Watch the Full Video Here: Underwriting Training - How to Pivot
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Okay, So we're we're going to do an underwriting training for the Voice Peace of Mind Pioneer Security Life application 50 to 85. So just wanted to go over with you guys the application. It's a fairly easy application once you know everything that's pretty much on the application. But the main thing that I wanted to go over first with Pioneer is Pioneer offers a few different benefits. So with Pioneer Security Life, they every policy that is offered with them comes with a terminal illness writer.
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So with the terminal illness writer. If, God forbid, someone's diagnosed with any type of terminal illness or end stage disease and they have less than 24, 12 months to live, then they don't have to pay any more premiums on their policy policies paid up in full and protected from the risk of lapsing. But me and Ernie really wanted just to go over the underwriting part and just really focus on the health questions, not so much the answers needed to complete the application itself, but how to properly get through the application and qualify.
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So I had pulled up the application here that we work with the most. This one is found if you go into vanilla, soft.
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Your screen will look like this.
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And you can click and group. And then you would click on whole life application 50 to 85 and you press go and it'll pop up the show like this.
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Okay, so this is the application we use the most. Whoever's in the office, we do have applications that are behind Ernie's desk. There's.
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There's like a thing there that you can grab a paper application. So if you ever need a paper application, you can grab a paper application as well. Okay, So with Pioneer Security Life. Most of the time on the lead information, you're going to have their first name and their last name. Sometimes you'll have their address. Most of the time you're going to have the state. So this is part of the script and the gathering information process. Again, we're going to go over underwriting right now, so we're mostly going to talk about the health questions.
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So. With this application, they ask during the past 12 months. Nikki, You.
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Want to make that much bigger? Yeah. There you go. Yeah.
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So they asked. During the past 12 months, have you used tobacco in any form, excluding occasional pipe and cigar use? So that one can be a yes or a no? It doesn't change whether they're going to qualify for an individual plan or not. Okay.
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The next question that they have on the application is are you currently hospitalized or confined to a nursing facility, a bed or a wheelchair due to chronic illness or disease? Are you currently using oxygen equipment to assist in breathing, receiving hospice care or home health care, or had an amputation caused by disease? Or do you currently have any form of cancer, excluding basal cell skin cancer diagnose or treated by a medical professional? Or do you require assistance from anyone with activities of daily living, such as bathing, eating, dressing or toileting? So the questions are very specific on the application.
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Whenever you're looking at your script, we summarize the application down. To where you're just asking them if they have any hospitalizations or if they've had any surgeries or anything like that. But remember, you're going to be you're pretty much trying to get them to answer no to every question that's going to be on this application. So if they answer yes, the questions one through three. With Pioneer. It's an automatic decline.
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So the next question has to do with organ transplant, kidney dialysis, congestive heart failure, Alzheimer's dementia, Lou Gehrig's disease, liver failure, any terminal illnesses. And then we have HIV or AIDS. So if the answer any questions one through three as a yes for pioneer, they're going to be a decline. So in that moment, you're going to want to go ahead and go over to your flowchart.
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And this is where the flowchart is really going to come in handy because you could see here for Alzheimer's or dementia. You can look and say if they have a history that confirms that they've been treated for over two years, then you can go prosperity prime term. If it's under two years, then you would have to go with Gerber.
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Okay. So that's why you would use the flowchart there.
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Okay, so one through three with pioneer security. Life is is going to be a decline. But let's say the answer no. So. And then we have question number four, which is have you ever been medically diagnosed or treated for complications of diabetes, including insulin shock, diabetic coma, retinopathy, eye neuropathy, kidney neuropathy, nerve damage or pain or use insulin prior to age 50? So this one's a very tricky question.
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So you really just want to break it down. When it comes to diabetes. So the best thing to do, again with the diabetes is you could refer to your flowchart. And with the flowchart we have right down here at the bottom. Let me just blow this up some more.
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We have diabetes. So you can ask them, have you ever taken medication for neuropathy, Navratan, gabapentin or Lyrica? Those are the names of some prescriptions that are used for neuropathy. And then if they were to answer yes or no, depending, we let you know what company to go with as well. So the diabetes questions became a lot easier using this flowchart because the flowchart will make it to where you just have to know what the benefits are to go with these plants. And that's something that we'll get to as well.
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Okay. So the next question that they ask is, have you been medically diagnosed or treated or taken medication for renal insufficiency, kidney failure, chronic kidney disease, or more than one occurrence of cancer in your lifetime? That's just a very specific question. So that's going to either be a yes or no. Somebody will tell you if they had kidney failure or if they're in kidney failure. They'll tell you if they had two different types of cancers in your life in their lifetime.
