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Pioneer Underwriting Training Nikki & Lexi

Updated: Apr 15

Watch the Full Video Here: Pioneer Underwriting Training - Super Detailed

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This meeting is being recorded.

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So. Okay. So we know that on the lead, the lead usually comes with their first name and their last name. Their address, the city, the state, their zip code and their date of birth. We also usually know on the lead if they're male or female, it's still not a bad question to ask. So then we can use the age calculator on my age calculator, or you can use the forms or however you calculate their age to find out their age.

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And most of the time, you know whether it's going to be their daughter or their son or there's going to be some indication on the lead to where, you know who the main beneficiary may be. Okay. So you do have most of that information on the application. So that's going to get you through the greeting and opening and verifying their information. Ernie, if you want to pull up one of the leads on the CRM

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so there's an example. So you have their date of birth. We have a roundabout of how much coverage they're looking for. Beneficiary could, you know, be the sister. We have to find out which sister maybe build some report there. Hey, does your sister live nearby? Does she live with you? You know. Wow. You must be very close with your sister, Mr. James. You know, so you could build some report there. There's that favorite color. The favorite color, which was black, which I had told you that these people have already requested the information.

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So they were contacted. They agree that that was their address. They agreed that that was their date of birth. They verified that they would want their sister to be their beneficiary. They were asked what their favorite color was, and then they were red, a disclosure that it's okay for us to call them or text them. So they gave us permission to call them or text them. So they did that and then we receive the information. So sometimes the information can be wrong. The reason why it won't let you correct it and left hand corner is because of autocorrect on the computer.

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So you could just type in the notes, the correct address, and you could just apologize to the client and say, you know, people make mistakes to let me just have the correct information. All right. So go back to the Pioneer app.

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So you guys see what that looks like. So you see how you have some information there. So there's your tools. So now after you get through the intro and you're building that report and you're asking those important questions, when it comes down to qualifying the client, if they answer yes and any question between 1 and 3. And they were going to automatically go to Gerber for now. If you're having a hard time underwriting. Okay, so that's the easiest way to learn the system is to where when you're starting off in the beginning, a lot of companies can be very challenging to learn at one time.

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So the easiest way for you to understand everything is to understand the pioneer security life application first, because that's the main product that we use. If they answer yes to any of those three questions, you can contact an SBC or a team builder or coach and ask for assistance, you know, if they are available. But if worse comes to worse and someone's not available, you're always going to go with Gerber. Ernest, would you or Ernie, would you agree.

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For sure, guys? Yep.

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Okay. All right. So those three main questions are on most of the applications. The only time you would use another company within those three questions is going to be whenever they can qualify, usually for what's called a prosperity term. So prosperity term, there is a health cheat sheet. I don't know if everybody has has this health help.

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Cheat sheet. Ernie, do you have Dropbox on your computer?

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I haven't used it in a while. If you guys want to just put in the chat, all your emails, I'll email it to you that way because I don't want it explaining Dropbox. Everybody kind of sucks sometimes and okay, let's just. Let's just send it all out. Just hit me with everybody's email. Yeah.

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So I'm going to. So I'm going to have or Ernie is going to send out an email. He's going to send it out in a few moments here and it's going to be an email and it's just going to be like a cheat sheet with all the companies on it. But when you're a brand new agent, the best thing to focus on is going to be Pioneer and Gerber. And then if you do get someone that may be on kidney dialysis, then you may want to reach out to an and see if somebody can help you with the prosperity. But until you do a pioneer security life application, prosperity is going to feel like you're all over the place, give you anxiety and just make you want to, in your head feel very uncomfortable.

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Or at least that's how it makes me feel. I don't know if anyone can agree with that, that it can seem overwhelming a little bit.

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Okay, so one through three. If they answer yes, you can go to Gerber or you can reach out to one of the trainers. Okay. So that's mostly going to be if you see those questions there, that's going to be if they currently have any form of cancer, if they're in a wheelchair due to any chronic illness or disease, that doesn't mean somebody that's in was in a car accident and they're in a wheelchair. You know, that means if they're in a wheelchair due to chronic illness or disease, do they currently use oxygen equipment to assist in breathing? That doesn't mean a CPAP machine.

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That just means regular oxygen. Okay. So if somebody just uses regular CPAP at night for sleep apnea, that's not considered oxygen. So it has to have a skull and crossbones on the tank if it's oxygen. And usually if someone's on oxygen, if you ask them what level they're on, they'll give you a number one through ten ish. Um, and you'll know that they're on oxygen. So just a little tip there.

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Two. Question number two, that's organ transplant, kidney dialysis, congestive heart failure, Alzheimer's, dementia. Any mental incapacity, meaning that they just mentally cannot make decisions for themselves. Lou Gehrig's disease, liver failure, any type of respiratory failure, any terminal illness or end stage disease. And then question three is going to be any type of HIV or AIDS or any type of immune deficiency related disorder or tested positive for HIV.

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So all those questions with most companies are going to be a knockout. We do again, have that special product prosperity term. But as you go through the steps on qualifying people, you'll start to feel more comfortable to where we can train you on that program as well. So one through three, if they answer yes, you're going to quote them on Gerber.

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Yeah. Wow. Or if you have time and the client is patient and you feel comfortable, reach out to your trainer and they can walk you through the process. On seeing if we could do anything else for the client. Okay. Um, but Gerber is still a great product. You don't want to lose the sale because a client is impatient. You just want to try to figure out how your client is acting and what's going to be the best rate for them too as well. So Gerber is a great product, a guaranteed issue that we use, and they beat most companies in price.

