TARGET PERCENTAGES

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• 90% �Net to Gross =

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• 80% �4 Month Retention =

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• 70% �13 Month Retention

80%- 13 Month Persistency, calculated by the policies that continue to pay through the previous 13 months divided by the ALP issued for those months

AGENT NOTES PRIOR TO UPLOAD

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Prior to uploading app to home office, agent needs to make a call �to applicant to remind them of the upcoming draft. This is done as part of the 3 day call back.

When not sure, Trial the app.

Three or more medical conditions that are not already auto declines;

Trial the app.

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WHAT CAN YOU DO TO INCREASE YOUR NET TO GROSS?

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Incompletes 1%

NTO’s 1%

Declines 2%

Withdrawals 2%

Cancellations 4%

Total 10%

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Basic Net to Gross Target Figures (90%)

EXCESSIVE DECLINES – above 4%

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If declines are excessive, it is a training issue.

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• Agents are not asking the proper questions (as written on the app).
• Agents are not asking complete questions.
• Rather, they skim over the questions by saying, “You’re in good health, right?”
• Information leads to information. Rx history
• If an applicant is taking a prescription med, it is not normally to prevent a disease. They are taking it because they have the disease. When an applicant informs an agent that they are taking prescription medications, the agent should not only ask them what they are taking the meds for but do a Google search for the name of the med. Normally, the first line of what the medication is will state what it is being taken for. Agents should then go back to the medical history questions and change the “No” previously recorded to a “Yes”. This will prompt an underwriting questionnaire to be completed.

WITHDRAWN - 2%

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Withdrawals are buyer’s remorse while the policy is still in underwriting. A high withdrawn percentage is due to the close of the sale. Remember the inverted triangle. Although the close only accounts for 5% - 10% of the presentation, it is the last thing that the applicant hears prior to the agent leaving the home. Is the agent using the proper closing sequence at the end of the needs-based presentation?

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• Are they making a statement to the applicant when putting a check in the boxes on EAPP or are they just breezing through the questions?
• Show sample policy
• Immediate draft from the account
• Subsequent draft date
• Showed the completed summary sheet
• Did they explain the possibility for rating or denial?
• Did they leave the “What Comes Next” form and collect the voided check?

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All are part of the closing sequence which is the last thing that the applicant hears prior to the agent leaving. When the agent takes a shortcut, he or she is leaving it open for a withdrawn or cancellation.

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INCOMPLETES - 1%

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• INCOMPLETE QUESTIONNAIRES
• Since transitioning to EAPP, incompletes have risen considerably. Why? Very simply, we get more information on prescription drugs. ��The problem is that agents are failing to follow -through and get the proper questionnaires necessary for the medications listed. Over 33% of all incomplete cases are due to no questionnaire.�

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• DOCTOR INFO. & MEDICAL EXAM
• AIRecords is working hard to make certain that all medical records that can be obtained are. Agents need to provide a complete DR information, rather than Dr. Joe with no address or phone number. If the applicant goes to a clinic, add the clinic name. If they belong to a major medical group, i.e. Cleveland Clinic, Kaiser, or use the VA, get the proper HIPAA forms completed on paper. If an agent doesn’t have them, they are available on the ARC in the underwriting section.

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• Preparing an applicant for a free non-evasive medical exam at the applicant’s home or business during the underwriting process reduces incompletes. An exam is not needed in every case, but preparation for “What Comes Next” is important in the close of the sale.

NTO’s - 1%

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• BE PREPARED
• Applicants need to be prepared for a rating or denial. Agents do not know what information the doctor has in the applicant’s records or what the applicant is not disclosing at the time of the application; agents can’t determine if the applicant will be rated or denied.
• As a reminder, one of the tools that is used to underwrite a policy is the National Prescription Drug Database that keeps records of all prescriptions that an individual is taking. When the applicant signs the MIB authorization and the HIPAA form, they are granting permission to access the database. Never presume someone is in perfect health. Use this tool for preparation for a rating or denial.

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• RATED POLICY
• If a rating occurs, get the policy information to the agent ASAP. Have them make an appointment to deliver the policy that week. The quicker it is placed, the more likely it is for the applicant to accept the rating. Don’t wait for a possible NTO to end upon the 30 day report. At that point, it is usually too late since the applicant has already received a letter telling them of the increased premium. If the agent doesn’t get the policy delivered in a maximum of 3 weeks, reassign the policy to a conservation agent to get it done and then recode it to the agent that places the policy.

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CANCELLATIONS - 4%

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Agent error on draft dates and NSF charges are �paid by the agent and not the company.

• #1
• The Number 1 cause of cancellations during verification calls is an oversell situation (which is part of the cementing process).

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• #2
• The number 2 reason is that the agent did not make it clear that the money was coming out of their account immediately (they used the date that popped up during the application process) and we caused an NSF to their account.

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CANCEL AS OF ISSUE – 4%

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A CAOI is a Buyer’s Remorse once the policy is issued. Excessive cancel as of issue is caused by the applicant forgetting what they bought. Realization sets in regarding the premium. It is the agent’s job to reinforce the needs of the family at the presentation and what the policy does for their family.

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Buyer’s Remorse; Applicant forgets what they bought

Oversell; Agent using Suicide Close : “Get the policy & cancel when issued with full refund”

Lack of Cementing�the Sale

Needs-Based Presentation for the Family

5 Tips to help you go GAMESPEED

1. Make sure the monthly premium is comfortable with the client on a monthly basis for life before leaving virtual presentation (Solidification)
1. Using the needs analysis (income)
2. Don’t add WP unless they qualify (Can’t add-on for students, retired, disabled, major medical issues, etc)

2. Mail a completed blue folder to the client with summary sheet, paperwork and claim forms to client the same week

3. Do a call back call with the client within 3 days to confirm the deal and see if any other questions came up since the visit

4. Send a handwritten Thank You card to client to make a lasting impression

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5.Always remember “Do it right the 1^st time” and expose all health/habits on the application

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