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So they'll just go over with you and that instincts again, we're going to possibly look at another company, depending on what their situation may be. And then we're going to refer back to the flowchart as well.
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So the next question that they asked with pioneer Security, life is within the past two years, have you had any diagnostic testing excluding tests related to HIV or AIDS surgery or hospitalizations advised by medical professional, which has not been completed, or which your results have not yet been received? That one should always usually be in. No, If somebody tells you that they have like a hip replacement coming up, a lot of times we're going to put no, they're they're just looking for any major type of testing that's coming up.
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So a lot of times our clients answer no to that question.
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Okay, so right now we're just going over all nodes and I'm just reading the questions to you. So within the past two years, they want to know if the client has had angina, chest pain, stroke, TIA cardiomyopathy, systemic lupus, cirrhosis, hepatitis C, chronic hepatitis, chronic pancreatitis, COPD, emphysema, chronic bronchitis or required oxygen equipment to assist in breathing. And then they have had a heart attack or aneurysm.
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Any heart brain or circulatory surgery, pacemaker, defibrillator, any stents, any procedures to improve circulation, any form of cancer. In the past two years, any illegal use of drugs or alcohol in the past two years. So every question that they ask is within the past two years for question number seven. And they asked the same set of questions for question number eight.
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They just add in. Seizures, Parkinson's disease and muscular dystrophy. So our whole goal is whenever we're talking to the client on the phone, we want them to be able to say no to all the questions that are on the application, because what we're trying to do is to get them immediate coverage so they don't have to have any type of two or 3 or 4 year waiting period on their life insurance policy. We want them to be able to pay right away and then to be covered right away.
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Okay. So. So with Pioneer. Again, every plan offers that terminal illness writer. So again, that terminal illness writer just means that if, God forbid, they have any advanced cancers, advanced lung disease, to where advanced Parkinson's, it could be advanced COPD, it could be any type of terminal illness to where a doctor tells them that they have less than 2412 months to live, then they don't have to pay any more money on their life insurance.
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The policy is completely paid for and protected from the risk of lapsing.
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So if you get a client that says no to every question on the application, they're going to be pioneer preferred. So that means that they would get they would get the immediate coverage. And I'm just going to pull something up for you here.
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Want. One moment.
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So I have a little cheat sheet here.
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And with the cheat sheet.
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I have that the terminal illness writer What I went over with you. If ever diagnosed with terminal illness or end stage disease, no more premiums. Money are due on the policy. The policy is fully paid up and protected from the risk of lapsing. So again, that's offered on all plans with pioneer Security life. Okay. If somebody is going to be pioneer preferred. So that means that they answered no to all these health questions. They're. Then that means that they would also qualify for the accidental death benefit.
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So the accidental death benefit just means that if someone has, let's say, $20,000 worth of coverage and God forbid they were to pass away due to a slip and fall or a car accident or any type of accidental death that's claimed an accident, then that policy would double. So if they had 20,000, it would turn into 40,000. Okay. So. And Pioneer Security Life also does have a nursing home waiver premium writer.
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And the nursing home waiver premium writer. It's not available in the state of Florida or Pennsylvania. But it means that in the event that your client is ever in a skilled nursing home to where they're receiving medical care, that policy is paid up in full and protected from the risk of lapsing to.
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Okay. So in order for them to get the terminal illness, the accidental. And the nursing home waiver premium rider, they would have to be. All knows to all these health questions. So they have to answer all No.
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Okay. So if you get if you get someone that is going to be a pioneer standard return, a premium death benefit.
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For the pioneer standard. That means that they answered yes somewhere between questions. Four through 70.
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And that says right here, if answers through questions four through seven.
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If answer to questions four through seven as a yes, the proposed insured should apply for the return of premium death benefit. So that would be the standard policy. So if they do answer yes here. A lot of times we're going to try to use our flowchart. And that's when we're going to start looking at another company to see if another company is going to be better besides pioneer security life to where we can get the client immediate coverage. But if we can't and they have to have that 2 or 3 year waiting period, then they would have to answer yes to one of these questions.
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And then at that time they would only receive the terminal illness writer.
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That comes with the policy.
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And I'll show you guys here. So for a pioneer standard plan.
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It has a two year waiting period.
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Three years of the person is under the age of 64. So all a two year waiting period is it just means that if. The client was the pass away within the first two years. Due to an accident, they would get everything that they paid into the policy. Plus 10% interest.
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If it was due to a natural cause, the family would get back.
