Recruiting & Building
How do you get your 1st promotion?
3/3/60 or net license!
Do you pay taxes on Qualified Rollovers? and why?
When you do a qualified rollover (for example: 401(k) → IRA, or Traditional IRA → Traditional IRA), you’re moving money from one tax-deferred retirement account to another tax-deferred account.
What is the main different between term vs. permanent insurance?
Term = lowest cost, temporary protection.
Permanent = higher cost, lifelong protection + cash value you can use while living.
What is our target market?
MACHO market
Married, age over 28+, Children, Homeowner, Occupations
What is Term with Living Benefit?
Term life insurance policy that not only pays out a death benefit if you pass away, but also allows you to access part of the death benefit while you’re still alive if you face certain major health conditions.
Critical, Chronic & Terminal Illness
What is Net License?
when you cross your 1st $1,000 in business!
What is Roth IRA vs. Traditional IRA?
Roth - tax free & tax advantage
Traditional - tax deferred & tax later
How do I know how much coverage I will need?
DIME method
Debt
Income
Mortgage
Education
What is the guideline for Marketing Director Promotion?
5 Licensed agents & 45K points in 3 rolling months!
What is final expense?
Final Expense Insurance
A type of whole life insurance (permanent, not term).
Designed specifically to cover end-of-life costs such as:
Funeral and burial/cremation expenses
Medical bills not covered by insurance
Small debts or emergency expenses
Coverage Amounts: Usually small face amounts ($5,000–$50,000).
What is the 3 C's we look for in new candidates we interview?
Commitment
Character
Coachability
What is RMD? and when age does this start?
Required Minimum Distribution. 73 years old.
What is Level policy vs. Increasing policy?
Level Death Benefit (Option A)
How it works: The death benefit stays the same as long as the policy is in force.
Client fit: People who want steady coverage at the lowest long-term cost.
👉 Example: You buy a $250,000 policy. Whether you die in year 5 or year 30, the payout is $250,000 (even if cash value has grown to $100,000 inside).
2. Increasing Death Benefit (Option B)
How it works: The death benefit = base face amount + cash value.
Client fit: People who want to maximize legacy, hedge inflation, or build larger future benefits.
What is your compensation on 250K in rollover if the product payout is 6.87% and you are a marketing director?
$10,305!
How does Indexing strategy work?!
Roleplay ETHOR scripts!
EXCITED
TRAINING
HELP
OPION
REFERRALS
What does GRIPP stand for?
Guaranteed Principle
Rate of return
Index Growth
Pension like income
Potential bonuses
What is a 1035 Exchange?
A 1035 Exchange refers to Section 1035 of the IRS Code, which allows you to transfer cash value from one life insurance or annuity contract to another without paying current taxes on the gains.
It’s basically a tax-free rollover between insurance products.
What is the qualification for EMD promotion?
12 licenses minimum
150K points in 6 months rolling or 240K in 12 months
1 Marketing director exchange
Minimum 100K in income
Explain 2 types of annuities & how it works!
Accumulation or income annuities
Role play reference call script
“Hello, may I speak to (NAME)? How is it going (NAME) my name is (TRAINER) and your good friend ________ referred you to us, do you know _________? Awesome. Well I'm not sure if he told you or not but he recently took a position with our firm and we have been super impressed, so we asked him if he knew anyone that he thought could be a great fit and he thought of you. (TRAINEE) said that you were _________, ___________, and _________, are these great things true about you? Well, that's good to hear. I really like (TRAINEE) and know he's not the type of person who would just refer anyone over to us so based on his recommendation we wanted to set up an interview with you in the next day or so to get to know you more and give more clarity on the positions to see if it's a good fit. What does your schedule look like tomorrow?"
At the age of 49 years old, I need to withdraw due to emergency and I have to take about 50K from my 401K and my federal and state tax comes out to be 20% federal, and 5% state.... How much will I net from my withdraw?
$32,500! 10% additional early penalty.
What is standard loan or wash loan vs participating loan or variable loan on insurance policy?
Standard loan or wash loan - lower interest rate or sometimes same crediting & charge so it nets 0. Your loaned amount is removed from the cash value that’s earning interest/returns.
participating loan or variable loan - higher interest rate but the money you borrowed will still earn interest rate as if its still sitting there. If your policy’s credited rate is higher than the loan rate → you get positive arbitrage (you come out ahead).
What is the checklist step by step on new agents getting onboarded?
1. ICA
2. get in course & onboarding 1
3. book test date & client like experience
4. onboarding 2 & list building
5. Book interviews & Pass test
6. Onboarding 3 & 10 field training appt
7. CFT in progress
What is annual point to point crediting and how does that work.
Annual point-to-point crediting means the insurance company looks at where the market index is on your policy anniversary, compares it to the same date a year later, and credits you interest based on that change — with a floor to protect you from losses and a cap to limit gains.