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Top 10 Sellers for New Agents
1. Special HELOC / Cash Management Tool
2. Personal insurance vs. Mortgage
insurance
3. Life Insurance with benefits
(scholarships, orphan benefits)
4. No-Medical Insurance/Guaranteed
Issue Life Insurance/Funeral Insurance
5. Insurance for Foreign Nationals
Top 10 Sellers For New Associates
6. Super VISA Travel Insurance
7. Disability Insurance for Drivers &
Truckers
8. Legal Services
9. Registered Education Savings Plans
10.National Best Business Network
Guaranteed Issue Life Insurance
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Instant Issue
No Medical Requirements
Limited Underwriting Questions
Return of premium + __% if death occurs
within first 2 years
Guaranteed Cash / Surrender Values
Guaranteed Issue Life Insurance:
Wawanesa Life
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Return of Premiums + 10% in first two years
Issue ages 45 to 75
Level Cost of Insurance, paid up in 20 years
Death benefit is paid in full (even if living) after the
later of 20 years or age 85
Automatic Premium Loan after 3 years
Application in the brochure
5 qualifying questions
Pays: FYC = 45%, Bonus = 150%
Guaranteed Issue Life Insurance:
Assumption Life
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Return of Premiums + 3% in first two years
Level Cost of Insurance to Age 100
Non-participating, permanent insurance
Online Application with Signature page
4 – 10 qualifying questions
Pays: FYC = 45%, Bonus = 180%
Guaranteed Issue Life Insurance:
Assumption Life
Golden Protection (Ages 45 to 80)
– Max $50,000
– 10 underwriting questions
Golden Protection Plus (Ages 45 to 80)
– Max $30,000 increasing by 3% per year until it
doubles
– 10 underwriting questions
Total Protection (Ages 18 to 80)
– $5,000 - $30,000: 4 underwriting questions
– $30,001 to $50,000: 7 underwriting questions
Guaranteed Issue Life Insurance:
Wawanesa Life
1. Within the last two years, have you had a stroke, heart
attack or been advised to have heart surgery?
2. Within the last three years, have you consulted a
physician for, or received treatment for, cancer?
3. Within the last three years, have you been declined for
individual life insurance by Wawanesa Life or any other
insurer?
4. Have you been diagnosed, treated for, or had any
indication of AIDS or AIDS related complex?
5. Are you currently restricted to a wheel chair, bedridden,
hospitalized or confined to a nursing facility requiring full
time care?
Golden Protection (Max $50,000)
1. In the past two (2) years, have you had an application for
life insurance (other than group insurance or group
mortgage insurance) rejected or postponed?
2. Are you presently hospitalized, in a nursing facility,
bedridden or confined to a wheelchair, or have you been
advised that this is required due to your present
condition?
3. In the past two (2) years, have you had an amputation as
a result of disease?
Golden Protection (Max $50,000)
4. In the past two (2) years have you been diagnosed,
hospitalized, or treated (other than by medication) for any
of the following conditions:
a) Angina, heart attack, heart failure or cardiomyopathy?
b) Cancer (other than basal cell carcinoma)?
c) Leukemia?
d) Chronic kidney disease?
Golden Protection (Max $50,000)
5. In the past two (2) years, have you been prescribed a new
medication or required a change in dosage in your
medication for any of the following conditions: angina, heart
attack, heart failure, cardiomyopathy, cancer (other than
basal cell carcinoma), leukemia or chronic kidney disease?
6. In the past two (2) years, have you been diagnosed or
hospitalized for:
(a) Chronic respiratory condition that required the
administration of oxygen?
(b) Liver disease (other than fatty liver)?
(c) Diabetic coma or insulin shock?
(d) Cerebrovascular accident (stroke)?
Golden Protection (Max $50,000)
7. In the past five (5) years have you received an organ
transplant or a bone marrow transplant or were you
advised that one was required due to your condition?
8. Have you ever tested positive for HIV or undergone
treatments (including medication) for AIDS or AIDS-related
complex?