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Oh, I'm sorry. I lost my train of thought there. If it was due to a natural cause, the family would get back 10% interest and all the premiums that they paid into the policy. If it was due to an accident, they would get the full amount after the two years. No matter what happens to their health, they're always going to get the full death benefit no matter what.
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Okay. So with Pioneer Security life, if you're over the age of 65 and you're going to be a pioneer standard return of premium, then you have a two year wait. If you're under the age of 65, so 64 and under, then you'd have to wait three years for your policy to kick in, but you would still qualify for the terminal illness death benefit because that's included on all plans.
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Now. For question eight. There's really, at this point, no real reason to use pioneer security life.
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If somebody answers yes to one of these questions. A lot of times we're not going to use the standard plus death benefit. Uh, if somebody was to say yes to question eight, that means within the past three years that they had some issue going on with their heart. Or some type of issue with cancers or COPD or ulcerative colitis. Multiple multiple sclerosis, seizures or Parkinson's. But for this, these questions right here, we can find them a better company if we're using our flowchart.
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So the flow chart again is this one that's with the health. I got it all jacked up.
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How do I get that to go away, Ernie?
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I think it's on a call.
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Can't get that to go away, but you could see where you'll use your flowchart.
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I think you hit the little hamburger stack on the upper left. I'm not sure.
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Oh, thank you. I appreciate that. Thank you. Thank you. Thank you. So you could see where question eight So with question eight, someone who.
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It says paralysis of two or more extremities cerebral palsy, multiple sclerosis, seizures, Parkinson's disease or muscular dystrophy. So if somebody is going to say yes there, then we would want to look at the flowchart and say, okay, well, they said that they have seizures, so we'll click on our flowchart. And we'll see seizures right here. And then we know that, okay, we could either do prosperity level or preferred, and that'll get them immediate coverage.
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So the main thing is, is whenever we're talking to the client on the phone, we want them to be able to say no to all these health questions that are on this application, because Pioneer Security Life is the main company that we represent. They're the company that has the best benefits. They're the company that we know pays their claims the fastest. We we partner the most with them. They're the company that takes us on our trips. Pioneer Security Life is the company that shows up at all of our trainings.
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They do our anti-money laundering. So Pioneer, 50% of your business with senior life services has to be. Pioneer security life if you want to go on the trip.
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So it's an option. You don't have to have 50% of your business as pioneer, but you get the most residual income as well, and you're really giving your client the best product you can when you are providing them with Pioneer. You can honestly say that and go to sleep at night knowing that you did the ethical thing when when you do sell a client a pioneer policy because they do have the best plan. So even if sometimes they do have to wait 2 or 3 years, it's okay as well, because Pioneer is a great plan.
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But a lot of our clients are looking for immediate coverage, death benefit, and of course we want to get them the best rate that we can as well. So that's the only reason why if they're not going to be immediate coverage at Pioneer, would we want to stir to another company?
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It's just to make sure that we're always providing them with the best possible rate and the best benefits. Okay. So. With Pioneer again, every question if they answer no. So all the questions that are on the application, that means they're in the clear. You could go ahead and you can go for Pioneer Preferred. Most of you have the cheat sheet, this one that I'm showing right here.
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Whoever doesn't have the cheat sheet, you'll get it shortly. So you'll be able to have that as a quick reference. It's just good to have because then, you know, okay, pioneer preferred immediate coverage, terminal illness, accidental, and then you'll know what they qualify for. Every company we work with, they just have a few different benefits that you have to remember, and that is terminal illness, accidental and nursing home waiver premium. Those are the main benefits that you really have to know.
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And then just to understand what whole life is and what you're selling. So that's the main thing there. Now.
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I just wanted to go over the flowchart for a second.
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So with the flow chart, you can see here, like if somebody answers Node all the questions on Pioneer, obviously we're going to go with Pioneer Preferred. That's the best plan. But let's say there's a question on the application, but you're just not sure on what's going on. So you're on the phone with your client.
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And your client says to you. You ask them. Okay, well. Let me just ask you. John, have you had any form of cancer? And John says, Oh, yes, I did have some type of cancer in my lifetime. Right. So, you know, here you're like, okay, well, they just told me they have any form of cancer. So now you're not sure of where to go? So you would click on this flowchart and you would look for cancer.
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And we would say, okay, well, is the cancer current or you're receiving any type of radiation or chemo? And John tells us, no, no, thank God. And then you say, okay. Well, John, let me ask you, how many times have you had cancer? And John says, no, it was just one time I had the cancer, you know. And you're like, you know, that's wonderful. I'm so happy you only had it the one time. And then you're like, Hey, John, do you take any medications right now to keep the cancer from coming back? And he's like, no, they they cut the cancer out.
