Final Expense Training

Transcription

1 Final Expense Training Everest / World Financial Group

2 Golden Solution o Plan (Final Expense)

3 Golden Solution Features Issue Ages (Age Last) 3 Versions Depending on How Health Questions Are Answered 1. Immediate Death Benefit pays 100% of face amount immediately upon death Maximum Coverage $35,000 (Issue Ages 50 75) Maximum Coverage $20,000 (Issue Ages 76 85) 2. Graded Death Benefit pays 30% of Death Benefit if Death Occurs in 1 st year, 70% in the 2 nd year, 100% in the 3 rd year and after. Pays 100% for accidental death. Maximum Coverage $20,000 (All Ages) 3. Return of Premium Death Benefit: If Issue Age is Less Than 65, Pays Return of Premiums paid plus 10% Annual Interest if Death Occurs within the First 3 years (Thereafter 100% of Face Amount)* If Issue Age is 65 or Greater, Pays Return of Premiums paid plus 10% Annual Interest if Death Occurs within the First 2 years (Thereafter 100% of Face Amount)* Maximum Coverage $20,000 (All Ages) Pays 100% of Face Amount if Accidental Death

4 Golden Solution Determining Eligibility If the answer is Yes to any question above (1-3), then the applicant is not eligible ibl for coverage.

5 Golden Solution Determining Eligibility If the answer is Yes to any question above (4-7), then the applicant is eligible for the ROP Death Benefit only.

6 Golden Solution Determining Eligibility If the answer is Yes to the question above (8), then the applicant is eligible for the Graded Death Benefit.

7 Golden Solution Determining Eligibility If all the health questions on the application (1-8) are answered No, then the applicant should apply for the Immediate Death Benefit.

8 Golden Solution Determining Eligibility If box is checked, there will not be an amendment due to a change of Death Benefit Plan.

9 Golden Solution Riders Grandchild Rider (also covers Great Grandchildren) Provides $5,000 (per unit) on each grandchild through age 20. Available in 1 or 2 units Convertible to an individual policy for up to $25,000 (Guarantee Insurability). $12.00 per grandchild per year / unit selected. In the event of the Death of the Primary Insured, the coverage under this rider will be Paid Up.* Nursing Home Waiver of Premium Rider Waives payment of policy premiums if confined in a nursing home for 90 consecutive days. Issue Ages Rider coverage duration is same as the base policy Available on the Immediate Death Benefit Plan only This Feature of this Rider is Available only on Immediate and Graded DB Plans (Rider Form # 9579); Not on the ROP DB Plan (Rider Form # 9581)

10 Golden Solution Riders Childrens Children s Insurance Agreement* Accidental Death Benefit Rider* No Cost Riders: Terminal Illness Accelerated Benefit Rider: Can receive up to 100% of the death benefit when insured has a life expectancy of f12 months or less. Accelerated Benefits Rider - Confined Care**: Full Time, Permanent Residence in Nursing Home Fixed Monthly Pmt of 5.0% of face amount * Not available with Return of Premium Plan ** Available only on the Immediate Death Benefit Plan. Not available in: CA, CT, DC, FL, IL, IN, MA, NC, NJ, OH, SD, VA & VT)

11 Sales Materials us Application Agent g Guide Eight Reason Brochure Grandchild Rider Brochure Confined Care Rider Brochure Nursing Home WP Rider Brochure Quoting Sheets HIPAA Form And more

12 Golden Solution Underwriting No medical exams or blood work required Application Medical Information Bureau (MIB) Pharmacy Database Check Telephone Interview (all sales except for ROP) POS Decision i Available (Apptical) Available in multiple languages Build Chart

13 Field Underwriting Tools in Agent Guide

14 Final Expense Agent Guide Medication Listing Common Use(s) Rx Fill Criteria (if applicable) Plan Recommendation Medication Common Uses RX Fill Within Plan Eligibility Furosemide Hypertension CHF N/A N/A Immediate Return of Premium 14

15 Final Expense Agent Guide Impairment Guide Criteria Plan Recommendation Indicates Question # on Application Condition/ Concern Criteria Plan to Apply For Question on App Congestive Heart Failure (CHF) Have you ever been medically diagnosed, treated, or taken medication for Return of Premium 6 15

16 Final Expense Agent Guide: Build Chart Maximum Weight for Plan Minimum Weight for Plan Ht. Immediate Graded ROP* Immediate ROP** * Above the weight on the high end of this range is a decline **Below the weight on low end of this range is a decline

17 Telephone Interviews Telephone Interviews (2 Ways to Complete): 1. Point of Sale (Preferred Method) Completed at Time of Application from Client s Home All Interviews are Recorded Call Vendor using Toll Free Number Identify Yourself, Company, Product Being Applied for (Golden Solution) Applicant Completes the Rest of the Interview on their own Indicate on Application that Interview has been completed Results of Interview Transmitted to Home Office electronically

