General Knowledge
What year was Lincoln Heritage founded
1963
Can a non policyholder enroll in FCGS?
Yes, however there is a membership fee.
Client says I can't afford anything right now
Responses may vary but should include:
- You don't have to pay anything upfront, and lead into your presentation.
Client says I can't afford it or the price is too high
Responses may vary but should include:
- Find out what client budget is
-Offer lower premiums
-Let them know they can come back and increase later
-FCGS
-Something is better nothing, explain to them that we can do something for less
Metabank, Direct Express, Credit, and Debit cards all have what in common?
Paid as earned or No Advance
How many days does it take for a draft to clear with Telesales?
3 business days
When do you use FCGS in presentation? (Answer at 2 from what is listed)
Answers may vary but should include...
-if client is modified
-client is mentioning paying to much money for less coverage
-Client can only afford a specific budget
-If client mentions previous burial and the process was overwhelming (FCGS gives comfort)
Client says I don't know what your talking about
Responses may vary but should include:
- A specific recall of the lead and the process they went through to request info and then go right into where you looking for yourself or a loved one.
- Mentioned a loved one may have sent it in on their behalf.
Client says let me think about it
Responses may vary but should include:
- Remind them that they don't have to pay today
- Ask them if they have any more questions or is it the price (it's usually one of those two reasons)
*** Find out what they need to "think about" give the proper rebuttal and continue to close without pausing.
What are the 3 times you need to submit a supplemental application?
High Face Value (Over $20,000)
Someone is signing on behalf of someone else
A Client calls you and says they have not received their policy. You check, and they signed up and paid over a month ago. What would be the most common reason they haven't received their policy?
There is an underwriting memo preventing the policy from being issued.
How many membership cards do each client receives with their policy?
5
You call a lead, and the person that picks up is not the person's name on the lead. What are possible ways to handle this?
Responses may vary but should include:
--Go into introduction and ask if they know anything about that or were they the one that reached out on their behalf
--Give reason for the call and ask when is a good time to call the client back or if there is another number you can reach them on.
Client says I want to talk to my spouse about it or my kids
Responses may vary but should include:
- Finding who the payor is; if it's spouse or kids paying then you need to set up a call back time to speak to them. Or get their phone number and you call them directly.
-If they are paying for themselves still ask for spouse/ kid phone number so you can explain the plan accurately to get best results.
What is the cost per unit for an accidental rider when the client is 71-75, 76-80, and 81-85?
$1.50
$2.00
$2.25
Whats the difference between Whole Life, Term, and Guaranteed acceptance?
Whole life: Covered until age 100, builds cash value and price doesn't change based off health and age.
Term: Doesn't build cash, has a expiration date and doesn't build cash.
Guaranteed acceptance: Ask no health question, automatic 2-3 waiting period.
Why do you need a funeral plan? (On FCGS website)
*Only need one answer*
-Protect people who will take care of final arrangements
-prevent overspending
-Prevent debt and emotional strain
The client says I just want some quotes or I just wanted something in the mail.
Responses may vary but should include:
- (Positive Tone) I'd be happy to assist with that but we are aren't a one size fits all company. I just need to ask a few questions to get that quote/information for you. Ask health questions to qualify.
** Important - Also ask did they have a budget or face amount in mind so you know if there are any other objections you need to overcome.
Client says I can't do anything with this Corona Virus going on right now, I'm barely making it.
Responses may vary but should include:
-Fact find; ask do they receive benefits, or ask do they currently work
If they are out of work and don't receive benefits schedule a call back time
- Provide an example of someone waiting too long and the consequences then tell client that they can start off with something small that is in their budget and work their way up. Then give them a budget to consider... is $30 p/month affordable?
Mr. Jones is 76 years old. His PAC rate is $8.87. He wants $12,000 of coverage, 5 units of accidental, and he wants to insure his 2 grandkids for $10,000 each, and he will be paying with his direct express card. What is his total monthly premium?
$127.44
When was UBI Founded?
1981
What is the whole FCGS process once a client passes away?
Once notified, they will contact the funeral home of choice or different ones in area if you do not have a choice, provide them with the funeral plan, help with the purchasing of funeral if had policy for 2 years according to your wishes and budget. Help family find price discounts. FCGS will also provide plan to family or friend.
Client says I'm no longer interested but doesn't hang up.
Responses may vary but should include:
- Distinguish between not interested and not a good time. If it's not a good time set up a call back.
- See if they've already bought and if not what were they looking for when they requested the information.
Client says well send me something in the mail and I'll call you back when I review it.
Responses may vary but should include:
- Figure out what they are specifically requesting in the mail (let them know we have basic literature on funeral cost but nothing pertaining to their specific program)
-Figure out which quote best fits them and then explain our process (keep in mind, they mail just ask for mail because that is what their used too)
- Ask if something was not explain thoroughly or are you just not ready today
-Ask for email
Agent X has a quarterly production of 12,600 AP. Based off of this fact, what is Agent X's available lead credit?
$2,100