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It's gone. That's it. Okay. And then how long have you been cancer free since your last treatment, John? Oh, it was back in 2012. More than three years ago. You know that you can go pioneer preferred.
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So it's just a matter about breaking down the questions that are on the application and using the tools that you have, because the answers are going to be right here. And then it's our responsibility as starting off with, well, even if you're starting off or even if you're in your fifth or sixth or seventh year, things change as you go. So as I've been with the company, things have definitely changed. As I've gone, there's been health questions that changed. They've added COVID to the health questions.
00:23:07:09 - 00:24:05:23
That's one that I'm going to touch upon here in a minute. But you want to make sure that you're using the flow chart to the best of your ability because a lot of your questions can be answered in the flow chart. And then it just comes down to realizing, okay, I know what they're going to qualify for. I know how to pull everything up in the way as far as to find out what plan or rate to go over with them. But I just need to know what benefits am I actually telling this person? Am I going to go over the terminal illness? Am I going to go over accidental? Are they going to have a waiting period or are they actually going to get approved with this plan? So this is where you just want to take your time out and just really hone in on those questions, you know, because so many times we hear people and the client will say, oh, yeah, well, you know, I had a heart attack, you know, and that was ten years ago.
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And then a lot of people are like, okay, well, it was just ten years ago, so it doesn't matter, you know? But really, if they had a heart attack and it was ten years ago, it doesn't hurt. Just say, hey, you know, have you ever been diagnosed as having congestive heart failure? And they're like, no, no, no. And then the next question is.
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For a heart attack. How long ago is a cardiac event there? He told you it was over ten years ago, so you don't need to ask them that. But you can ask them a question like, hey, let me just ask you, in the past three years, have you had any issues with your heart? And they're like, no. So more than three years ago, Pioneer Preferred.
00:24:49:01 - 00:25:04:14
So it's just a matter about just using the flowchart to figure out what these questions are going to lead you to. The biggest one, a lot of I'm sure Jacob and a few others can agree that you run into the most is diabetes.
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So with with diabetes. They're not going to be a knockout for Pioneer just because they have diabetes. So you really have to break this question down because the question on the application is, have you ever been medically diagnosed or treated for complications of diabetes or used insulin before the age of 50? So that's why you still want to use your flowchart. Because if you go down the diabetes and they tell you no, they haven't had any neuropathy or any complications.
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And then they haven't taken insulin before the age of 50. That's a No. Two. They could be pioneer preferred. And the reason why that's so important is you're getting the client a better product and you're also protecting your family as well and your commissions, because prosperity will be a lower commission rate. So Pioneer Security, Life and Patriot are going to be the highest commission rate and they're going to be the ones that are going to yield the the best product for your clients as well.
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Our fallback is always going to be prosperity. And then Gerber like the baby food.
00:26:32:23 - 00:27:05:16
So again, if they answer yes, if they answer yes to any of these questions, the best thing to automatically do is to look directly at the flowchart. And if it's something that's not on the flowchart, we have our group chat. Some are added in the group means some haven't been added in the GroupMe yet. That's fine. But our group chat and then you can post and group me. Hey, I have a client age 76. This is their. This is what conditions they're dealing with. What do they qualify for? And then someone will respond back.
00:27:05:18 - 00:27:38:10
Or you can always text or reach out to an SPC as well and someone can help you dissect this as well. But this is a good way just to understand the Pioneer security life application and the newest way to do the application. Because at this point and in the insurance world here with us, if you have a client on the line and they're going to answer yes to somewhere between the questions, as I would say, most likely it's going to be anywhere between four.
00:27:39:08 - 00:27:46:04
And eight. There's a chance that you're going to end up going with the Patriot. American Home life. Patriot.
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Okay. And they have they have very similar benefits. Patriot. As pioneer. They just have different questions. So you want to make sure that you're reaching out to someone for help until you start to familiarize yourself more with the products. Because as you go, you'll just start to pick up on on what's okay and what's not. Anything that's not on this application, it is it's not a concern for the insurance company.
00:28:21:03 - 00:28:54:06
So you might get someone on the phone that tells you I take a cholesterol pill, I have fibromyalgia and I have bipolar disorder. Well, they don't ask any questions about bipolar. They don't ask any questions about fibromyalgia. They don't ask any questions about cholesterol. So sometimes you're just really just honing in to find any major issues on what's going on with those clients. And a lot of times it'll be diabetes, heart attacks, strokes, cancers.