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Uh, there's maybe one other guaranteed issue that's a dollar or less, but when you, when somebody dies and they call in and make the claim, it's overseas. So I'd rather go with Gerber.

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Yeah, they know Gerber and it's always going to crush colonial Penn rates. So you can keep that in the back of your mind, right?

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See, the main thing with Prosperity term is that there's so many, there's features to it and stuff to help the clients where it's a great product for your client. But in order to understand that product, you have to understand this product because everything will just start to click and make sense and then you'll be a ninja. So one through three, if they answer yes, you quote them on Gerber on the way for the guaranteed issue whole life. So that's the one that is a two year waiting period.

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Okay. So now questions for

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you. Could scroll down just a little bit. Ernie on the Pioneer up.

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Yeah, like you'll start off at one.

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So, yeah. All right. So you see at the bottom, it shows if any answers to questions one through three answered. Yes. The proposed insured is not eligible for any coverage or any if you want to point to that.

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Cancel clients.

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So got it here and obviously here. But right here I'm trying to move this stuff. So yeah, this is important to know. It's always up. So people look down a lot because that's how stuff is organized a lot, you know, there'll be a preface with stuff beneath it, not above it, but that's just how this app is laid out, right?

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So highlight the answer. See if answer to question one through three.

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Oh yeah. This is yeah.

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So. So it tells you on the application to, you know, so if you need to look at the if you're reading the script, you know, and you have this script in front of you and you're getting to the health questions and you don't feel comfortable with saying, Hey, do you have any heart issues or any issues with your kidneys? Do you have any issues as far as diabetes? You know, if that's where you're getting uncomfortable, you can veer back to here and just be like, okay, I'm going to see what you qualify for and I'm going to go over your health with you and ask you the questions that are on the application, but don't lose your spot on the script.

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Okay? So that's the main thing is you don't want to lose your spot on the script. So but it's good to be able to look at the application while you're selling because then it keeps you on track of the questions that you need to ask. So now we're going to look at questions four through seven.

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So question number four is, have you ever been medically diagnosed or treated for complications of diabetes, including insulin shock, diabetic coma, retinopathy, eye kidney, neuropathy, nerve damage or pain or used insulin prior to age 50? So this question right here, if you're not familiar with diabetes, you're always going to want to reach out to your trainer or group. And if you're not comfortable, you're going to say client's age.

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Let's say I was 61 female, non-smoker, you're going to put on the pill on insulin. If they have any heart issues, what do they qualify for? You're going to reach out to an if you get when you get somebody with diabetes, if you're not familiar with diabetes. So a lot of people have a hard time with this question. This question specifically just states. If you get someone on the phone and they were on insulin before the age of 50,

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they have to be a standard death benefit. They have to answer yes to this question if they're on the pill, but they're taking medication for neuropathy, which is burning or tingling in their hands or their legs, They have to answer yes to this question.

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If they're on the pill and they have no neuropathy and no issues, then that question number four is going to be a no. It's okay that they have diabetes. It's a horrible thing that they have it. And I'm sorry to hear that, because it's hard to manage diabetes and people have a hard time managing it. So build a report and show a little, you know, sympathy there for them. They are, you know, usually pricking their finger every day and checking their sugar and managing their diet. It's very hard. A lot of people want that snicker bar.

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Um, but if they aren't but if they're only on the pill and they have no issues at all, that question is going to be a no.

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So you guys understand that it's not really about the diabetes at all.

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It's okay if they have diabetes and on the pill, they just can't have used insulin before the age of 50 and they can't have any burning or tingling in their hands or their legs. It doesn't matter if they're on the pill or on insulin, if they have any burning or tingling, that's automatically going to be a yes.

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And they're on insulin.

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Before age 50. It's a yes. Yep.

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You hear that every day. Gabapentin lyric and rotten. So that's the ones that's basically what you're asking like if they if they beat around the bush a little bit and say, oh yeah don't know don't have neuropathy. All right. Do you take gabapentin then medications don't lie. So yes, you do. And then you don't have to, you know, grow into them, but you're just going to say medications don't mean they don't. So they have neuropathy.

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Right? So if you have the pioneer application in front of you, like if you actually have a printed out and it's in front of you, you can write and right next to it on the side, right there after age 50, you know, just just put make sure to ask about burning or tingling or just put a little note in there, you know, for yourself, you know, for because everybody learns differently. We can only coach you and guide you in the right direction. But. But with. This question. Remember, if you ever get stuck. There's there's 100 there's 100 people on GroupMe that are willing to pick this question apart with you and give you the right answer and get you the best program for that client.

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If you're new and somebody tells you to go with the prosperity and you don't know how to do that, you know, then, you know, I mean, then you're going to do standard, you know, pioneer, of course. So if this is a yes, it's going to be a standard pioneer. I just want to know before I move forward here, I'm going to clarify it again with this question. Most of the time you're going to be reaching out to an SBC or trainer if you're not familiar with diabetes or if you're not understanding this question properly, that's okay, because after you do it a couple of times, you'll get it.

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So it's like it's it's like any job, you know, you you start the job, you know, it's difficult to do some or physical job. Some are mental, some are paperwork. But once you do it a few times, you just start to know it. So it's okay that you don't. If you don't understand it, it's okay. If you need help, it's perfectly fine. Yeah, that's what we're all here for.

