For weeks 1-6′s recap, please click “Sales Challenge” under Categories.
The point of recapping my apps for the week are for training purposes.
I had a decent week. I kept my pace of submitting at least $4,000 every week, but it doesn’t look that good coming off my last 2 good weeks($11k and $13k submitted).
This week I spent a lot of time developing content for 2 other life insurance lead websites I’m launching which dug into my selling time. I also spent a more than normal amount of time marketing my main website this week. I know these extra efforts will pay off in the future, but had to sacrafice some selling time. On top of that, I spoke with 5 new agents this week in which I decided to work with 2 of them because I think I’ll be able to develop them into monster producers.
With that said, this week I gave my website leads to another agent at a split and I took all the call ins and application requests. He sent 2 applications for $1368 total. One non-med Assurity application and 1 Genworth application. I obviously don’t have the details for these, so I can’t comment on the specifics like I usually do. We’re splitting 50/50 so I’m counting $684 (50% of $1368) toward my premium for the week.
On top of that, I did 3 EZlife applications, 2 Fidelity applications, an Americo non-med term application and a paper Prudential application.
EZlife application #1: Website Lead. I spoke with her and her husband over 2 months ago and did a screen share via Adobe Connect Now to go over their current policies. We applied for “Preferred” rates, but her cholesterol levels were high – 295 total cholesterol, HDL 64.5 and LDL 207. She was offered Standard with Trans and her rates were unacceptable to move forward, so I sent the risk to ING for a tentative offer because their underwriting guidelines go up to 300 for total cholesterol for preferred rates. They sent me back a tentative “preferred plus” offer. She was happy with the offer, so all we had to do was get a signature on an ING app and send it off since we already had her APS and Exam. This should be approved within 2 weeks. App out $1224.
EZlife application #2: Referral. This guy has asthma and smokes and needs coverage to secure a loan. I asked if he’s been diagnoses with COPD and he said he hasn’t…but I know and the underwriters will know it’s only a matter of time. I’ve had Table 4 approvals with asthma and smoking in the past, but to be conservative with this guy, I quoted a Table 6 with Banner. He’s only 40, so the premium isn’t too bad. App out $732.
EZlife application #3: Website Call In. This is an attorney who chews tobacco. His wife did the research online and had him call me. He received “smoker” quotes from another carrier in the $200/mo range. With Prudential they offer “non-smoker plus” which is “Standard Plus” for smokeless tobacco users. I quoted him Standard rates because of his build though. App out $1224.
Americo Non-Med Term App: Website Call In. This guy wanted a no-medical exam policy for $100k. He was in Florida so I couldn’t write him with my “go-to” non-med carrier, Fidelity. Their new product isn’t approved there yet (hopefully soon!). So we completed an application with Americo. Assurity may have been less expensive, but this guy seemed in a hurry and I can quote Americo with their software downloaded on my desktop, so I just went with them. The rates were fine with him (he just took 1 blood pressure pill and no other health issues). App out $456
Paper Prudential Application: Old Parasol Lead. I wrote this guy and his wife over 5 months ago from a Parasol lead through EZlife. He was declined with Genworth because of Elevated Liver Functions, but I got his wife approved and in force. I gave him an alternative to go with Prudential at Table 2 rates at a reduced face amount and term length when I presented his wife’s approval (I sent his liver enzyme results to Pru and they responded back with Table B). They agreed to follow through so I had EZlife mail them the Prudential app. They called and sent e-mails for a month before closing it out in April. To my surprise, I received this email from EZlife:
They finally received the signed application in the mail (over 3 months later). We’ll use the same medical exam and APS and since this had a tentative offer in writing, we should get this approved within 2 weeks. App out $912
Fidelity Applications: These 2 applications were both referrals who needed coverage to secure a loan. App out $929
Considering the extra marketing time I spent this week and my production, it was a very strong week. I apped out a total of $6161
My production wasn’t as strong as my previous weeks, but I’m happy with it.
Total premium apped out this week: $6161
Total premium to date (over 7 weeks): $49,420
I’m WAYYYY ahead of pace to hit my 5 month goal of $80k submitted. This next week I’ll be taking Friday off and headed to a wedding in Denver, CO for the weekend so production might be a little light next week and my update blog might not be posted until the next week.
Also, I had a comment asking how I do screen shares and what programs I use and will post that in a blog this week or next. If anyone else has any questions, please don’t hesitate to comment.