00:28:54:08 - 00:29:23:08
And then what we've seen an increase in is also drugs. I've noticed the lately there's been a high increase in people that are taking pain medication since the pandemic. So that's a big one to look out for, too. But a lot of times if they're using any type of drugs, most of them, no company is really going to accept them as immediate coverage. So they're usually going to end up as a standard return to premium.
00:29:26:00 - 00:29:34:04
Hey, Nick, to jump in. Had a client yesterday. He has A-fib. So just go to the flow chart. Go to the heart section. Guess.
00:29:35:04 - 00:30:06:17
Yeah. You could go through the flow chart and you can go through the heart section. So of course, like whenever somebody tells you they have a condition, you want to automatically Google. So if you're not familiar, you can find out what AFib is. So AFib is an abnormal heartbeat. So it just means that the person's heart doesn't beat in a normal, healthy rhythm. So they may have to take a blood thinner or take some type of medication to control the rhythm of their heart.
00:30:07:04 - 00:30:25:10
So you can go here to the flow chart and you can ask them if they have any type issues like congestive heart failure, uh, any treatment, anything like that. But AFib isn't on the application. Jacob So AFib is going to be preferred.
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Okay. Yeah. Cool. Wanted to see how you did that. So that's the way my mind kind of did.
00:30:30:23 - 00:30:52:10
Right. Yeah. So as long as it's not on the application, then it's considered preferred because that's another big one, because multiple sclerosis is on there. But fibromyalgia is not. Um, and EMS can be very similar to fibromyalgia, but they know they don't know as much about fibromyalgia as they do. Ms.. Yeah. Yeah.
00:30:52:12 - 00:30:53:05
So that's one thing.
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With the flowchart, that is a good.
00:30:55:08 - 00:31:22:00
Example. Not going to tangent, but that's when I realized the value of the flowchart, because before we had that, I always went to Gerber. You told me a cancer or Ms. or one of those illnesses, Lou Gehrig's automatically went to Gerber. So I just want to share with the new guys. This chart saves so much time and not just time deals because people get cancelled without the chart. So just had to throw in my $0.02 because this is a big help. Big time.
00:31:22:15 - 00:31:37:21
Right? Of course. Yes. So yeah, this chart, this charts a big help. And this is just an extra tool for you to be self-sufficient, like on your own when you're first starting in the beginning or even I have people that will ask me.
00:31:39:16 - 00:32:04:03
Years later. You know, like even Caitlin Abraham, she loves me to death still to this day. Sometimes she'll be like, Hey, Nikki, I'm having a brain fart. What is this going to be? Or, Hey, Nikki, you know what? Can I get this person? Anyone that's under the age of 50, a lot of times you're going to reach out for help and ask somebody just to confirm where you're going to go with them. So this is.
00:32:04:12 - 00:32:05:21
What you do for Crohn's disease.
00:32:07:02 - 00:32:08:15
For Crohn's disease, because.
00:32:08:21 - 00:32:09:23
You just texted everybody.
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Cronyism on the application. So.
00:32:16:10 - 00:32:17:09
It. Just make sure.
00:32:21:07 - 00:32:22:11
Its pioneer preferred.
00:32:44:01 - 00:32:51:06
Crohn's is a horrible stomach condition, but it should go as preferred because it's not asked on the application.
00:32:52:20 - 00:33:17:13
So. Like you'll see here, here's our application. So it's no hospitalized. No home health care. No cancer. Bathing, dressing, eating or toileting, organ transplant or kidney dialysis. You know, auto immune. We went over all these health questions, but no word did it say anything about Crohn's.
00:33:17:15 - 00:33:19:15
That's why. Because Crohn's is autoimmune.
00:33:19:17 - 00:33:23:13
But like you said, it's specific. So it's follow the underwriting rule right here.
00:33:23:22 - 00:33:52:22
Right? They mentioned ulcerative colitis, so you would think that somewhere maybe Crohn's would be, you know, somewhere around there. But they don't they don't have Crohn's in there. So. So in that instance, we would try to shoot for the client to go pioneer preferred because it's not on the application. So anything that's not on the application, we definitely want to go Pioneer before. Yeah. CHF is the acronym for Congestive Heart Failure.
00:33:59:00 - 00:34:00:17
00:34:02:17 - 00:34:40:09
The other thing that pioneer security life offers and. Not a lot of people do it, but you might get that one person that or some people that you'll start to build rapport with and you find out that something happened with their children and now all of a sudden their parents again and they're taking care of a 12 year old and a and a seven year old, you know, or they're great or they're grandchild is in prison or their great grandchild is messed up on something.
