- We couldn’t find his medical records. That’s because, while he told us he’d been to the MD in 2017, he really hadn’t been since 2014.
- He rescheduled his initial exam 5 times.
- Blood Pressure was taken, but the exam questions weren’t asked.
- The BP readings (182/132) on his insurance labs rendered a Declination from Carrier A.
- A couple months later, he did a BP recheck, and the readings were much better.
- We shopped the case with all of his readings, and found some possibilities (with a substantial rating).
- The client relocated to Austin, Texas. I mean, of course he did.
- He returned to CA for a week in September, so APPS—Susie Smith at APPS is also a ROCK STAR—scheduled yet another exam and BP recheck.
- He cancelled.
- He rescheduled, in Austin, for October 28th.
- Susie discovered that the original BP readings were done with the wrong type of machine, so APPS went back and got accurate readings. Twice. She also wrote a letter to the carrier.
- We enjoyed Halloween. And Thanksgiving.
- He was declined again.
- Come to find out, the underwriter had not seen Susie’s letter (which we’d sent twice).
- On December 18—more than a year later—we got an offer.
- Earlier this month, we put the policy in force.
About Peri Lane
Posts by Peri Lane:
I just got a Standard Plus Nonsmoker rate on a guy who:
- Has a cancer history
- Is one heavy dude
- SCUBAs like a FISH
So I went all NOAH PROGRAM* with him. I asked him about the Sea Monkeys, his dive club. I’m going to present “Life Insurance for SCUBA Divers” at his upcoming meeting. Not only that, the club is marketing my attendance in the hope of getting more people to attend.
NOAH Heavy Drinker?
“Hi. My name is Bob, and I’m an alcoholic.”
Of all the NOAH Programs, this one is our favorite. We have a deep appreciation for those in recovery.
Finding coverage for these brave folks isn’t always easy, but there is ABSOLUTELY an art to the process. And we know it inside and out.
If you have any personal experience with quitting drinking (or drugs), or you know somebody who has, you can help them where others can’t.
It’s just a matter of reaching out, and we know precisely how to do that.
- This is an area where your own experience is probably THE most helpful component. For starters, it’ll help you ‘find’ these folks. Keep in mind, most prefer to remain “Anonymous”.
- These are often kind, creative, successful people—who are striving to make changes for the better, and dedicated to taking care of their families and loved ones.
- There’s a VERY SPECIFIC language here, especially with 12 Step programs. We can teach you how to ‘tee up’ your cases for the best possible results.
- We have a proven track record of success here. Carrier underwriters know we ‘get it’.
Last time we checked…
www.lifeinsuranceforalcoholics.com wasn’t taken. Then again, why would it be.
This is a largely untapped market, with tremendous opportunity to do good work for people who deserve it.
NOAH Cannabis User?
What’s up, dude?
And welcome to Cali (and other states), where marijuana is now legal. Let’s get this party STARTED.
We see a vastly increasing number of applications on those who partake, if you will. Trouble is, we find out after the application has been submitted to the WRONG CARRIER.
Like the other NOAH Programs, there is an art to the cannabis enthusiast. We’ll teach you exactly where to go, and how to go there.
- About a third of our carriers still qualify those who use THC—in any form—as “smokers”. We’ll train you to stay clear of those.
- Some care how it’s ingested—edibles, inhaled, oils—where some don’t.
- Now that this stuff is legal, finding enthusiasts is easy to do. And they’re a unified group. You take care of them, and word will spread.
- We’re starting to see carrier activity with regard to business insurance on cannabis distributors, but you really HAVE TO KNOW where to look.
Last time we checked…
NOBODY has approached these dispensaries with an offer of guidance, for the company, or their customers. This is a brand new and quickly growing market. They’re a really fun group to talk to.
NOAH Cigar Smoker?
Yelp tells us there are 57 Cigar Shops in the SF Bay Area, but that’s just the tip of the Montecristo, if you will. Many of these are destinations. Aficionados hang out in them, for hours at a time, smoking, and talking, and talking about smoking.
And every single one of these folks can probably qualify for a ‘nonsmoker’ rate on their life insurance.
So you have a captive audience. Rooms full of people who probably need your help. And shops, with windows, windows with space for signs for your services.
- Again, this is a captive audience, easy to find, and often in no hurry to be somewhere else.
- The cigar world is its own little universe. There’s a culture, a language, an entire community. They will welcome you in. But you should learn the ‘cigarspeak’.
- Creating a marketing platform around this Noah piece can be effective, entertaining and fun. Many shops are open to any service that strives to help their community. And some carriers have marketing pieces already available.
- In addition to Cigar Aficionado magazine, there’s also Cigar Advisor, Cigars Magazine, Cigar Snob Magazine, Cigar Journal—the list goes on and on. Great source for advertising, even an article.
