Another Example of Dave Helping An Agent Sell A Final Expense Case

See below on a live call I did with an agent to help him in the home sell a final expense policy.

My comments are in BOLD.

Agent: I’m visiting with a lady today and she’s looking for insurance for her 36-year old daughter who has lupus and kidney disease that doesn’t require dialysis or medication. Of course, I told her I couldn’t really do anything if her daughter wasn’t there, but I told her I would look into the carriers that are available and try to find her the best I could.

"final expense agent mentor"

Here’s an example of how Dave helps one of his Mentorship agents underwrite a case.

Did she give you any more information on the kidney disease? Like if it’s kidney insufficiency or what did she say about describing what that means?

Agent: Basically she said that when she goes to the doctor her kidneys aren’t functioning presently, but she tells her to drink plenty of water because it doesn’t need any medication or anything at this time.

So is it that it’s questionable how it’s functioning, or– it’s obviously not bad enough to require even a water pill or anything like that to take the stress off the kidneys, it is just a… Do you know what I’m trying to say? Usually when you have kidney insufficiency there’s some serious medications taken and has a little bit more engaged.

Agent: Right, from talking to her it just seems like it’s a disease that’s borderline and doesn’t require any medication at the time.

Do you know when it was diagnosed?

Agent: I do not.

What about the lupus, same deal?

Agent: I do not.

Right now I’m looking through some carriers to possibly see if there’s any lee-way. Do you know if she’s being treated for the lupus?

Agent: I do not, to be honest with you.

Most of the time they are; however, like with this particular situation, this is why I instruct that when you read the applications, you always want to read how the app is worded. For example, if she’s been diagnosed by a member of the medical profession, treated or prescribed medication for– as long as she can answer ‘no’ to how that’s phrased, possibly do Settler’s Silver, but that just depends on those little variables there.

Let’s take a look at Trans America here. With Trans America, if it’s been longer than 10 years since it’s been diagnosed– so if she’s had it since she was 26 or younger– then she could qualify for standard coverage through Trans America, and I know we’re not working Trans America, I’m just working through this so just bear with me. Kidney insufficiency, let me look at that one… As long as it’s not kidney failure, the underwriting guide says kidney failure, renal failure– obviously her kidneys are working if she’s not taking medications.

Agent: Right.

She might actually be good for Trans America standard rates with all said and done, it just depends on– let’s say she’s been diagnosed within the last 2-10 years, she could get a 2-year wait with them, which is better than nothing, considering the circumstances.

Agent: Right.

You also have, possibly, another little company.   A company called United Home Life, I believe what their little niche is– I’ve got to dig way in the back, I never really write them for anything but this is like the perfect case for them.

Most likely, this is a 2-year wait. They write down to a real early age. Let’s see here. Yeah, as long as she’s not been in the hospital for any hospitalization for the past 2 years or had any heart or cancer issues in the past year, she’s at least good for the 2-year wait product through United Home Life, which what’s nice about them is they pay full commission. They don’t knock you down because it’s a 2-year wait, so if for some reason the Trans America couldn’t work, this would be an option.

Agent: OK.

Most likely, that would be the best option besides Trans America to start at like a plan 2. I don’t see anything off the top of my head that would work, besides that. That’s just a more difficult case, as you can imagine– being that young with those 2 issues are usually problematic by design. I even forgot about the lupus, so that 2-year United Home Life would be a good price– I would take a guess that it’s about $25-$30 a month for $10K for a 2-year wait.

Agent: *Inaudible question*6:52

It does and what’s nice about it is I can get you their application and they don’t even ask you about– you can write that out before you have your appointment completed with them. For as far as my knowledge goes, I think you can just– like, if you saw this lady tomorrow, got her approved, you can do her appointment online and it’ll pend and wait until it’s done, but you can still write her in the meantime. Does that make sense?

Agent: Yeah, it does. Actually, I have one of their applications. I’m not appointed with them, but I have it just in case.

Yeah, so you can write it. If that lady wants to do something, you can coordinate; you can write it while you’re waiting on your agent contracting for it.

Agent: OK, great.