00:34:40:11 - 00:35:15:00
And now they're raising their great grandchildren. If you come in in a situation to where someone is taking care of their their a child that's under the age of 18, pioneer security life does offer a grandchild writer. In the beginning. It's not something that you want to confuse yourself with, but there's going to be several people that are going to be watching this video. So I just want to touch on the grandchild writer. I never, ever really tell a client unless they're only going to get 5000 in coverage themselves.
00:35:15:04 - 00:35:21:00
Well, I offer 5000 on on a child for $1.06.
00:35:24:17 - 00:35:57:13
When they can get 10,000 on a child for $2.11. So with pioneer Security life, you can cover. A grandchild or a child that's between the ages. I don't know why that says 15. That's supposed to be 15 days old. So that's a typo on my behalf there. I'll fix that. But you can cover a child between the ages of 15 days old and 18 years of age, and you only need their last name and their date of birth.
00:35:58:11 - 00:36:34:19
The best option is for the $2.11, the 10,000. And that covers them until the age of 25. But the main thing to know about Pioneer is to know what their preferred product is and what their standard product is. Because a lot of times we're not going to use their standard plus anymore, which is their graded death benefit. We're usually going to go with another company. But you want to be familiar with Pioneer, what immediate coverage means, What does terminal illness mean? What does accidental death mean? And then understand what a two year waiting period means.
00:36:35:04 - 00:37:05:19
So and then once you get comfortable with pioneers benefits, when we tell you to use the flowchart and you use this flowchart, it'll take you to where you're comfortable going over what Patriot preferred and Patriot standard is. I'm going to make another video for Patriot to go over the benefits of Patriot, but they're very similar to Pioneer. The best way, again, when it comes to the underwriting, when you're new in the beginning, is to follow this flowchart.
00:37:05:22 - 00:37:19:24
Remember? If they're going to say yes to any of these health questions, we want to look at the flowchart. Just to make sure that we can get them the best plan because there's questions on here like COPD.
00:37:21:17 - 00:37:35:09
Is on here. Under seven a. So because the answer's yes here. If the client was over the age of 65, they would have to have a two year waiting period. But if you go to your flowchart.
00:37:39:05 - 00:37:53:20
And you look at COPD. And you asked them, are you an oxygen? And they tell you no. We're not looking at Pioneer anymore. We're looking at Patriot Standard because Patriot Standard is immediate coverage.
00:37:55:13 - 00:38:28:13
So that all comes with time, with learning the different benefits and the different plans per carrier. Again, right now we're only going over Pioneer, but for COPD, that's an instinct to where you're like, okay, well if they offer American home life patriot in that state, then I'm not going to go with Pioneer. Let's say you're talking to someone in California. There is no American home life patriot in the state of California. Right. So over here, down at the bottom of the flowchart because everyone's license in different states.
00:38:28:20 - 00:38:38:20
So at the bottom of the flowchart, we have to where it says pioneer is accepted in all states. Patriot is not accepted in these states.
00:38:40:23 - 00:38:54:01
Prosperity. Whole life cannot be sold in Pennsylvania. Prosperity, prime term cannot be sold in those states. So if you get somebody on the phone and they have COPD and they're in California.
00:38:56:02 - 00:39:08:01
You're not going to be able to get them Patriot Standard. So you would have to answer yes. The on the pioneer security life application. So they would have to have that waiting period.
00:39:09:20 - 00:39:11:07
So I hope that makes sense.
00:39:16:18 - 00:40:05:18
Can the grandchild. Right. Can the grandchild writer be extended or crossed over to another benefit? So they have to if they get if they get a policy with us, then we can add the grandchild writer on. Once the grandchild turns the age of 25, they can go over to their own policy and they automatically get the best plan. So if you can add grandchildren onto a policy to the chances of that client cancelling or are slim to none, but unless they know their grandchildren's date of birth, like right off the top of their head and like said, you'll you'll get the ones that their grandchildren live with them or they raise them or they only have one great grandchild or two great grandchildren and they know their date of birth and they just want to add them.
00:40:05:20 - 00:40:07:15
Those are really solid sales.
00:40:10:22 - 00:40:18:16
Because you can even get people to add coverage later on that are existing clients just by adding their grandchildren to.
00:40:23:02 - 00:40:56:07
Okay. So remember if the answer one through eight or all knows. So I have this saying that three years there in the clear so if one through eight are all knows and they haven't had no heart attacks strokes, cancers, chest pain three years means in the clear you can go pioneer preferred so that means they would get all the bills in the whistles, they would get the immediate coverage, they would get the terminal illness, they would get the accidental, they would get all the benefits that's offered.
