Value Sequence
Fill in the blanks: people buy with ___ and justify with ___
emotion; logic
What type of policy offers full coverage from the policy start date?
Level
What are the odds of getting cancer for men vs women?
1 in 3 women; 2 in 3 men
What is the leading cause of hospitalizations over 65?
Heart attack
What is the minimum hospital stay required for Medicare to cover Skilled Nursing Care?
3 days
What kind of question do we ask to begin a product explanation in category 3?
Open-Ended
What is the value building sequence?
What is the average cost of a funeral with burial?
$8,300
What percent of cancers are genetic?
Only 5%
How does chemotherapy impact your heart attack & stroke risk?
Risk of heart attack and stroke doubles after chemo
For how many consecutive days will Medicare cover Skilled Nursing Care?
20 days
What is the first step in the value sequence?
Pain
A tie-down is an example of a ____-_____ question
close-ended
What happens once you've paid the face value of the policy in monthly premiums?
Additional premium is added to the death benefit
What is the average out of pocket cancer cost for people on Medicare?
$10,000-$15,000
What is the average first year expense for people on Medicare after a stroke?
$17,000
How many Skilled Nursing events will Medicare cover annually?
No cap on the number of separate events
What % of communication is non-verbal?
93%
Building value helps prevent what from taking place after the sale?
Cancellations
Why does FE insurance make more sense than regular life insurance for someone with poor health?
It's easier to qualify for
What percent of cancers are diagnosed in people over age 55?
77%
What is the per year average for out-of-pocket expenses on Medicare when going through cancer treatment?
$11000
What does Medicare consider to be the benefit period for Skilled Nursing (i.e. when does the benefit period begin and end)?
The benefit period begins upon admission to a hospital/SNF and ends after 60 consecutive days without Skilled Nursing care
Define F.O.R.D.S
Family. Occupation. Recreation. Dreams. Sports.
What two things does value building increase?
Trust and credibility
How much does the VA pay for funeral expenses?
Up to $1,002 for non-service-connected deaths, $2,000+ for service-connected, plus a $1,002plot allowance
What is the median age of diagnosis?
66.5
Does payout from a HS policy impact IRMAA or Medicaid?
No, it isn't reported as income so it won't impact either
What type of nursing care is not covered by Medicare?
Custodial care
What are the 3 levels of trust building?
1. Yourself
2. The company
3. Product