14:56:06
I think. Okay. Like that, man. Yeah, it looks like it is a recent medication, and because of that, medication is showing that not only gets a six month advance and they only charge.
00:14:56:13 - 00:15:00:13
All right. Sorry to pause. They're having a good day today. Um, okay.
00:15:02:09 - 00:15:33:09
And following eight A and B are the same questions. It just goes back to over two years, less than three. And then always you can always read this question like any multiple sclerosis, seizures or Parkinson's, it's still going to be a standard plus, which will be you're eligible for accidental client passes the first year instead of just where they're only going to receive what they paid in plus 10% interest. They get 30, then 70, and then the full face amount after that.
00:15:34:23 - 00:15:57:07
And then this is important. People live, medications don't. Medications will always give you the full picture. So get used to Googling medications because that'll make a big difference in like, how fast you start retaining it. Uh, it's always good. Like the other training I just did yesterday. If you can tell people what they're taking, obviously that'll help you out tremendously with credibility and stuff like that.
00:15:59:01 - 00:16:00:24
So, guys, I'm going to stop this recording.
00:16:02:01 - 00:16:02:10
Watch the Full Video Here: Pioneer Underwriting Training Condensed