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

Transcription

1 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 on the training schedule. It should show 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. Supplementary Benefits Product Brochure, R-3040 b. Application A-250 (Your State s Version) c. Marketplace Bulletin 3. Prepare yourself for the training session: a. Gather materials needed in #2 a-c above. b. Sample Riders for Premium Waiver (PW), Accidental Death Benefit (ADB), Children s Insurance Rider (CIR) and Primary Insured Term Rider (PIR) / Spouse Term Rider (SPTR) and Interim Term Rider (Branch Manager Only) c. Read all of the material d. Review the Training Outline e. Prepare the objectives and follow-up section of the Training Outline 1

2 PRODUCT TRAINING OUTLINE 1. This week we are training on the Supplementary Benefit 2. Let s review some of the key features of the Supplementary Benefits. (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.) PREMIUM WAIVER a. Describe the Premium Waiver benefit. If disabled after the policy anniversary following the insured s 5th birthday and prior to the policy anniversary following the insured s 60th birthday, premiums are waived for as long as the insured remains disabled. If disabled on or after the policy anniversary following the insured s 60th birthday, premium are waived until the policy anniversary following the insured s 65th birthday, provided the insured remains disabled. b. Define total disability. (1) A disability which prevents the insured from engaging in any occupation or doing any work for compensation or profit for which the insured is or becomes reasonably fitted by education, training, or experience. In South Carolina, disability is also total when during the first year of disability, it prevents the insured from engaging in the insured s own occupation; or (2) Until the insured s 16th birthday, a disability which prevents the insured from attending school. (This does not apply in South Carolina.); or (3) Total and permanent loss of the sight of both eyes; the use of both hands or both feet; or the use of one hand and one foot. c. What are the issue ages for Premium Waiver benefits? 0 through 59 2

3 d. Premium waiver coverage ceases at what age? 65 e. If a policy has PW on the base policy and the Spouse Term Rider, who does the PW on the Spouse Term Rider cover? The primary insured only ACCIDENTAL DEATH BENEFIT f. Describe the Accidental Death Benefit. An additional death benefit if the insured s death results, directly and independently of all other causes, from an accidental bodily injury. g. How many days from the date of injury must the accidental death occur? Death must occur within 90 days from the date of injury and prior to the policy anniversary following the insured s 65th birthday. h. What are the issue ages for the Accidental Death Benefit? 1 through 59 i. On what policy anniversary does the accidental death benefit terminate due to age? The policy anniversary following the insured s 65th birthday. (See Sample Policy) j. What is the maximum ADB benefit? Base plan face amount, subject to a $150,000 maximum (all companies). 3

4 PRIMARY INSURED/SPOUSE TERM RIDER k. A Spouse Term Rider can be added to what policies? 10RC, 20RC, ART, LPDT, MDT, Vitalife 10&20 l. If the base policy is a term plan, what is the restriction regarding term riders? Only one term rider may be added m. What happens upon the death of the primary insured when there is a Spouse Term Rider in effect? The Spouse Term Rider will be automatically exchanged to a term policy with the same benefits and premium as the Spouse Term Rider. INTERIM TERM RIDER n. What is the length of coverage and premium of the Interim Term Rider? 1 month and $1 CHILDREN S INSURANCE RIDER o. What three conditions must be met for a child to be covered under a Children s Insurance Rider? (1) Be the son or daughter, the stepchild, or the legally adopted child of the insured. (2) Be named in the application, be born and survive to age 15 days; or be legally adopted by the insured after the date of the application. (3) Be under age 19 last birthday on the effective date of the rider or on the date of legal adoption or the date of any supplemental application with respect to a stepchild. p. What are the annual premiums for all issue ages per $1,000 for a Children s Insurance Rider with and without ADB? Without ADB: $6 With ADB: $9 4

5 q. What are the minimum and maximum amounts of a Children s Insurance Rider? Minimum: $5,000 Maximum: $25,000 r. What is the coverage period of a Children s Insurance Rider? (1) To the primary insured s 65th birthday (2) Coverage on an individual child will cease on the earlier of the anniversary following the child s 25th birthday or the expiry date. s. What happens to the Children s Insurance Rider upon the death of the base policy insured? Future premiums will be waived to the expiry date of the rider. t. When can a Children s Insurance Rider be converted? Convertible prior to the child s 25th birthday and before the expiry date of the CIR. The coverage on each child may be converted without evidence of insurability. u. If the conversion request is received on any date after the CIR has been in force five years, what is the maximum amount allowed on the policy? Up to five times the amount provided on the insured child by the CIR, but may not exceed $50, What are some reasons that people need Supplementary Benefits insurance? (List responses on the board. They should include the following:) 5

6 Primary Insured & Premium Waiver Accidental Death Spouse Term Rider If the insured becomes Accidental death is one To save the policy fee. disabled, they might not of the leading causes of So that Premium Waiver be able to afford to death in the U.S. will cover the rider pay their insurance premiums if the primary premiums insured becomes disabled. 4. What are some ways you can identify prospects for Supplementary Benefits? (List responses on the board. They should include the following:) Customers without Premium Waiver and ADB Customers wanting to cover both husband and wife with one policy 5. What approaches will you use when contacting these prospects? (ChildSafe ID, MedFacts, $3,000 Accident) 6. Do a demonstration of how to present the features and benefits of the Supplementary Benefits using the product brochure or product illustration (proposal). 7. 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. Instruct the Agents to look at the training schedule to determine what they will need to do to prepare for that session as well as what materials they will need to bring with them. 6