QUALITY 101

Quality

• Net to Gross
• Percentage of business sent to home office that gets issued

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• Retention
• Percentage of business that pays into their policy for 4 months

Quality

• Net to gross factors

(5 deadly sins)

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• Declines – didn’t qualify
• Incompletes – missing info
• Withdrawns – cancel before issue
• Cancellations – cancel after issue
• NTOs (not taken offer) – rated and didn’t accept

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Lets review

Quality

• Declines (max 2%)

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• Always trial sick people
• Ask the qualifications exactly how they are in your script
• Ask the medical questions on the app exactly how they are
• Double up on spouse if one member doesn’t qualify
• Use your flash sheet under the help menu in your eapp
• Know what are your common issues that have a high rate of decline

Quality

• Incompletes (max ½%)

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• Always fill out the questionnaires completely
• Follow up with doctor’s office immediately if the company hasn’t received the medical records
• Follow up on scheduling physicals if necessary

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Quality

• Withdrawns (max 3%)

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• Buyers remorse – did you cement the sale
• Member doesn’t understand the benefits (thought they were all accident) or they can’t afford them
• Prepare them for the quality call
• Send a congratulations texts with video

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Quality

• Cancellations (max 5%)

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• Dec/Inc/NTO – one person cancels due to spouse being declined or rated
• Suicide close – “you can think about it and if you don’t want it later you can cancel” – NEVER DO THIS
• Improper cementing – people cancel when they don’t understand or can’t afford

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Quality

• NTO (max 3%)

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• Trial sick people so that if they are rated and do not accept it doesn’t affect quality
• Always prepare member for rating while you are in the home
• Handle mods immediately

Quality

• Lapses

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• Change of account or missed a monthly payment
• You will get a notice in planetaltig.com & your mobile app, and you will have 30 days to get the payment or the policy will lapse
• Strike and layoffs – they miss a payment due to layoff or strike, remember we protect against this
• Too small of sale – the retention on policies under $60 a month is below 30%

Quality

• Example of NTG

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• Agent submits 10 policies for 1000 ALP each
• Gross production = 10,000 ALP
• 1 of the policies goes inc/dec/wth/can/nto
• Net production now = 9,000 ALP
• NTG = 90%

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*Remember that you can always reinstate the policy that fell off to improve your NTG

Quality

• Realize how VERY important it is to have high quality of business and what it affects when you have poor quality:

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1. Bonus
2. Advance
3. Promotions
4. Remaining 1^st year commission
5. Renewals
6. Convention

Quality

NTG must be at these percentages in these months in your career so that you are on bonus

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*If you ever fall below these percentages, you will lose your bonus

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*Important to understand the NTG is month to month so it can be improved each month

Quality

Agents 12+ months with a minimum of $2,000 gross ALP can receive a bonus increase based on their retention rate

When you have high retention you receive additional bonus

Quality

When you have low retention you have reduced or no bonus

Quality

• Cementing

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Always use the cementing check list step by step. Go through the app completely before cementing

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Remember that people cancel because they don’t understand it or they can’t afford it so make sure to address both

Quality

• Draft dates

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• Do not ask for the draft date
• It creates confusion and causes cancels because the client can be double drafted

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• Always use the day you are writing the app as the draft date so for example if today is the 11th and you write an app, don’t ask the draft date, put it in as the 11^th

Quality

• Underwriting
• 4-6 week process
• 5 things that happen
• Member can be declined
• Member can be rated
• Member can be accepted
• A no cost physical can occur
• The member will receive a few phone calls from our home office

Quality

• Top 5 ratings

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• These are the most common ratings so make sure to trial every time and prepare the member for a rating

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• Diabetes
• Depression of any form (any meds including sleep aids)
• Heart
• Alcohol, drug, arrests
• Cancer

Quality

• Underwriting info

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• Aocentral.net (quality tab)
• Planetaltig.com
• Flash sheet on eapp (under help menu on eapp)
• Underwriting manual (under help menu on eapp)
• Underwriting (under hp-pro)

Quality

• Trial
• Always trial any member with health or habit conditions
• When you trial, no $ is taken with the app
• If the member qualifies, you collect $ at that time
• If the member declines, it does not affect your quality

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Quality

• How to have high quality

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• Have high activity

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• 8 appts a day 5 days a week
• 15+ presentations
• 4+ sales weekly

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When you have high activity, you increase your gross submit, you trial anyone that is sick and you gain important experience

Quality

• Habits of quality

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• Trial sick people

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• Take care of the customer (in home service)

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• High activity

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• Handle mods in your mod inbox and anything on your advance report immediately

Quality

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• Make sure to always have high quality

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• Always maximize your profitability!!!

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• Get with your mentor if you have questions