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Yep. And that's and that's the number one thing. It's like you can probably answer your own question just by reading the app, but you're going to get. I mean, if you get flustered, then you know how our brains are. They will shut down and then all of a sudden you can't read anything. You can't figure anything out. That's the best time. But then as soon as you get off the phone mean, you know, somebody helped you through it. Of course. Go over that again. Just read the application because half almost every answer is on the application and it's just usually just one application that we're dealing with. So, you know, understanding this, you know, also gives you a lot of confidence.

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Yes, exactly. Agree. 100%. So did anybody have any questions or anything about diabetes or any anything that I've gone over so far?

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And if

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I have a question in regards to the return of premium benefit plan, so if they answer yes to any of the questions for through seven is the return of premium. I thought was supposed to be for healthier people.

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That is a that's a completely different product. That would be a term product. This is not the term application is completely different. So we're only focusing on the whole life right now.

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So we're still talking a whole life return of premium and that would be not through Would that be through Pioneer then or not? The pioneer return of premium then it.

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Would but don't want to go down a rabbit hole about return of premium. So the at least the term product. So we're going to stick with this and then I can go over that. That's more advanced. You're not going to write many of those.

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Okay. So if they're only taking pills and no neuropathy, they can get pioneer.

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Customer. You are absolutely correct. And great job.

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And is that standard or preferred?

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That would be a note of that question. So then we would continue with the application and then we would move on to the next question. So we would we we would still comfort them because again, diabetes is something serious to have. So we don't want to be like, okay, you you're fine with the insurance company, your diabetes doesn't matter. You know, like, you know what I mean? Like you definitely don't want to say that, you know, So you just want to be like, you know that you know, you know, I'm sorry to hear that. You know that you are diabetic. You know, I know that it's hard to deal with sometimes.

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How are you managing your diabetes is a good way. If when you get to that question. Hey, let me just dig a little deeper here with you. Ms.. Grant, Let me ask you, um, did you ever have any complications from your diabetes? Like, are you on any insulin? Uh, you know, no, I'm not on insulin. I only take the pill. Okay. And then do you have any burning or tingling in your hands or your legs? Do you take any medication for any neuropathy or have you ever been prescribed any anything for nerve pain? No, I haven't.

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So they can answer no to that question. Okay. But if I said yes, I take the pill or if I if I say yes, I take the pill and yes, I have neuropathy, then that question would be a yes.

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So that will be Gerber.

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Okay. Um, that would be. I'm going to go over it here with you all when after I get to question seven, I'm going to go over that part. Okay. So the next, did anyone else have any other questions?

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One last question. It says prior to age 50. So if we're talking to a 70 year old and he just recently acquired, which is rare or something, but I had someone yesterday say I recently acquired diabetes or. So if it's after age 50 and is it a no?

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As long as like if they're age 70. And they said to you, Hey, Mary, you know, I got I had diabetes before the age 50, but I didn't use insulin until two years ago. And they're not taking any nerve, any medication for nerve damage or pain. Then that question is going to be a no thank you. Yeah. So you did a great job and wonderful there. So I'm glad that people are, you know, that this is helping because that's a very hard question to deal with sometimes.

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So that's good to break the hardest.

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It really is the hardest question. Like Nikki and I could spend 20 minutes on it. Um, so really? Yeah. With that. And thank you for clarifying. Mary. It's used insulin prior to age 50, so like they can have diabetes since they were 30, but they want to know about the insulin that's most important to them.

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Okay. Thank you.

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Yeah, but usually if you a younger person, someone who's very young, you know, they would be at type one diabetic, That would be their whole life. So then you would know that would usually be a yes. They're if they're on insulin but as pill is fine to go. But again for that, if you have any confusion or anything, you just reach out to an or trainer and or group me, you know, group me too as well. And then someone will get you the answer to qualifying them for the correct plan. So question five is have you ever been medically diagnosed, treated or taken medication for renal insufficiency, kidney failure, chronic kidney disease, or more than one occurrence of cancer in your lifetime, excluding basal cell skin cancer? So that's a very easy question.

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It's right there. Also on Ernie's file to the right, if you see it highlighted in blue as number five is the question. So if they answer yes to that, then they're going to be a standard death benefit as well. Okay. Again, I'm going to go over what standard death benefit is after this. So question number six is, within the past two years, have you been diagnosed or have you had any diagnostic testing, excluding HIV or AIDS, any surgery or hospitalizations advised by a licensed medical professional or for which results have been not received? So like this question.

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Before we go right to sex mean this is mean that's good like five five can be very tricky to that is why I wrote this stuff down here actually Lexie did you can thank Lexie for making this current cancer complete decline. They're currently getting chemo, radiation, things like that. And this is the most important thing. Want to take away the last treatment determines the end of their cancer. So you see how it says all these questions are last two years. That's super crucial.

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Like if they've had cancer and then it ended five years ago or the last chemo or radiation or pill, then you're good. So three think Nikki's got a saying. Three and something you're good. Don't know three rhymes

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for three years you're in the clear. That's what she says. Yeah.

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So clear.

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But it's really important to like if they say cancer. Have you ever had cancer? Talking about cancer? What kind of cancer? Or This is more rapport building, but also just trying to figure out, in fact, finding. All right, how long ago was it when when was did you last do it? Because people will mix that up and then you'll think it's preferred when they had cancer five years ago, but now they're still taking medication for the same cancer.

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So in regards to in regards to question five, that's for he's talking about when it comes to one or more occurrence of cancer in your lifetime, excluding skin cancer. So if you get someone on the phone and they told you they had breast cancer twice, that's a yes. They had cancer more than two times.