00:40:56:17 - 00:41:31:14
If they're going to answer yes and any question one through three, remember, you're going to go directly to your flowchart because a lot of times they're either going to be a Gerber or they're going to be a prosperity term. So those are two other companies. If they answer yes somewhere, questions four through 7 or 4 through eight. If we can't get them with Patriot or Prosperity or another company, then we're going to take the we're going to take the waiting period.
00:41:32:23 - 00:41:35:10
With Pioneer. We're going to go back to Pioneer.
00:41:37:08 - 00:42:11:09
There may be a few instincts to where you do have a client that is under the age of 64. And they're going to have a three year waiting period with Pioneer. If you can get them Patriot and have a two year waiting period, that's another option, too. But remember, Pioneer is the company that we trust the most, and we know that they pay their claims and they don't give people a hard time. They're very good about the contestability period and people have in their policies within the first two years and I'm still paying the claims out.
00:42:12:13 - 00:42:40:09
So that's why we favor Pioneer a lot. So we we love, love, love, pioneer. Now, the one thing that I did want to bring up about Pioneer is that. With Pioneer. They do ask a question and they just want to know. In the past 30 days, has your client had COVID? And if they say yes to that, they have to be standard.
00:42:41:23 - 00:42:55:08
But if they've been COVID free for over 30 days and they haven't had any complications, like no inhalers or hospitalizations, then they're in the clear. They can be pioneer, preferred.
00:42:59:13 - 00:43:24:22
Now, when you do have access or if you have access to your vanilla, soft and vanilla soft, if you click here, this is what your screen will look like when you're first starting. So you'll have bleeds and then you'll have scripts and patriot and you'll have all the companies up here. If you click on the group. You could pull up right here.
00:43:26:09 - 00:43:28:22
And this will take you right to their application.
00:43:33:14 - 00:44:04:13
And if you wanted to. You can even look up. And this is good to study, guys. Whenever you get some free time on your own. This is how I became so good at underwriting as I would study these all the time is they have also the agent guide. So this is the final expense. Application Agent Guide ages 50 through 85. So if you look at this agent guide, it'll tell you on each page what a terminal illness writer is.
00:44:05:09 - 00:44:25:14
What the nursing home is, what confined carries, and then you become familiar on what your clients getting on the policy as well too. Okay. There's also in here to where you can look at the the guide and your client tells you that they're taking medications for seizures.
00:44:28:10 - 00:44:35:08
You could type in seizures. And it'll tell you what the answer could be.
00:44:36:23 - 00:44:58:10
But all Ernie and Lexi did when they made that flowchart was made it to where? You don't have to come in here and look at the agent guide in order to find out the answer. You could go right here to. To the flowchart and look at seizures, and you can find out they could be either prosperity level or preferred.
00:45:02:05 - 00:45:28:10
Now, the reason why Pioneer isn't on there is because prosperity would give the client with seizures, immediate coverage and pioneer. They would have to have some type of waiting period. You could still get them coverage. If they have seizures with Pioneer, they would just have to have a waiting period. This flowchart is just to get you to the client to immediate coverage as fast as possible and the best rate and the best benefits.
00:45:30:06 - 00:45:48:24
So just because you don't see pioneer on here and certain instincts doesn't mean that they don't qualify for Pioneer. The only time a client truly doesn't qualify for Pioneer is going to be when the answer yes. To the first three questions.
00:45:51:18 - 00:46:25:03
And those are the main serious questions, which are are you currently in a better wheelchair? Are you terminally ill or are you on kidney dialysis, organ transplant, Alzheimer's, dementia, HIV or AIDS? So that's that's the main thing there. Like whenever somebody says yes to one of those questions, you automatically know. If you ask them like, Hey, are you currently taking medication for HIV or AIDS? And they're like, Yes, you know, I'd be like, Oh, you're going to definitely be a Gerber or, you know, a prosperity.
00:46:25:05 - 00:46:55:03
You want to just ask a few other questions, too, just so you could just, you know, show their, you know, you don't want to just automatically bloop. You're going to, you know, like does they know that they're sick. So it's sometimes like if they're like, they'll be like, I have congestive heart failure. Like, oh, you have congestive heart failure. I know exactly what you're going to qualify for. No, you want to you want to go back to your flow chart. And even though that they told you that they have congestive heart failure, you'd be like, Man, I'm sorry to hear that you have congestive heart failure.
00:46:55:08 - 00:47:09:21
You know, have you had congestive heart failure diagnosed for over two years or, you know, has it been over two years? Oh, yeah. I've had congestive heart failure now for over 15 years. I'm lucky to be alive. Prime term.
