1. UW NICHES FOR COMMON RISKS
Welcome everybody. For those new faces in the room I am XXXXXX from CompEdge Financial and we are on of your primary resources when it comes to Life Insurance, Annuities & Asset-Based Long Term Care Insurance.
Today we are here to talk about “Life” in the Military. Now don’t worry…as someone who did not serve in the armed forces I am not here today to speak to the trials & tribulations of a military career and there will be no PT Test as part of today’s training.
What we are going to talk about however are the sales opportunities that exist in which life insurance can play a significant role in protecting one throughout & beyond their military career.
Landon Cain Sales & marketing consultant CompEdge Financial
For Advisor Use Only

2. TODAY’S AGENDA… UNDERWRITING QUIZ THE RISK ASSESSMENT PROCESS
Name that underwriting class?
THE RISK ASSESSMENT PROCESS
Where to find the forms
Why gathering as much information as possible can be most beneficial
Preparing your client for what is to come
624-E & 660-E FORM REVIEW
What are these used for?
How can this make your business more efficient?
HOW OUR CARRIERS VIEW COMMON HEALTH RISKS
Review Carrier UW Niches
View Supplemental Forms for each Common Risk
Look at how each our carriers view these risks & what they look for
Specifically we will cover the following 4 topics:
THE MILITARY OPPORTUNITY
What is the Opportunity when working with Young Active Duty Service Members?
Who is your Competition?
GETTING STARTED WITH YOUNG ACTIVE DUTY
Cash Management Visual to support the Military Planning Initiative (MPI)
Risk Management Visual to support Commitment
THE ROLE OF OPAIs THROUGHOUT A MILITARY CAREER
Revisiting the Visual
OPAI Conversations - Advisor Panel
OPAI Comparison Case Study
LIFE INSURANCE & THE SBP DECISION
SBP Case Study
How purchasing WL along the way helps
Don’t let the VA get in the way!
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3. CASE STUDY… THE CLIENT Male Age 24 (Nearest Age 25) Client Build:
Height - 5’6”
Weight – 187lbs
No health issues & is a Non-smoker
Aviator
Thank you for your time today and can we get a quick round of applause for your fellow advisors!
Now I want to end the OPAI section of this presentation by speaking to a template we at CompEdge routinely use when comparing taking an existing OPAI option with AG vs taking a new policy (assuming healthy enough to do so) with either Transamerica Premier or Liberty National.
As many of you know, a few years back AG made the decision to increase rates on their Elite Whole Life policy, drop commissions and stop new sales of the product as well.
That is what led to this template and our hope is that the next slide will help show you an opportunity that is available to you that you may not have been aware existed!
Now then template is more than the one slide we are about to look at but our goal with the template is that when your client has an All-American, Old Line or AG OPAI/GIO option coming up that we can help show you and the client how taking a combination of said option in addition to a new Trans Premier or Liberty National policy could put them in a much more advantageous situation long term.
Here we have a Female, Age 24 (nearest Age 25) who had a current Elite Whole Life policy for $25k that her parents bought for her back in the day. It has a $25k GIO Rider as well as WP Rider on it and she has her first option coming up at Age 25! The client is a healthy non-smoker which means other options outside of the GIO Rider may exist so let’s explore those options!
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4. CASE STUDY… THE CLIENT Female Age 41 (Nearest Age 42) Client Build:
Height - 6’1”
Weight – 237lbs
Current Health Issues – PTSD & High Blood Pressure (controlled with medication)
No other health issues & is a Non-smoker
Thank you for your time today and can we get a quick round of applause for your fellow advisors!
Now I want to end the OPAI section of this presentation by speaking to a template we at CompEdge routinely use when comparing taking an existing OPAI option with AG vs taking a new policy (assuming healthy enough to do so) with either Transamerica Premier or Liberty National.
As many of you know, a few years back AG made the decision to increase rates on their Elite Whole Life policy, drop commissions and stop new sales of the product as well.
That is what led to this template and our hope is that the next slide will help show you an opportunity that is available to you that you may not have been aware existed!
Now then template is more than the one slide we are about to look at but our goal with the template is that when your client has an All-American, Old Line or AG OPAI/GIO option coming up that we can help show you and the client how taking a combination of said option in addition to a new Trans Premier or Liberty National policy could put them in a much more advantageous situation long term.
Here we have a Female, Age 24 (nearest Age 25) who had a current Elite Whole Life policy for $25k that her parents bought for her back in the day. It has a $25k GIO Rider as well as WP Rider on it and she has her first option coming up at Age 25! The client is a healthy non-smoker which means other options outside of the GIO Rider may exist so let’s explore those options!
For Advisor Use Only

5. Where to find these forms and why more information is better?
THE RISK ASSESSMENT PROCESS
Where to find these forms and why more information is better?
For Advisor Use Only