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So that's that's pretty much what he's he's trying to say there. So you need to make sure when you ask question five if they've had more cancer more than 1 or 2 times and they may say, oh, I had, you know, breast cancer, you'd be like, oh my God, I'm so sorry to hear, you know? And then you're not just going to skip over breast cancer. You're going to be building report there, obviously, with your client. And you guys will probably end up.

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In a chime in like the meantime that you're going to see that guy, sorry not to like crash your training here, guys. The meantime that you're going to see that is with people that have had breast cancer, a lot of times those people are on medications to like keep the cancer from coming back. So unfortunately, with Pioneer, those people can only be a standard death benefit if they're still taking those medications. So, you know, if your client's treatment ended more than three years ago, you know, they'll still be eligible for preferred. So that's the day one coverage. And if your client's treatment ended more than two years ago, but less than three years ago.

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So like right in the middle there, they would be a standard plus. So this like at that last part of the application on that page is when you're going to see that question.

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Right. So. Exactly. So if they if they have more than one occurrence of cancer in their lifetime, just make sure that you mark Yes. To that question there. And then I want to go down the I want to go down to question number to number six. That was the one that was diagnostic testing. Any hospitalizations advised by a medical professional or any results which have not been received on question number six. That one, if they tell you they have an upcoming like hip replacement or it's not like major open heart surgery or like they're about to go have like, you know, something taken out of their lungs, you know, if they're like, hey, I'm going to go have a toenail removed, I'm going to go have, you know, certain things.

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You know what I mean? They're not really looking for that. Ernie could probably agree with me there and Lexi. So they're just really kind of looking for major results that have not yet been received.

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Tell your client to say no to that unless they're like they have HIV, just to tell them to say no to that.

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Yeah, because you don't want your client to be like, Oh, I have an upcoming EKG, and all of a sudden their plan is going to be double the price because they just have an annual upcoming EKG. I mean, it it's it doesn't make any sense because the pioneer, they're literally only looking for people that they're scared are going to like die on the operating table. You know, like if someone like I has I have open heart surgery that I'm going to be doing next month, then that's definitely a yes, you know? But if someone's like, Oh, I might go in for surgery, but I haven't scheduled it yet and I don't know.

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And you know what I mean, that it's a no, you know, or knee replacement. That's a no, you know, So that question should usually always be a no there because Pioneer can look at their records and if they really need more information, they'll provide that to us. Our job is to get the client the best plan and do the right thing by the client. Right? Like, Oh.

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Well, I have some bloodwork coming back. No, the answer is no.

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Right? Yeah. You you don't want to get hung up on that question. The only time again is usually you'll know within the first couple of questions, you know, no, you're not going to get to question six and someone's going to be like, hey, you know, I'm just I'm going in for, you know, to have some type of cancer removed from my lungs because you've already asked them about cancer and questions one through three. So you're not going to really run into anything major there. So now question seven is what Ernie and Lexi were really knocking down on their, um, any yeses? And, and here this is all has to do with heart attack this is within the past two years.

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So if you have any type of heart attack, stroke, COPD, hepatitis, chronic bronchitis, you had a stent put in, you have a pacemaker defibrillator put in. If it was only they can have a defibrillator put in four years ago. I'm happy that everything's ticking. Great for you. You know, hope it continues the tick, you know, and I laugh, you know, or just say something funny, you know? When was the last time you had your batteries changed? You know, like joke with them. You know, if you're if you're not familiar with stuff like that, don't worry about it.

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You just ask them the question. If they say, hey, two years ago. I had a heart attack. You're going to say, was it over two years or was it under two years? If it's under two years, then that's going to be a yes. If they have COPD, no matter what, that's going to be a yes. If they have COPD, though, they're on a lot of inhalers. So if somebody tell you they have COPD and they're just taking a role, I would question if they really have COPD or if they're just trying to uplay their health because sometimes people, certain people and tend to say that they have stuff that they don't have.

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So I'm going to tell you, just chime in there. Sure.

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More often than not, it's people that are a little bit more optimistic about their health then they're not. And especially with your COPD people, they just happen to be like the sketchiest bunch. Like they're really in denial about the. No, it's true. And most of the time, like if especially if somebody is a smoker and they've been spoken for a while, you'd be like, Yeah. So like has your, you know, do you have any like COPD or asthma? 90% of the time they're going to say no, and then you're going to be like, okay, well, you know, does your doctor give you any inhalers and not are you taking any inhalers? Because most of these people are given inhalers that they don't take.

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Do you take any? No, but they're like prescribed, you know, a whole laundry list of them, in which case that's actually worse than if you are taking your healers and, you know, being treated for your your condition. So, you know, be like, all right, well, how's your doctor? Ever given you any inhalers? You'd be like, Well, yeah. It's like, okay, well, is that for asthma? Well, I don't know. It's like, okay, well, did he tell you it was for COPD? Well, I mean, I don't know how we ever had an asthma attack. Well, no. Like their doctor, you know, diagnosed them with COPD, unfortunately.

00:29:36:23 - 00:30:07:19

And they're just not really being that honest about it. That's one that you really have to dig in on, because I've literally had a person I'd be like somebody like, you know, heart, liver, kidney or lung problems. No. Okay. So, you know, never any cancer, heart attack, stroke, COPD or diabetes. No, I'm like, okay, you know, does your doctor give you any inhalers? Well, yeah. And like, okay, well, have you ever been diagnosed with COPD? Well, well, yeah.