- Let’s not forget: This can be an expensive hobby. Cigarists are often older and wealthier. A great segment when it comes to life insurance referrals.
Last time we checked…
www.lifeinsuranceforcigarsmokers.com looks available.
There’s a lot of competition among carriers when it comes to cigars. Some carriers see this as a real niche, where others shy away. Your odds of finding a typical cigarist a better policy are excellent.
NOAH Business Owner applying for an SBA loan?
I think this could be the best opportunity of all. I just don’t know exactly how to get you there.
Fact is, we see this ALL THE TIME. A business owner needs a loan, for whatever reason—growth, expansion, a move—whatever.
So they apply for a loan. Mind you—they NEED this money to LIVE THEIR DREAM. Needless to say, they’re always extremely anxious.
Near the end of the process, the lender informs their client that the lender needs collateral for the loan, usually in the form of a life insurance policy. Then……and only then…..the life application process BEGINS. And nobody is happy.
- These cases are everywhere. There is a huge need being unfulfilled. The key is to convey the need in the beginning of the loan process, not the end.
- Do the market research. Navigate sba.gov to look for opportunities.
- Work with lenders. Lending companies. Local banks.
- Familiarize yourself with “drop ticket” methods for securing policies quickly. Some carriers offer a variety of plans and application processes.
Last time I checked…
This one is close to our hearts here at H.D. Mooers. We lost Don Mooers way too early due to diabetic complications.
But we learned something. We learned how to place diabetic risks better than anybody in the industry.
The truth is, there are a TON of diabetics out there who think they can’t qualify for competitive insurance rates, and nearly all of them are wrong.
This is a noble NOAH program. If you are a diabetic, or know a diabetic, you are ready to help these people.
- Underwriting diabetics has come a LONG WAY over the years. Most all of them were once declined for coverage, but now some of the toughest cases can get placed, and many qualify for Standard rates. They just don’t know that…….yet.
- Finding them can be pretty easy. We’ve actually done that successfully here at HDM, and can help you do it, too.
- We can teach you how to become the expert in this field.
Last time I checked…
- There’s actually a bit of a presence of ‘life insurance for diabetics’ specialists on-line. But you can do a better job.
- Have you ever heard of “Diabetes Self Management” magazine? Well, now you have. And we’ve been published in it. We can help you.
- The American Diabetes Association has A BOATLOAD of events where you can volunteer or advertise.
NOAH Property & Casualty Agent?
This NOAH Program is an absolute GOLD MINE. Just one of these referrals, executed properly, can provide you with a steady stream of willing clients.
Why? Because you’re helping them. You can increase their client retention, diversify their revenue and create a profit center for BOTH OF YOU.
Odds are a P&C firm’s commissions are coming down. Their market is more flooded than ours. They want to provide full and complete services to entire businesses, from the CEO on down.
And they have a LIST of clients to share—like you do.
What’s more, we’ve got a TON of material on how to approach this sector. This really could be the one.
- These guys are EVERYWHERE. Some have a ‘life department’ you can work alongside. Some have a ‘life person’ waiting by the phone. And some turn life business away.
- There’s a language to learn, and a proven method to spark interest. Whether it’s Commercial Lines, Personal Lines or Business Solutions—we have everything you need to Build Your Brand.
- The trust is there already. These aren’t cold calls. They’re not warm leads. The referrals could not be more solid—these people already trust these agents, and look to them for insurance guidance.
Last time I checked…
Working with P&C shops may not be a new idea, but it’s a GREAT IDEA. These firms are looking for help. We talk to them almost every day. And with some of the new e-app processes, the time is perfect.
NOAH Big Person?
Ah, the Good Ol’ Days.
We used to send all of our heavy people to a carrier called First Colony Life. They had the most aggressive build tables in the industry, by far.
Know why? Partly because of their mortality studies, but partly because the President and the CEO, years and years ago, weighed a combined 750 pounds.
Alas—those days are gone. But there are still aggressive offers out there for the bigger folk. I have a case on my desk right now where we’re looking at Standard rates on a guy who weighs over 300 pounds.
- I’m going to hold off on any suggestions about where to find this group of people. Suffice to say, like other NOAH Programs, this is a group that tends to meet together, talk together, and support each other.
- The real opportunity here is two-fold:
1. This may be a group of people who believe, and have even been told, that securing a competitive rate on life insurance is impossible. It isn’t.
2. This is a golden opportunity to review existing coverage. Not only does weight vary with each individual, the carriers vary quite a bit in their guidelines. It could be that the client is simply with the wrong company.
- So think “big picture” with these clients. Remember—Build Charts are guidelines, not rules. Look for positive credits—good blood pressure and cholesterol; regular exercise; compliance with doctor’s orders.
Last time I checked…
Many carriers are constantly revising their Build Charts. If you find a policy that’s even just a year old, take another look.