PRODUCT TRAINING ANNUAL RENEWABLE TERM - (ART) MORTGAGE DECREASING TERM - (MDT) LEVEL PREMIUM DECREASING TERM - (LPDT)

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Myron Fisher
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1 PRODUCT TRAINING ANNUAL RENEWABLE TERM - (ART) MORTGAGE DECREASING TERM - (MDT) LEVEL PREMIUM DECREASING TERM - (LPDT) Available in: AL, AR, FL, GA, KY, LA, MS, MO, NC, NV, OH, OK, SC, TN, TX, VA Prior to your training session: 1. Communicate the session time and topic. Be specific about the following: Date Time Training Topic Who Will Attend Trainer s Name Preparation Required 2. Prepare a packet of material to give to each Agent one week in advance. Instruct the Agents to read the material prior to next week s session and bring the material to the training session. a ART Brochure, R-3547 (Your State s Version) b. Mortgage Decreasing Term Brochure, R-3563 (Your State s Version) c. Application A-250 (Your State s Version) d. Supplementary Benefits Brochure, R-3040 e. Sample Proposals: Branch Manager These were included in your Cross Sell Information binder. If you need to re-print the proposals, you should print the following: ART proposal for a male, age 35, nontobacco, for $100,000 on bank budget mode. MDT proposal for a male, age 35, nontobacco for $100,000 with Premium Waiver, 6% interest, 30 years on bank budget mode. LPDT proposal for a male, age 35, nontobacco for $100,000 with ADB, on bank budget mode. Make copies for each agent. f. Marketplace Bulletin F6620 g. ART, LPDT, and MDT Rate Sheet 3. Prepare yourself for the training session a. Review all of the materials listed in #2a g above b. Review Training Outline c. Review Sample Policy (Branch Manager Only) 1

Prepare a packet of material to give to each Agent one week in advance. Instruct the Agents to read the material prior to next week s session and bring the material to the training session.

2 d. Determine the training topic and materials required for the following week PRODUCT TRAINING OUTLINE 1. This week we are training on ART, MDT, and LPDT Term insurance. (Be sure everyone has the materials before starting.) 2. Let s review some of the key features of the ART, MDT, and LPDT term insurance. (Read each of the following questions out loud. After each question, call on someone to answer it. Then ask them to tell everyone where they found the answer. If they give an incorrect answer, ask them to tell where they got the answer. If this does not identify the correct answer, ask someone else for the correct answer. Continue this process until all questions have been answered correctly.) GENERAL QUESTIONS a. What is the annual policy fee for ART, MDT, and LPDT? $20 b. What are the two underwriting classes for term products? (1) Standard (2) Nontobacco c. What supplementary benefits can be added to the ART, MDT, and LPDT policy? Accidental Death (ADB), Premium Waiver (PW), Children s Insurance Rider (CIR) and Primary Insured (PIR) or Spouse Term Rider (STR) d. What is the maximum amount of ADB available? 2

After each question, call on someone to answer it. Then ask them to tell everyone where they found the answer. If they give an incorrect answer, ask them to tell where they got the answer.

3 $150,000 all companies e. Initial premiums on an ART policy are guaranteed for how long? One year f. Answer the following from the sample ART proposal illustration. 1. What underwriting class was used for this illustration? Nontobacco 2. What is the maximum premium the customer can be charged at the beginning of policy year five? $ What is the projected premium the customer will be charged at the beginning of policy year five based on current rates? $ Did this illustration include any additional benefits? No CALCULATE THE FOLLOWING PREMIUM g. A female, age 25, wants to buy a $50,000 ART policy with ADB and PW. She qualifies for nontobacco rates and wants to pay the premium on a Bank Budget basis. (Decimals below 5, round down; decimals 5 or above, round up to next cent) Annual Premium Annual BB Mode BB Rounded BB Coverage Per $1,000 Units Premium Factor Premium Premium Primary Insured Life $2.62 x 50 = x.09 = = ART/$1,000 PW 0.15 x 50 = 7.50 x.09 = = 0.68 ADB 1.45 x 50 = x.09 = = 6.53 Policy Fee x.09 = = 1.80 Total Premium $

What is the projected premium the customer will be charged at the beginning of policy year five based on current rates? $255.96 4. Did this illustration include any additional benefits?

4 MORTGAGE DECREASING TERM (MDT) h True or False, the Mortgage Decreasing Term plan is designed to provide life insurance protection that is sufficient to cover the decreasing balance of a mortgage. True i. What mortgage periods can be covered by a Mortgage Decreasing Term policy? From years j. True or False, any interest rate from 5% to 20%, in 0.25% increments can be selected. True k. Mortgage Decreasing Term coverage is convertible prior to age: 80 l. The Mortgage Decreasing Term plan is available for ages: m. Answer the following from the sample MDT illustration. 1. Were there any supplementary benefits added to this illustration? Premium Waiver 2. What is the death benefit at the beginning of year 10? $85, What is the interest rate and number of years used in this illustration? 6% 30 Years 4

Mortgage Decreasing Term coverage is convertible prior to age: 80 l. The Mortgage Decreasing Term plan is available for ages: 0-75. m. Answer the following from the sample MDT illustration. 1.

5 4. What is the death benefit at the end of the 30 year mortgage? $6,966 LEVEL PREMIUM DECREASING TERM n. True or False, the Level Premium Decreasing Term plan was designed to provide life insurance protection that decreases yearly by an amount necessary to keep the premium level. True o. The Level Premium Decreasing Term plan is renewable to what age? 100 p. The Level Premium Decreasing Term plan is convertible prior to what age? 80 q. What are the minimum face amounts for a Level Premium Decreasing Term base policy and rider? Base Policy: $20,000 Rider: $15,000 r. True or False, if ADB is added to a Level Premium Decreasing Term policy, the ADB amount will decrease just like the policy? False (Answer is found in the proposal or the text material.) s. What are the issue ages for Level Premium Decreasing Term? 0 through 75 t. Answer the following regarding the sample LPDT illustration 1. Does this illustration include Accidental Death? Yes - $100, What is the natural death benefit at the beginning of year five? 5

The Level Premium Decreasing Term plan is renewable to what age? 100 p. The Level Premium Decreasing Term plan is convertible prior to what age? 80 q.

6 $85, When does the accidental death benefit cease? Age 65 ACCIDENTAL DEATH BENEFIT u. What is the maximum ADB benefit? Base plan face amount, subject to a $150,000 maximum for all companies. Next week s training session will be on at. (day) (time) We will be covering the. (topic) Be sure to pass out materials needed for next week s training session. 6

Base plan face amount, subject to a $150,000 maximum for all companies.

PRODUCT TRAINING SUPPLEMENTARY BENEFITS. Available in: AL, AR, FL, GA, KY, LA, MS, MO, NC, NV, OH, OK, SC, TN, TX, VA

PRODUCT TRAINING SUPPLEMENTARY BENEFITS Available in: AL, AR, FL, GA, KY, LA, MS, MO, NC, NV, OH, OK, SC, TN, TX, VA Prior to your training session: 1. Be sure that the session time and topic are posted