Recently, an agent did “hit for the cycle” when using a Client Needs Assessment (CNA). In baseball, “the cycle” is of course hitting a single, double, triple and home run in the same game.
In this case, it’s 4 Sales
The single was a Medicare Supplement.
The Double
Our agent asked these CNA questions:
- Have you had a family member use home health care or go into a nursing home?
-YES - How did they pay for it?
-Savings and retirement funds - How would you pay for it?
-Not sure
Based on those answers, the agent introduced Life with LTC.
- Client: Female, age 65
- Death Benefit: $200,000
- Monthly LTC Benefit: $8,000
- Premium: $326/month
Life with LTC
- No rate increases
- Somebody is going to be paid - either the policyholder or the beneficiary
- Very easy to understand
Contact Kirk for more details on Life with LTC.
The Triple
The third sale our agent “hit” in the CNA Cycle was a Final Expense life product.
CNA Question
Have you made any arrangements to take care of final expenses?
-No, I would like a small life insurance policy, just enough to pay for my funeral
We have several Final Expense carriers (all listed on our Quote Engine)
|
$10,000 Policy, Age 65 |
||
|---|---|---|
|
Carrier |
Female |
Male |
|
KSKJ Life |
$37.59 |
$45.22 |
|
Sentinel |
$42.42 |
$53.65 |
|
RNA |
$42.63 |
$53.82 |
|
Foresters |
$42.80 |
$55.75 |
Contact Kirk for Final Expense contracting.
The Home Run
The fourth sale in our agent’s cycle was a High Cash Value SP Whole Life policy.
CNA Question
“Are you satisfied with present rate of return on your investments?”
-No
The agent ran the HCV-SP illustration comparison to their current CD, which was only making 0.75%
I think the numbers are eye opening. Commission for this product versus most 5 year fixed is over 2½ times more!
|
|
HCV-SP |
Current CD |
|---|---|---|
|
Cash Value Year 5 |
$54,971 |
$51,422 |
|
Death Benefit Year 5 |
$98,944 |
none |
|
Cash Value Year 10 |
$66,916 |
$52,885 |
|
Death Benefit Year 10 |
$106,593 |
none |
Want to see the entire comparion?
