“Hit for the Cycle” with Client Needs Assessment

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:

1. Have you had a family member use home health care or go into a nursing home?
   -YES
2. How did they pay for it?
   -Savings and retirement funds
3. 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)

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!

Want to see the entire comparion?

Get the Illustration