9. Have you ever been diagnosed or treated (including
medication) for any of the following conditions:
amyotrophic lateral sclerosis (Lou Gehrig's disease),
Alzheimer`s disease or dementia?
10. Have you been diagnosed or treated for any incurable
terminal illness (for which you have been advised that you
have less than 12 months’ life expectancy)?
Golden Protection Plus (Max
$30,000, doubling to $60,000)
Same 10 questions as Golden Protection
Total Protection ($5,000 - $30,000)
1. Is this application intended to replace an existing individual
life insurance?
2. Are you now hospitalized or bedridden to a clinic, a nursing
home, a rest home, a hospital, a special care institution or
at your residence?
3. Have you been treated for any type of cancer during the
past three (3) years?
4. Have you been informed that you have tested positive for
the Human Immunodeficiency Virus (HIV) or have you been
informed that you have Acquired Immune Deficiency
Syndrome (AIDS) or any aids-related disease?
Total Protection ($30,000 - $50,000)
5. Within the past two (2) years, have you had any application
for insurance rejected or postponed?
6. Within the past two (2) years, have you been hospitalized
for heart disease?
7. Within the past five (5) years: (a) Did you receive an organ
transplant or a bone marrow transplant or were you advised
that one was required due to your condition?
(b) Were you diagnosed or treated (including medication) for
an illness such as amyotrophic lateral sclerosis (Lou Gehrig's
disease), progressive bulbar paralysis, cor pulmonale or any
other incurable terminal illness?
Case Study #1
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46 year-old male
Cerebral Palsy
Turned down for life insurance 18 months ago
No dependents
Wants to leave money to charity
Case Study #1:
Wawanesa Life (return of premium + 10%
in first 2 years)
– Instant Issue (Max $50,000 – 5 underwriting
questions): - $151.07 per month (Paid to
age 80, with guaranteed cash surrender
values)
Case Study #1
Assumption Life
• Golden Protection (Max $50,000 – 10 q’ns)
$116.55 per month
• Golden Protection Plus (Max $30,000
increasing to $60,000 – 10 questions) $95.26
per month
• Total Protection (Max $50,000 – 7 q’ns)
$131.45 per month
• Total Protection (Max $30,000 - 4 q’ns)
$214.29 per month
Case Study #1
Solution
• Client decided to take Total Protection from
Assumption for $30,000
• 6 months from now he can switch to Golden
Protection Plus, when he can answer no to
question about whether he has had an
application declined in last 2 years (starts a new
2 year window)
• Charity was made irrevocable beneficiary
(premiums are tax deduction to the estate)
Case Study #2
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62 year-old male
Diabetes, with complications
Let his term insurance lapse 2 years ago
Could have kept $50,000 for $100 per month
Wife concerned about debt and funeral
expenses as he is the income earner
Case Study #2:
Wawanesa Life (return of premium + 10%
in first 2 years)
– Instant Issue (Max $50,000 – 5 underwriting
questions): $350.82 per month (Paid up in
20 years, with guaranteed cash surrender
values)
Case Study #2
Assumption Life
• Golden Protection (Max $50,000 – 10 q’ns)
$301.50 per month
• Golden Protection Plus (Max $30,000
increasing to $60,000 – 10 questions)
$253.61 per month
• Total Protection (Max $50,000 – 7 q’ns)
$469.22 per month
• Total Protection (Max $30,000 - 4 q’ns)
$284.41 per month
Case Study #2
Outcome
• Client decided not to take insurance at this time: “Our
reasons for getting insurance initially are no longer in
force; the children are grown and we can pay for final
expenses from our savings. What debts we have left are
being handled, and the $40,000 or so that the
insurance would cost (annual premiums x the 10 years
or so we hope to continue to live at a minimum) would
be spent better elsewhere.”
• Offer clients an investment that by-passes probate
Opportunities
Who do you know that...
• Has had health challenges?
• Has been turned down for insurance?