Breathing New Life Into
Your Customers
A new approach to marketing life
insurance
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Why People Buy Insurance
They have
needs.
Source: LIMRA International
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Why Don’t They Buy?
You have
solutions.
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Source: LIMRA International
You should have the key to
dominate this market…
WHAT IS STOPPING YOU?
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Objections to Selling Life Insurance
1. Life insurance sale too complicated
2. It is too difficult to get someone to understand
the need and then act
3. Could possibly lose credibility if sale goes bad
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Life Sales Process
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Life Sales Process
Prospect
• Needs Based Stories
• Consumer fillable fact finder
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Sample Email to Customer
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Life Sales Process
Prospect
• Needs Based Stories
• Consumer fillable fact finder
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Client Scenario
Dale
• Married
• Two children (7 and 9)
• Primary income earner
• Wife consults on the side
• Mortgage - $233,000
• Has $550,000 of existing life
life insurance coverage
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
2,500
233,000
500
2,000
304,313
5,000
15,000
15,000
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
304,313
Hauppauge, NY 11788-2934.
35,000
304,313
233,000
35,000
213,518
785,831
572,313
550,000
235,831
213,518
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
80.00
Life Sales Process
Respond
• Consumer fact finder
• Recommendations
Option 1:
Needs based flyer sent
Send consumer fact finder
Option 2:
Consumer fact finder sent
Respond with timeline for
recommendations
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Life Sales Process
Recommend
• Provide a couple options (3 recommended)
• Should be based off of info from fact finder
Options should be:
• Based on client response
• Ready before meeting
• Reasons for options should be identified
Other tools you should have:
• Product highlight sheets
• Review product highlight
brainsharks
• Recommendation Worksheet
completed prior to meeting
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
In it for life. In it for you.
COMPANY STRENGTH
SUPPORT
UNDERWRITING
PRODUCT
PRICE
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Financial Strength
• Trusted Mutual company
since 1909
• Success built on vision
and performance
Consistently high industry
ratings:
• A.M. Best Company
A+ (Superior)
• Moody’s Investor Services
Aa3 (Excellent)
• Standard and Poor’s
A+ (Strong)
*As of June 2011
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Term Life Express (TLE)
• Complete portfolio of 15, 20 and 30
year products
• Simplified issue up to $400,000
– No Blood, No Urine, No Paramed
• Four riders/provisions included with
policy
–
–
–
–
Residential Damage Waiver of Premium Rider
Unemployment Waiver of Premium Rider
Accelerated Death Benefit Provision
Common Carrier Death Benefit Provision
• Available on the iGO e-AppSM
• 5-day issue for ‘clean’ applications
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Term Life AnswersSM
Guaranteed Level Term
• Competitive rates; ages 40 - 60
– Great smoker rates
• Liberal conversion opportunities
• Available on iGO e-AppSM &
Speed eTicketSM platforms
• Commissions on policy fees for face
amounts under $250,000.
• Other Insured Rider
• Qualifies for the Fit Underwriting
Credit Program
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Fit Credit Program
• Applies to all fully underwritten TERM
& UNIVERSAL life products
• Three characteristics = 1 Table Credit
• Five characteristics = 2 Table Credits
• The best case final offer is Standard
• Great for build & Diabetes clientele
• 12 Lifestyle and medical credits apply
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Guarantee Universal Life (GUL)
Secondary Guarantee Universal Life
 Competitive lifetime level premiums
– Preferred NT, Standard NT, and
Standard Tobacco
– Ages 50 – 70
– $500,000 and $1,000,000 bands
 Competitive dial down guarantees
 Qualifies for the Fit Credit Program
 Accelerated death benefit for terminal
and chronic illness rider
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Guarantee Universal Life (GUL)
Secondary Guarantee Universal Life
Why Dial Down?
• Guarantee their premium for a period closer to their actual
life expectancy
• Offer competitive premiums,
• Especially at ages 45-75,
• Standard and preferred user rate classes
• Dialed down to ages 90, 95, and 100
• $500k, and $1m face amount bands
Age Last Birthday Company
As of May 23, 2011 these premiums are current and accurate to
the best of our knowledge.
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Life Sales Process
Submit
• iGO e-app & Speed eTicket
• Fillable Application (UL Option)
Term Life Express
Term Life Answers
Term Life Answers
Fillable application available for all products
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Life Sales Process
Issue
• Monitor Case Status Online www.mutualofomaha.com/broker
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Life Sales Process
Refer
• Ask for referrals
• Suggest send the fact finder to friends
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.
Life Sales Process
Prospect
• Needs Based Stories
• Consumer fillable Fact finder
Respond
• Consumer fact finder
• Recommendations
Recommend
Submit
• Provide a couple options (3 recommended)
• Should be based off of info from fact finder
• iGO e-app & Speed eTicket
• Fillable Application (UL Option)
Issue
• Monitor Case Status Online www.mutualofomah.com/broker
Refer
• Ask for referrals
• Suggest send the fact finder to friends
Life insurance underwritten by United of Omaha Life Insurance Company. United is not licensed in
New York. In New York, life insurance is underwritten by Companion Life Insurance Company,
Hauppauge, NY 11788-2934.