00:47:11:10 - 00:47:42:14
Oh, no. I just found out I have congestive heart failure. I'm really concerned. They told me a part of my heart was dying, this and that. Gerber. You know, So a lot of times just by them talking to you, you could build your report and ask questions throughout the flowchart to. So why you're why you're qualifying them. The fluid chart helps you build that report, but also find out what company is going to be the best. If they answer yes to any of the questions on this application.
00:47:42:23 - 00:47:56:19
But our goal is for them to answer all those. We want them to be healthy. We want them to have no issues with diabetes. We want them not to have had a stroke or a heart attack in the past three years. We want them to have no COPD.
00:47:58:18 - 00:48:34:04
But not everybody tells us the truth. And not every insurance company likes some prescriptions. So your client can be very adamant that they don't have COPD. But according to the level or the strength of the medication the doctor prescribed. They might have prescribed them too much and the insurance company might not like it. So sometimes it's trial and error, too. So as much as we practice and as much as we go over underwriting and we focus on it too, a lot of it just comes down to trial and error and it's just a learning process.
00:48:34:13 - 00:49:11:06
These are just tools again, that will help you get through it faster. But the faster you realize I'm just qualifying someone based on their health and it's pretty much just simplified down to, Hey, if they say no to all these questions, I know that I can get them the best plan with Pioneer. If they say yes to one of these questions now I know it's time to look at my flow chart and see what I can do or where I can get them to go. Or again to if you're just unsure, you know, because someone could have they could have cancer or the diabetes and still get pioneer.
00:49:11:08 - 00:49:42:15
So just because diabetes is on there, it doesn't mean they can't get Pioneer or just because a stroke is on there doesn't mean they can't get pioneer. It just depends on how long ago was that stroke? Or did they have any stents put in recently or, you know, has anything happened to them in the past three years? So anything over three years is in the clear with Pioneer. So three years is in the clear. Just got to be a little cautious when it comes to diabetes and cancer.
00:49:45:22 - 00:49:46:24
So I see some chat.
00:49:50:21 - 00:49:55:22
Yes, HL is going to be considered American Home Life. And that's the Patriot one.
00:50:01:09 - 00:50:32:17
Uh, do we not trust the other companies we offer? We trust the other companies that we offer because they're all. Most of them are Social Security. We work with them on Social Security, so they're great companies to go with. We just know that Pioneer. We have a very close relationship with Pioneer Charles, So they're the main company that we use. They're the ones that do our incentives. They they run our contests. They've been in business since 1909 or 1910. So they've been around since before the Great Depression.
00:50:32:19 - 00:50:43:04
And they also do have the best smoking rates in America. So usually they have some really good rates for their benefits for our clients. So that's why we usually go with Pioneer first.
00:50:44:24 - 00:50:46:11
And they pay for our trips.
00:50:48:12 - 00:50:53:07
Right. So but that's that's the company that we represent the most is pioneer.
00:50:53:10 - 00:51:04:09
Pioneer is the best company. It really is like out of like all the benefits and like they have the best smoker rates practically of any simplified issue. You'll find out there like it's a really great company.
00:51:05:14 - 00:51:45:04
Right. And they're based out of Waco, Texas. So pioneer Security life is great. They do have a height and weight chart. So in order to pull up their bill chart to they do ask about your height and your weight. So people have to qualify for that based on that. And that's all the tools are all in here as well. I tell everybody to go buy the second half of the chart because if you go by the first half, it's for the super preferred and preferred plus. If you get someone on the phone that tells you, Hey, I haven't taken absolutely no medications or I've taken one blood pressure pill, a lot of times you get them preferred plus, but you need the name of the medications.
00:51:45:10 - 00:52:21:15
So a lot of times when people are starting off, they're starting off with preferred standard and standard plus. For the billboard chart. And that's because that's the policies that we're writing the most. That's the ones that we just went over, was the preferred, the standard and the standard plus. But again, a lot of times we're just trying to go first for the all knows for the health questions. And then if they say yes to any of the health questions that are on this application, then at that time we want to go ahead and try to look at the flow chart and put them with another company if we can.
00:52:22:15 - 00:52:42:02
But again, the flowchart might not always work to where you can put them with patriot to where you can get them immediate coverage because it's not available in certain states. So that's why it's important to note what pioneer offers and what those weat and periods are when they aren't in perfect health, because sometimes they do have to accept a waiting period.
00:52:53:22 - 00:52:56:13
I'm on hold with Gerber. Nikki, do you want me to stop it?
00:52:56:21 - 00:52:57:24
Yeah, You could stop it.
00:52:58:04 - 00:52:59:12
Okay, You can go online.
Watch the Full Video Here: Underwriting Training - How to Pivot