6. Underwriting Resources on the CompEdge website…
624-E Forms
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7. Underwriting tools on the CompEdge website…
For Advisor Use Only

8. Upload Completed 624-E Forms
Underwriting Resources on the CompEdge website…
Upload Completed 624-E Forms
For Advisor Use Only

9. Underwriting Resources on the CompEdge website…
For Advisor Use Only

10. RISK Assessment email to the underwriters…
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11. RISK Assessment Response You Receive back…
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12. HOW CAN THESE FORMS MAKE YOUR BUSINESS MORE EFFICIENT?
660-E & 624-E FORMS
HOW CAN THESE FORMS MAKE YOUR BUSINESS MORE EFFICIENT?
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13. 660-e Underwriting prep sheet…
This form is out there to help you find out your clients health risks prior to your appointment.
For Advisor Use Only

14. 624-e Underwriting expectations form…
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15. 624-e Underwriting expectations form…
CompEdge also has underwriting questions for several other chronic conditions. If you’re not sure, check with us to see if we have questions on a specific disease. If we do you we will send you the questions and the blank page of the 624-E is where you will write those questions and answers. This page is for details on your clients underwriting issue.
The MORE information you provide an underwriter up front the more accurate the estimated rating will be!
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16. What are each carrier’s UW niches?
CARRIER UW NICHES
What are each carrier’s UW niches?
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17. Underwriting Niches… Transamerica Premier
Higher Active Duty Non-Medical Requirements
E4 with Home Office Approval Insurability
Favorable Underwriting for Clients with Certain Health Conditions:
Diabetes
Specific types of cancer
Sleep Apnea
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18. Underwriting Niches… Liberty National
Will underwrite Special Operations Personnel
Favorable Underwriting for Aviators
Lower Annual Income Requirements for Owners - $25k
High Non-Medical limits for younger Civilians
15 & 20 Yr Level Term Rider Availability
Good for Clients who won’t qualify for OPAI
Use a Term policy to “self create” additional
permanent policy through partial conversions
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19. Underwriting Niches… Non-Medical Limits
Transamerica Premier
Liberty National
Active Duty
Civilian
0-18  Up to $99K
19-29  Up to $350K
30-35  Up to $300K
36-40  Up to $250K
41-49  Up to $199,999
50-59  Up to $99,999
60+  Up to $49,999
0-35  Up to $99,999
35-59  UP to $99,999
0-18  Up to $200K
19-35  Up to $200K
36-40  Up to $125K
41-45  Up to $75K
46-50  Up to $50K
51-60  Up to $25K
0-30  Up to $150K
31-35  Up to $100K
36-40  Up to $50K
41-45  Up to $25K
46-60  Up to $15K
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20. Underwriting Niches… lINCOLN
Clients Age 55+
Liberal Underwriting for Clients with Health Conditions:
PTSD
Diabetes
Multiple Sclerosis
Table Reduction Program on GUL/SGUL/VUL/SVUL Policies
Up to a Table C rating automatically reduced
to Standard for clients up to Age 70
Non-Cigarette Tobacco Program
Clients who use any form of NICOTINE, other than a Cigarette or E-Cigarette may qualify for
Standard Non Tobacco as long as it is admitted
on the application.
No cigarette use within past year.
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21. Underwriting Niches… ANICO
GUL & Term Rate Classes:
$25,000-$250,000 ($50k min for Term):
Std. NT & Std. Tobacco
$250,001+
Pref. Plus, Pref., Std. Plus & Std. NT
Pref. & Std. Tobacco
Favorable Underwriting for Clients with Certain Health Conditions:
Sleep Apnea – preferred rate available for individuals who are well controlled and treatment compliant
Coronary Artery Disease
Cigar and Smokeless Tobacco Program
Pref. Plus rates for Occasional Cigar and Smokeless Tobacco
Users less than 2 x per month
Urine specimen negative for nicotine
Aviation
Certain Aviation Flat Extras up to $2.50 will be removed as part of Eagle Advantage Program
Flat Extras can be reduced or removed with change of flight status or job change
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22. Underwriting Niches… ANICO
EAGLE ADVANTAGE PROGRAM
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23. COMMON RISKS & CARRIERS
Common health issues we see at CompEdge and which carrier is the best fit?
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24. AVIATION 624-B FORM… For Advisor Use Only
The best place to start our presentation today is to look at the opportunity that exists to help young active duty members right from the ground floor as they begin their careers. Each year on average ~60,000 E-5s & O-1s enter into the military…a staggering number.
In 2016, 1,500 of these individuals became First Command clients. This means that while you are doing an incredible job of serving those young active duty members you come across, there is still a large “chunk of the pie” if you will that needs to hear from you!
In addition, every year more than 60,000 leave the military! With the new Blended Retirement System leading to even more choices to be made for those getting out (in addition to the choices that were already in place) it is more important than ever that these folks have a plan. The key word there is PLAN which can only be truly accomplished with a planning firm such as First Command. This leads me to a question…which is if only 1,500 of these folks out of 60,000 became First Command clients last year then what are the other 58,500 doing and who are the competitors that many of these service members may be turning to?
For Advisor Use Only

