---
title: “Hit for the Cycle” with Client Needs Assessment
description: 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.
---

[Insurance Marketing Insights for Independent Agents | New Horizons](https://blog.newhorizonsmktg.com)

# [“Hit for the Cycle” with Client Needs Assessment](https://blog.newhorizonsmktg.com/hit-for-the-cycle-with-client-needs-assessment)

 Written by [Kirk Sarff](https://blog.newhorizonsmktg.com/author/kirk-sarff) | Apr 26, 2016, 3:41:00 PM

Recently, an agent did “hit for the cycle” when using a [*Client Needs Assessment* (CNA)](https://blog.newhorizonsmktg.com/the-cross-selling-roadmap). 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](mailto:ksarff@nhmteam.net?subject=Life%20with%20LTC) 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](mailto:ksarff@nhmteam.net?subject=Final%20Expense) 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?

[Get the Illustration](http://www.newhorizonsmktg.com/pdf/65f-50k-HCVSP-comparison.pdf)

<https://blog.newhorizonsmktg.com/hs/cta/wi/redirect?encryptedPayload=AVxigLLsB7%2Ft1LLF0ElcwTutlWJQePCMapDkKSDKYn%2BjWSHzIglyxh%2Bt8HZueNn1KirNnnhkb619UnCp4fM56NHmO2KzE0VXufvuQb%2BW3sN3uNeAvG2xEDz4J90vt%2BkvT3xsihQQrHuEOhujeJBcZk%2FxD3xp484Y%2BzOZKcZnYRoXE3AQkj%2BjIfn8dZ%2FhQpQWtEKhVKMuXO2YFQ6AGIkpADo%3D&webInteractiveContentId=216810009140&portalId=4910070>

[View full post](https://blog.newhorizonsmktg.com/hit-for-the-cycle-with-client-needs-assessment)

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