18 Telephone Interviews (Con t) Telephone Interviews (2 Ways to Complete): 2. After Point of Sale Indicate on Application that Interview has NOT been completed, and provide Applicant s Phone #, and a Best Time to Call Vendor will contact Applicant to complete Interview or schedule a time to complete Results of Interview Transmitted to Home Office electronically

19 Telephone Interviews Apptical Dual purpose medications (4 main categories) Congestive heart failure (CHF) 122 commonly used medications to treat t CHF but they can also be used to treat t Hypertension Chronic Obstructive Pulmonary Disease (COPD) 13 commonly used medications i that can also be used to treat asthma Seizures 12 commonly used medications that can be prescribed for another condition Parkinson s Disease 7 commonly used medications that can be prescribed for another condition During the interview i if one of these medications is identified, d the interviewer will ask a clarifying question: EX: The Rx provider returned a prescription for Furosemide or its other brand name or generic forms. Was this prescribed for Congestive Heart Failure (CHF)?

20 Golden Solution Underwriting Re-Writes on Same Insured: If a second application is written on the same individual (1) within 6 months of the first policy being issued or (2) which increases the face amount to the maximum allowable for that age, medical records will be ordered on that individual by the Underwriting Department.

21 What is the Problem? SS Recipients on Wednesdays When a client receives their SS payments on the 2 nd, 3 rd or 4 th Wednesday of each month, what draft date do I indicate on the application? For example, let s say the client receives SS every 3 rd Wednesday: Funding Date: Date Falls on: 3 rd Wed of Aug 14 th 3 rd Wed of Sept 18 th 3 rd Wed of Oct 16 th

22 Our Solution: SS Recipients on Wednesdays Modify our system to collect on the 2 nd, 3 rd or 4 th Wd Wednesday d of the month on an on-going basis. 1 st Company with this capability Rd Reduces occurrences of fnsf Instead of indicating a specific draft date on application; simply indicate a draft day of 2W, 3W or 4W Immediate Drafts still optional

23 Family Solution Plan

24 Family Solution Plan Features 2 Versions Depending on How Health Questions Are Answered 1. Immediate Death Benefit pays 100% of face amount immediately upon death Maximum Coverage: $35,000 (Issue Ages 0-49) 2. Return of Premium Death hbenefit: Pays Return of Premiums paid plus 10% Annual Interest if Death Occurs within the First 3 years (Thereafter 100% of Face Amount) Maximum Coverage $20,000 (Issue Ages 18-49) Pays 100% of Face Amount if Accidental Death

25 Family Solution Plan Determining Eligibility If the answer is Yes to any question above (1-6), then the applicant is not eligible for coverage.

26 Fmil Family Solution SltinPln Plan Determining Eligibility If the answer is Yes to any question above (7-9), then the applicant is eligible for the ROP Death Benefit only.

27 Fmil Family Solution SltinPln Plan Determining Eligibility If all the health questions on the application (1-9) are answered No, then the applicant should apply for the Immediate Death Benefit.

28 Family Solution Plan Riders Children ss Insurance Agreement* Provides $3,000 per unit (max of 3 units) on children until age 25 or Primary Insured is age 65. Convertible at a rate of up to 5 times the CIA coverage. $8.50 per unit per year. Available from 15 days to 17 years old. Spouse Term Rider Provides 20 year level term coverage on the spouse. Minimum - $5,000 $, Maximum - $35,000 (not to exceed base face amount) Issue Ages 15 to 49. * Not available with Return of Premium Plan

29 Family Solution Plan Riders Accidental Death Benefit Rider* Waiver of Premium Benefit* No Cost Riders: Terminal Illness Accelerated Benefit Rider Accelerated Benefits Rider - Confined Care** * Not available with Return of Premium Plan ** Available only on the Immediate Death Benefit Plan. Not available in: CA, CT, DC, FL, IL, IN, MA, NC, NJ, OH, SD, VA & VT)

30 Sales Materials us Application Agent g Guide Confined Care Rider Brochure Quoting Sheets HIPAA Form Juvenile Questionnaire required if issue age is 0 to 17 And dmore

31 Family Solution Plan Underwriting No medical exams or blood work required Application Medical Information Bureau (MIB) Pharmacy Database Check Telephone Interview (ages 40-49) Can be done Point-of-Sale (preferred) Available in multiple languages Build Chart

32 Field Underwriting Tools in Agent Guide Same Items as Golden Solution Medication Guide Impairment p Guide Build Chart Customized for the Family Plan

33 3rd Party Payors We do not accept Family Choice applications when a 3rd Party Payor is involved and the applicant is age 30 and over Defined as a premium payor other than the primary insured, the spouse, or a business or business partner Examples would include brothers, sisters, in-laws, parents, grandparents, aunts, uncles, and cousins The rule does not apply on Final Expense sales (ages 50-85); it does apply to our other life products Why do we have our 3 rd Party Payor rule? Anti-selection Adverse claims experience Poor persistency

34 Questions???