1. Empathy:
   • Take a little time
   
   • Find something to relate to
   • Show empathy for pain or discomfort
   • Create a sense of urgency



2. Premium Tolerance:
   • How much is comfortable
   • Start at, say, $200 per month and work down
   • Must be employed (no disability)



3. Ask the Right Questions:
   • Have Questionnaires Ready
   • Click Here to find the correct questionnaires, and print off - keep on file till needed
   • Explain that they cannot withhold information



4. Now Submit the Case. It's Easy as A-B-C
   1. Use Primary Carriers IF it's just minor impairment
      • Cholesterol, Blood Pressure, some Build, some DUI, Mild Depression
   
   
   
   2. Not Sure? OR it looks worse than above?
      • Go to http://www.onlyfinancial.com/questions.asp
      • Transfer info from your questionnaire form to online form
      • Submit
   
   
   
   3. Todd Simpson will contact you with a carrier and instructions; Follow his lead.
   
   
   

5. Explain the Process:
   • Time Line
   • APS help a possibility if client doctor's office is slow
   • MIB
   • Exam if needed
   • Offer and Acceptance; payment options
   • Ongoing Service



6. Confirm Premium Tolerance:
   • " Confirm again "If we can find coverage with an acceptable carrier, do you see any reason why you could not allocat "$X" to the protection of your family?"



7. Presenting the case to the Underwriter
   • Cover letters are VERY helpful when submitting impaired cases
   • Maintain routine email contact with Todd for follow up instructions
   • " Be available to your prospective client. Impaired cases can take extended time to underwrite.

With Impaired Risk Remember to Look For:

• Conversion Opportunities
• Medically Underwritten Annuities
• Second to Die