00:30:07:21 - 00:30:20:23

Like I basically had to ask them that question like four times before they admitted to me that, yeah, they actually were diagnosed with COPD, and you'll get that kick back, you know, a lot. So that's when I would just say, you know, really take your time to ask that question.

00:30:21:06 - 00:30:52:14

Well, right. I totally agree because a lot of people, they again, too, like if you have a client on the phone and they're you know, it doesn't matter, usually they're going to be over the age of 50. But whenever they are on inhalers, they do like to downplay their condition with the COPD. And most of the time, if they are a smoker and they are on some serious inhalers, they're going to be standard. And again, I'm going to go over what the standard death benefit is at the end. So like they explain that perfectly.

00:30:52:16 - 00:31:34:01

So anytime you hear COPD, someone knows when they usually have COPD. But if you get that sketchy client on the phone, that's like, Oh, I just I was prescribed this inhaler, but you know, it was $700 a month and didn't want to fill it. But they said I had a tad bit of COPD. There's no such thing as a tad bit. COPD is chronic obstructive pulmonary disease and once you have it, it's on your records and you have COPD. So that question, if they say COPD, chronic bronchitis, chronic bronchitis means that they use an inhaler almost, you know, all the time, or a puffer, they like to call it for chronic bronchitis.

00:31:34:03 - 00:32:11:23

But most of the time it's going to be COPD there. So it's very rare you get someone that was on oxygen. I mean, maybe with COVID now you might get someone that in the past two years was on oxygen, but it's very rare that happens. But if they say yes, there, then that would be a yes. Two. That's seven. A seven is the heart attack or aneurysm or if you've been advised to have any type of heart, brain or circulatory surgery. So if someone told you that they had blood clots in the past two years, anything, anything in the past two years that has to do with their heart, kidneys.

00:32:12:21 - 00:32:47:18

Lungs, Anything that has to do with heart, kidneys and lungs in the past two years is pretty much almost going to be a standard. You just have to pick through it and find out. So if they had a heart attack again over two years, you know, if they say two years and one month ago, you're going to answer no to that question. If they've had a heart attack a year and 11 months ago, that question is going to be a yes. So anything under two years with stents, pacemakers, heart brain and circulatory surgeries, anything is going to be a yes there.

00:32:47:20 - 00:32:48:18

Hey, Erin.

00:32:51:05 - 00:32:58:13

Hello. I have a question regarding Albuterol. If they're using Albuterol, is that we're assuming that COPD.

00:32:59:09 - 00:33:29:18

If they're. That was what was talking about when it comes to asthma. So Albuterol is the name of an is the name of an asthma medication or a seasonal allergy medication or post nasal drip medication. It depends on what condition your client has. So whenever you see just a beauty roll only and no other inhalers, major inhalers, when you're using your tools and your Googling as a client may be telling you some prescriptions because you're digging deeper there.

00:33:29:20 - 00:34:09:09

When it comes to COPD, I would say that a roll, most of the time you can get through as preferred, but it really just depends on your client and if they're telling you the truth. So. Okay. Yeah. So and that and that instincts. We need to we just have to trust our client if they're saying, hey, take a beautiful for seasonal allergies, okay? Trust you, Mr. Braun. I'm going to go ahead and remember, I'm the one fighting for you. So that's why I'm asking you if you have COPD. So just so I know if I'm going to get you the best plan, you know, So your client needs to remember the whole time that you're with the consultant firm, you don't work directly for an insurance company, that your job is to help them get the best plan.

00:34:09:10 - 00:34:39:14

So that when you get to this question about COPD, they hopefully tell you the truth, you know. So but yeah, beautiful. That's that's one that people can be prescribed. They could have had the flu and they were prescribed an inhaler. Why they had the flu. That would be a note of that question. They actually have to be diagnosed as having COPD or chronic bronchitis, meaning like they have chronic bronchitis all year round, not just because they had gotten over the flu.

00:34:39:21 - 00:34:40:10


00:34:43:02 - 00:34:58:17

Yeah, lots of people take albuterol. I take albuterol sometimes just because I have asthma. So usually if it's just that one by itself, it's not that big of a deal. But they have COPD. They're usually being prescribed something else to, you know, Ventolin or one of these other ones that they're, you know, they say a lot.

00:34:59:03 - 00:35:24:21

Right? And that'll just come with report building with your client, you know, and you just need to straight up ask them, you know, hey you know, did the doctor say you had COPD? You know, if you're talking to a smoker on the phone and they're in their 70 seconds and they're taking three inhalers, I would question if they have COPD or not, you know, because if you're taking three inhalers, you know, every day, two puffs a day, you got COPD, man, you know? Yeah. Like a lot.

00:35:24:22 - 00:35:57:15

Of times even like, see, like the people with COPD are so sketchy and like, the doctors know that. So a lot of times they'll give them all these inhalers and it's like, well, you know, they didn't tell me I had COPD but don't have asthma. Like, well, you pretty much have COPD or chronic bronchitis or, you know, emphysema or something like that. And all those things are like almost the same thing. If you ever seen a pulmonologist, there's pretty much no difference between COPD and, you know, chronic bronchitis. Like even asthma on its basic level is like a like, you know, the baby COPD.

00:35:59:07 - 00:36:14:13

Okay. Yeah, right. I had a I had a 71 year old smoker last night with Albuterol. And I read her the question and she said no to it. But it was I was trying to figure out if I should quote her preferred or not.

00:36:14:21 - 00:36:15:11


00:36:15:21 - 00:36:38:04

Yeah, go for it. You know, the worst thing that can happen is it comes back like if she's still a smoker, you know, basically Standard pioneer's almost not even an option because it's just like so outrageously expensive at that point. So, you know, your only other option is going to be a prime term or Gerber to be able to get her like a decent rate. So might as well go ahead and apply and tell her that, you know, you're going to do your best to get her approved. Okay.

00:36:38:18 - 00:36:40:00

Thank you. Right.

00:36:40:02 - 00:37:08:21

Wonderful. And then they ask they're on question seven. See, it's been have you been medically diagnosed or treated or taken cancer in any form, including basal cell skin cancer. So Lexi and Ernie already went over that with you guys. That was the one to wear. If they have any cancer, you just want to be careful about if they're remission, if you get someone who's in remission for cancer and they've been cancer free for over two years, you definitely want to reach out to an

00:37:10:10 - 00:38:07:20

as well or a trainer or GroupMe and just try to pick other people's brains as well. Remember, this is a beginner training pioneer class. So when you go into advanced training and different levels of training, then we could start breaking down other applications too, and describing that more and going over that more in depth. But just for pioneer purposes and time purposes. Now, within the past two years, have you ever been diagnosed or treated or taken medication for any form of cancer, excluding basal cell skin cancer? If they say, yes, you're going to mark a yes there, then you're going to ask more questions like if they're in remission or, you know, if they're taking a maintenance medication, which you have on that file right there explaining the application over to the right that Ernie highlighted, where it says cancer cannot currently have cancer, it's a decline which you found out in the beginning of the application and question one.

00:38:08:13 - 00:38:45:16

Last treatment of considered the resolution of their cancer medications of treatment, as well as chemo and radiation. You know, so if you have someone that says that they're cancer free for over two years and you run into that, they're taking medication still, again, reach out to an A trainer group. Me Because you still may be able to get that client preferred. It just depends on what medications they're still taking. If it's a maintenance medication, sometimes we can fight for the client or the or trainer will do another product for you to see if we can get a plan for that client.

00:38:46:05 - 00:39:19:21

Question seven on the application. That one's very simple. Use the illegal drugs. Been recommended to have alcohol or drug treatment? Or have you been in any alcohol or drug treatment type of facility? So if they got a DUI last year and they were recommended to have alcohol or drug treatment, or if they were taking medication to stop the use of pain pills like Suboxone, you can see some of the medications listed there. A lot of them are in denial, like the COPD.

00:39:19:24 - 00:39:52:02

You know, they're embarrassed. Everybody's been down different roads before. It's not our job to judge them. It's our job to qualify them. If they answer yes, then it's a yes. If they answer no, then it's a no. When they come back as being a yes, that's a whole nother conversation for another day. Once you submit the application, we can go over that if they ever come back. Yes, they're they're going to be a standard death benefit ROP. So the standard death benefit with Pioneer Security life.

00:39:52:22 - 00:40:03:16

If you answer any question for through seven as a yes there. Going to apply for the return of premium death benefit plan.

00:40:04:11 - 00:40:05:20

So the return over.

00:40:05:22 - 00:40:07:03

Here to on the right for you.

00:40:07:05 - 00:40:07:20


00:40:07:22 - 00:40:22:19

So the return of premium death benefit death benefit plan just means that if the client passes within the first two years for any reason. Let me just see here on his paper. Sorry, your guys's faces was blocking it.

00:40:24:12 - 00:40:58:03

If the answer yes to any of the questions. That just means that they're going to be standard return of premium death benefit. So if the client passes for the first two years from a natural cause, their beneficiary will get all the money that they paid in all their monthly premiums plus 10% interest. If death is due to accidental cause, the full death benefit will be paid. After the two year waiting period. No matter what happens to the proposed insured, they're always going to get the full death benefit.

00:40:58:05 - 00:41:29:07

So if it was 10,000 worth of coverage, they passed away within the first two years, their family would get all the money that they paid in plus 10% interest if it was after the two years, whether it's accidentally or a natural cause, their family is always going to get the full amount. They are not healthy enough to qualify for immediate coverage. They are a risk to the insurance company. You don't you don't tell them that. So then they qualified for the best plan. But that's why a two year waiting period exists because they have COPD.

00:41:29:13 - 00:41:48:04

They did have a heart attack a year and a half ago. They are on alcohol or drug treatment. They are taking medication for cancer and cancer more than two times. So you got to understand, too, there's different risk for insurance companies as well there. So again, if you have a client that's.

00:41:48:11 - 00:42:16:02

Uh, what Nikki said, some people do do that. They'll be like, okay, it looks like you're going to be a Gerber. You don't say things like that to clients. Whatever they qualify for is the best plan for them, which is completely accurate because they just don't qualify. But it's not ever going to help you or help them by being like, Oh, it looks like you got two year waiting period and you got all these problems and you're going with this plan. So just be real conscientious about that, that it's the best that they qualify for. So that's, you know, basically how you need to sell it.

00:42:16:16 - 00:42:17:06


00:42:17:08 - 00:42:17:24

So really.

00:42:18:21 - 00:42:19:10


00:42:20:13 - 00:42:21:09

You're good luck.

00:42:21:15 - 00:42:56:09

Okay. And really, like lean in on the benefits for whatever plan they will qualify for. I'd be like, well, okay, so this is Gerber. Like, you know, this is really the only thing you're gonna qualify for. So, you know, here you go. You know, be like you said, this is the best plan. Like really go into the cash value because, you know, Gerber is a whole life policy. It still does build cash value. It's a great rate. Gerber is one of the best rates that they're going to see for a guaranteed issue plan, like pretty much the only companies that are going to be Gerber like will be similar You know, Mutual of Omaha is going to be cheap but there's really only a couple carriers that might be cheaper than Gerber.

00:42:56:11 - 00:43:25:20

So, you know, this is by far going to be the best rate for you. You know, you can borrow money from this policy if you were to ever need it, you know, really lean in on the final wishes planning guide and the terminal, not the final wishes planning guide and the living will. You know, both those documents can be notarized at the bank for free. And it's a legal document, just like if a lawyer had set it up for you. So that will definitely, you know, save you a couple hundred bucks, you know, all those things are stuff that comes with every policy and you know that. But the client doesn't. So, you know, just talk up the benefits that are there.

00:43:27:02 - 00:43:43:14

Right so the so all the pioneers plans. So we know that if the answer one through three yes there are no they can't qualify for Pioneer they're automatically a Gerber. So we know that now so forward through automatically a.

00:43:43:16 - 00:43:45:10

Decline, not necessarily a Gerber.

00:43:45:15 - 00:44:18:09

Yeah, well, automatically a decline. But for right now, just for beginner, you know, and then you can reach out to an your trainer if you want to go further into that. But just for beginner purposes right now, if one through three is a yes, there a decline with pioneer security life. They're not eligible for coverage with this company. So we're just suggesting that if someone's not available, you just move over to Gerber. But again, if they answer one through three A yes, you're going to switch to another company four through seven.

00:44:18:11 - 00:44:51:21

If you get a yes in there, they're going to be the return of premium death benefit. So that means that they're going to have that two year waiting period, but they're going to get that terminal illness rider. So the terminal illness rider means that if, God forbid, if you had 12 or 24 months or less to live or you're deemed with a terminal illness, any advanced cancers, heart disease, lung disease, your doctor writes a letter and says that you're possibly going to die with the next 24 to 12 months. Then they don't have to pay any more premiums on the policy.

00:44:52:02 - 00:45:20:01

The policy is paid up in full and protected from the risk of lapsing, or they can receive the full 10,000 or 20,000 or whatever. That death benefit is ahead of time. But they do not qualify for the accidental death benefit. Okay. And then they also qualify where they can have the grandchild writer on there. But that's another conversation. Does anyone have any questions about the return of premium death benefit?

00:45:23:21 - 00:45:27:12

So I was just going to answer. Go ahead, Johnny. Sorry.

00:45:27:20 - 00:45:41:14

I'm so sorry. Um, hi. How are you again? Great information. Um, one more time. The return of premium is for pioneer for standard, or. I didn't get that very well. Can you repeat that for.

00:45:41:16 - 00:46:15:23

Me, please? Yes, Miss Joni. And then me and you are going to also do other sessions one on one, two. But the the standard death benefit is the return of premium term. That's the one where if in the past two years, within the past year and 11 months, actually, you know, or less than two years, they answer yes to having a heart attack or stroke or chest pain or cancers. COPD is always going to be a yes there any type of issues with renal insufficiency, kidneys.

00:46:16:15 - 00:46:35:05

Most of the time it's heart attack, strokes, chest pain, alcohol or drugs, cancer stents put in or circulatory blood clots, anything like that would be a yes if it's under two years. So they would have that two year waiting period. Yes. For pioneer security life.

00:46:37:12 - 00:46:38:12

Okay. Wonderful.

00:46:39:16 - 00:47:12:17

I was just going to answer Carla's question. Yes. Um, if. If your client asks about the two. If there is a two year wait, you know, of course, go into that with them. Normally, I just emphasize the fact like, yeah, you know, this is a graded benefit. So how that works is if you were to pass away within the first two years from natural causes, you're going to get all your money back plus 10% interest. So it's still like the best savings account you ever had. If you pass away from an accident, you're still going to get the full death benefit. So that's good. Most of the time people don't know that. They just think that if they pass away in the first two years for any reason, that it's just going to you know, they don't get anything.

00:47:12:19 - 00:47:43:18

So, you know, definitely bring up the fact that they're going to get 10% of their premiums back as well as, you know, if they pass away from an accident, it's going to be the full coverage and be like, and you're not going anywhere anytime soon, Mrs. Jones. So no worries. And then just kind of move past it. If they don't ask you if it's graded, then I don't bring it up personally. You know, they should know that if their health is not the best, that they can't qualify for something that's day one. Otherwise, you know, everybody would go and get life insurance as soon as they got diagnosed as terminally ill and, you know, make a bunch of money and leave their family a bunch of money. But it's just not how it works.

00:47:46:01 - 00:48:17:13

Right. But if that does come up in conversation, just like Lexi said, you want to just let them know that like even the two years they've they've talked to so many agents and stuff, if they're going to qualify and have that two year wait, like you can honestly tell them, look, you had a heart attack last year, You know, like you're not I mean, you're looking for a wish. You know, that's not going to come true when it comes to life insurance. You know, there's no company out there that's going to give anyone immediate coverage.

00:48:17:15 - 00:48:57:09

If they had a heart attack a year ago, it's just not you can't find it. They're just too much of a risk. Otherwise, those insurance companies will be out of business. But if you do have anyone that asks you about the two year waiting period, you could just let them know. Um, you know that from different experiences. Like for me personally, I've had five clients pass away on me in almost the five years that I've been here. So chances are, you know, likely you could just let them know. You could just be like, Hey, you know, if you if you do pass away accidentally, you are covered in the first two years, you're it acts like a savings account if your family gets everything back, if anything does happen to you.

00:48:57:11 - 00:49:38:06

But, you know, I did talk to an agent and she's only had, you know, five clients die in the past five years that she's worked here, you know, and I'm sure other people will tell you they haven't had that many either. I always joke with them and tell them two years goes by so fast, Christmas comes around the corner before I'm ready for it, you know, And then they'll joke with you too. So they understand their health more. They just want someone to just break it down for them, you know, in a way that where they understand, you know. So if they do mention the two year wait and they start to get a little aggressive or anything like that, you could just kind of change your tonality and just be, you know, just be honest with them and and some is going to be the best plan for them.

00:49:38:08 - 00:49:42:21

And then you're going to stress that terminal illness writer and those benefits again.

00:49:44:24 - 00:50:05:09

So I'm also going to go over a question eight. So this is the last question on the Pioneer Security life application besides the questions. So within the past three years, have you been medically diagnosed or treated or hospitalized for stroke, angina, chest pain, heart attack, aneurysm, heart or circulatory surgery?

00:50:06:22 - 00:50:34:23

And or any procedure to improve circulation or taking any medication for any form of cancer, basal cell skin cancer, emphysema or chronic bronchitis, COPD, ulcerative colitis, cirrhosis, hepatitis C, liver disease. And the number C is several palsy, multiple sclerosis, seizures, Parkinson's disease or muscular dystrophy. So if you guys can tell Question eight looks very similar to Question seven.

00:50:36:15 - 00:51:13:07

So if you had someone that had a heart attack two years and one month ago. Question eight. A would be a yes. You know, if they have COPD, remember, they're always going to be the standard death benefit no matter what. So that question right there. Question eight B, you don't really want to pay too much attention to it. The only time you're really going to pay attention to it is if someone tells you that they haven't taken, you know, cancer in the past two and a half years because then, you know, they would be a yes for in the past three years.

00:51:14:14 - 00:51:18:22

So with question number eight, that's the standard plus death benefit.

00:51:21:15 - 00:51:53:13

So most of the times you're going to run into multiple sclerosis, seizures or Parkinson's, when you're dealing with that question or someone that's been over just over two years that they've had a heart attack, but it hasn't quite been over three years yet. So the standard plus then the death benefit comes with that terminal illness writer because all of pioneer security life plans come with the terminal illness writer. It'll also come with the grandchild. Writer Which we can go over if you guys like, at a later date, preferably 2 p.m..

00:51:53:15 - 00:52:32:00

I was going to answer any questions or anything around lunchtime. Uh, so if they answer yes, they're that means that they're eligible for the graded death benefit plan. So instead of having a standard two year waiting period, they qualify to also have the terminal illness writer and they qualify for the accidental death benefit. So the accidental death benefit, if they in the event that they pass away due to an accident or become dismembered, lose sight in both eyes or, you know, both ears, or if they lose both legs.

00:52:32:02 - 00:52:32:17

Oh, and I'll be.

00:52:32:19 - 00:52:34:09

Able to send this policy out in the mail to you.

00:52:34:23 - 00:52:37:17

Okay. Yeah, right. Let me add them to the call.

00:52:41:11 - 00:52:43:04

Okay. So if they if anything.

00:52:43:07 - 00:52:44:04

I'm just going to be on mute.

00:52:44:06 - 00:52:57:23

For you. So. Yeah. So, Shelby, what I always tell people is it's like I'm, you know, obviously you're it's your account. So say, this is Shelby Hammonds. I'm trying to set up a life insurance policy. I need my routing and account number, and I'm sure they'll verify it.

00:52:58:12 - 00:52:59:19

Another way, you know.

00:52:59:21 - 00:53:06:06

With other information like address and phone number and stuff like that. And that way I can get all the stuff out to you. Fair enough.

00:53:07:07 - 00:53:08:21

Sounds okay. All right.

00:53:08:23 - 00:53:11:04

I'm going to add them to the call now. You're going to hear it ring.

00:53:12:18 - 00:53:14:17

Then I will mute. So I'll let you.

00:53:14:19 - 00:53:16:01

Do all the talking, Shelby.

00:53:16:20 - 00:53:19:24

Okay. Thank you for calling the Eastern Boulevard branch.

00:53:20:01 - 00:53:21:07

Soon as we get somebody on the phone.

00:53:21:18 - 00:53:29:16

For branch location and hours, including drive through hours, press one for automated account information and self-service options.

00:53:30:02 - 00:53:30:17

Sorry, guys.

00:53:30:19 - 00:53:32:08

Don't know what happened here.

00:53:32:10 - 00:53:38:02

I'm going to get there, Aaron. I'm just waiting for him to tell. Stop sharing your screen or something.

00:53:38:15 - 00:53:39:06

All right.

00:53:39:24 - 00:53:41:24

Oh, God. Okay. Sorry about that, guys.

00:53:43:02 - 00:53:43:17


00:53:44:02 - 00:53:50:02

Don't know what happened. All right, so. All right, give me one second. Let me just pull up the pioneer up.

00:53:53:21 - 00:54:01:17

All right, so. All right. So we were on question number. Oh, snap. Got the wrong app. Hold on, guys.

00:54:11:18 - 00:54:12:14

There we go.

00:54:14:03 - 00:54:16:03

Okay. So we are on a question number eight.

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