25. Diabetes 624-D Form For Advisor Use Only
The best place to start our presentation today is to look at the opportunity that exists to help young active duty members right from the ground floor as they begin their careers. Each year on average ~60,000 E-5s & O-1s enter into the military…a staggering number.
In 2016, 1,500 of these individuals became First Command clients. This means that while you are doing an incredible job of serving those young active duty members you come across, there is still a large “chunk of the pie” if you will that needs to hear from you!
In addition, every year more than 60,000 leave the military! With the new Blended Retirement System leading to even more choices to be made for those getting out (in addition to the choices that were already in place) it is more important than ever that these folks have a plan. The key word there is PLAN which can only be truly accomplished with a planning firm such as First Command. This leads me to a question…which is if only 1,500 of these folks out of 60,000 became First Command clients last year then what are the other 58,500 doing and who are the competitors that many of these service members may be turning to?
For Advisor Use Only

26. High Blood Pressure 624-H Form
The best place to start our presentation today is to look at the opportunity that exists to help young active duty members right from the ground floor as they begin their careers. Each year on average ~60,000 E-5s & O-1s enter into the military…a staggering number.
In 2016, 1,500 of these individuals became First Command clients. This means that while you are doing an incredible job of serving those young active duty members you come across, there is still a large “chunk of the pie” if you will that needs to hear from you!
In addition, every year more than 60,000 leave the military! With the new Blended Retirement System leading to even more choices to be made for those getting out (in addition to the choices that were already in place) it is more important than ever that these folks have a plan. The key word there is PLAN which can only be truly accomplished with a planning firm such as First Command. This leads me to a question…which is if only 1,500 of these folks out of 60,000 became First Command clients last year then what are the other 58,500 doing and who are the competitors that many of these service members may be turning to?
For Advisor Use Only

27. PTSD 624-I Form For Advisor Use Only Further Information Needed:
Client Build/Overall Health History/Family History (Questions on 624e)
Prescriptions client may be taking
Certainty of diagnosis (does client think they have PTSD or have they been clinically diagnosed with PTSD)
Are there any additional psychiatric diagnoses (anxiety)
Whether triggering event for PTSD is still present
Duration of symptoms and date of last symptoms
Details of treatment (including counseling and support groups),  compliance, and recovery
Any history of hospitalizations or suicide attempts (if yes give dates and reason for hospitalization, or triggering event for suicide attempt)
Details of missed work or school since PTSD Diagnosis (has client missed any work or school due to condition, if so frequency and duration)
Any history of alcohol or other substance misuse
Any adverse Motor Vehicle Record information
Details of social or occupational function
Any secondary medical issues – Ex. Chronic Pain, high blood pressure, diabetes, heart conditions
Any family history of depression/suicide
The best place to start our presentation today is to look at the opportunity that exists to help young active duty members right from the ground floor as they begin their careers. Each year on average ~60,000 E-5s & O-1s enter into the military…a staggering number.
In 2016, 1,500 of these individuals became First Command clients. This means that while you are doing an incredible job of serving those young active duty members you come across, there is still a large “chunk of the pie” if you will that needs to hear from you!
In addition, every year more than 60,000 leave the military! With the new Blended Retirement System leading to even more choices to be made for those getting out (in addition to the choices that were already in place) it is more important than ever that these folks have a plan. The key word there is PLAN which can only be truly accomplished with a planning firm such as First Command. This leads me to a question…which is if only 1,500 of these folks out of 60,000 became First Command clients last year then what are the other 58,500 doing and who are the competitors that many of these service members may be turning to?
For Advisor Use Only

28. Sleep Apnea 624-O Form For Advisor Use Only
The best place to start our presentation today is to look at the opportunity that exists to help young active duty members right from the ground floor as they begin their careers. Each year on average ~60,000 E-5s & O-1s enter into the military…a staggering number.
In 2016, 1,500 of these individuals became First Command clients. This means that while you are doing an incredible job of serving those young active duty members you come across, there is still a large “chunk of the pie” if you will that needs to hear from you!
In addition, every year more than 60,000 leave the military! With the new Blended Retirement System leading to even more choices to be made for those getting out (in addition to the choices that were already in place) it is more important than ever that these folks have a plan. The key word there is PLAN which can only be truly accomplished with a planning firm such as First Command. This leads me to a question…which is if only 1,500 of these folks out of 60,000 became First Command clients last year then what are the other 58,500 doing and who are the competitors that many of these service members may be turning to?
For Advisor Use Only

29. THANKS
That is all! Thank you for your time today and let me know if you have any questions I can answer. Thanks!
Phone: