Peri Lane

About Peri Lane

Posts by Peri Lane:

October 15, 2019

NOAH Diabetic

NOAH Diabetic?

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.

H.D. Mooers can help.

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.

Resources

Carrier Grid

Field Underwriting Guide

October 15, 2019

NOAH Property & Casualty Agent

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.

H.D. Mooers can help.

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.

Resources

Field Underwriting Guide

October 15, 2019

NOAH Big Person

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.

H.D. Mooers can help.

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.

Resources

Carrier Grid

Field Underwriting Guide

October 15, 2019

NOAH Winery Owner

NOAH Winery Owner?

Well……….sure.

We admit it.

This one can be kinda fun. Finding clients is pretty easy—they open their doors to the public regularly. “Customer Research” tends to be a truly pleasurable experience.

We’re not necessarily suggesting you bring up the topic of mortality while tasting a crisp chardonnay while wine tasting.

But there is a very legitimate market here—needs that aren’t being addressed—and yes, they’re easy (and fun) to find.

Wine Country is its own, tight-knit community. They have a region, they have a language, they have a product, and they have a process. Learn it.
You will NOT be the first insurance agent to try to get their attention—wineries need all types of coverage. But if you do your research, you’ll find that sometimes, their most valuable asset—the PEOPLE—aren’t covered.
The business side of a winery can be unique. These are often family businesses, concerned about legacy planning; in an industry subject to the whims of nature.
Many wineries employ ‘key people’. Specialists, scientists, salespeople who the owners will want to keep, if at all possible.

H.D. Mooers can help.

Last time I checked…

lifeinsuranceforwineries.com was not taken.
There are MANY brokers and agencies who are experts in insuring wineries—a simple google search will tell you that. But very few have a ‘life person’ on staff, and they’re missing the boat. Work with them.
Family businesses NEED OUR GUIDANCE.

Resources

Field Underwriting Guide

September 9, 2019

NOAH Private Pilot

NOAH Private Pilot?

If you’ve ever said you were “leaving the FBO headed to the apron after checking the met and preparing
for crosscheck”, then a. You sound really cool, if you ask me, and b. You just might understand the language of the private pilot.

I LOVE this Noah Program, for a bunch of reasons. For starters, most private pilots should have a healthy amount of life insurance. It can be a risky hobby. In addition, many in this world have a higher ‘premium tolerance’—this isn’t a sport for the masses. These suckers are expensive. But perhaps the biggest reason I love this program is the OPPORTUNITY.

So here is…

As mentioned above, this is a fairly small group of individuals, but there’s a very real need for
coverage, and chances are, a very real level of premium tolerance.
Most pilots don’t have the right coverage. Flying has so many variables—is the client ‘instrument rated’? Do they fly for pleasure only? What type of license do they hold? What’s their experience level (in hours)? How about their anticipated hours? With all these questions, and the changing dynamic, many policies are not the right fit—and thereby ripe for a review.
Have you ever heard of the AOPA? Neither had I, until Google helped me about 10 minutes ago. It’s the Aircraft Owners and Pilots Association. And you’ll never guess what they have…they have
- Meetings!
- And a website!
- And a magazine!
- And links, like crazy, to other groups, clubs and associations!
I think I know where to look for private pilots, incidentally…

H.D. Mooers can help.

Last time I checked…

Regional airports were a really cool place to visit. Bring your kids. Talk to the staff. Have a sample ad
ready to show them. Experience as a pilot yourself is helpful, but not necessary. This is a group that
couldn’t be easier to find.

UNDERWRITING NOTES:

Private pilot clients can qualify as preferred if they:

Meet all preferred criteria and other criteria described in Underwriting Guidelines, have an instrument flight rating or 1,000 total flight hours, fly between 25 and 250 hours a year in the U.S. and Canada, demonstrate a clean motor vehicle record, and are under age 70.

RESOURCES

September 6, 2019

NOAH Soldier

NOAH Soldier?

This is a big group, and an honorable group, and a group that deserves your time and attention. Many carriers will offer VERY aggressive rates to active military personnel. And at least part of the reason is out of gratitude and respect—it’s one of only a few places where carriers respond not just with morality rates, but with a conscience.

Many active military automatically receive SOME life insurance while they remain ‘employed’, but it’s often not enough to take proper care of their family.

More importantly, most active military probably assume that they can’t get ‘civilian’ life insurance. But nearly all of them can—and again, at a competitive rate.

Carriers tend to view these risks quite differently, so do your homework.

Like other groups in the NOAH Program, military personnel talk to each other. They live
together. They work together. Their families eat and pray together. Finding them is easy.
Establish a connection. This is an ideal NOAH Program for those with their own personal military
background. That builds trust, almost automatically. Show them you understand, because
you’ve been there. Speak their language.
Reach out to the BENEFICIARIES, more than the insureds. Offer to help them review their
coverage, objectively, without obligation. They worry—so help them.
Build your own personalized assistance packet. Talk about the coverage they already have,
show them calculators to determine if it’s enough, and build a questionnaire, based on the
homework you’ve done.

H.D. Mooers can help.

Last time I checked…

www.lifeinsuranceforsoldiers.com wasn’t taken. So if you have some experience, can talk the talk,
and have a genuine desire to help these HEROES…..what are you waiting for?

Resources

Field Underwriting Guide

September 6, 2019

NOAH Police Officer

NOAH Police Officer?

Police officers put their lives on the line every day. They turn in to hostile situations. It’s their job to catch the bad guys, some of whom have guns.

Does that make them an increased risk for life insurance?

It sounds like it, but the real answer is NO. Virtually all of our carriers at H.D. Mooers and Company will write Best Class policies on cops, with very few exceptions.*

But guess who doesn’t always know that?

That’s right—the officers themselves. And perhaps more to the point, their spouses and families.

Spread the word. Do you know any cops? (Alas, I do, for all the wrong reasons, but that’s beside the point). Do you know anybody who knows any cops?
REACH OUT TO THEM. It’s true—the fact that they can qualify for the best underwriting category is a bit of a secret, unfortunately.
Talk to their spouses. It’s not easy being married to a cop, we’re told. There’s an element of fear there that isn’t attached to most occupations. YOU can help ease that fear when you tell them that according to the insurance companies, they’re not an increased risk.
These people talk to each other all the time. They have groups. They have meetings. Perhaps you could participate. Learn their language, learn their fears, and help them out.
Most police officers don’t have as much insurance as they should. Or want. Supplement that.

Last time I checked…

I just typed in www.termlifeforcops.com, and nothing came up.

*Exceptions sometimes include SWAT teams or those frequently in policy helicopters. But most of the time, we can write those, too.

Resources

Field Underwriting Guide

August 28, 2019

We Treat You Life Family

We Treat You Like Family (in a good way, I mean).

Because sometimes, you are.

Got this one approved the other day, which is nice, seeing as how the application was signed in March. First, it was declined for financial justification, but we got creative and worked through that.

The underwriter asked for a missing pathology report, and an Alcohol Use Questionnaire. So we waded through the 471 page medical file. We found the path report, and found ZERO alcohol criticism. We let the underwriter know, and later that night, the file was approved.

The premium is about $40 a month. Did we lose money on this case? Did the broker? You might say so. But it was his Mother In Law.

Imagine how hard we fight for your big cases. After all……we’re family.

August 21, 2019

NOAH Scuba Diver?

My friend Monty is an avid SCUBA diver, and he’s constantly trying to get me to join him. Don’t get me wrong—I LOVE the ocean; I call myself the Sea King. Still, the thought of dressing up like a seal, and proactively choosing to load my body with weights so I can sink down to a shark’s living room has yet to appeal to me. But over a million people dive every year, and the vast majority of them can get an aggressive offer on life insurance. Creating a niche in this market is easy…..especially if you dive yourself.

Learn the guidelines. Carriers vary in how they underwrite SCUBA. Everybody wants to see certification and experience. But it goes beyond that—significant factors include average depth, maximum depth, frequency of dives, and the purpose of the dive. (Hint: diving alone, deep, at night, for treasure might be a problem.)
Find the groups and get involved. These clubs are everywhere. They meet all the time. Heck, go to Monterey for the day and look in the darn water.
Teach them. Many divers think they’re hobby means a good rate on life insurance can’t happen, but that’s simply not the case for the vast majority.
Build a personalized questionnaire. Become the expert, and you’ve built the niche. HD. Mooers can help.

Last time I checked…

www.lifeinsuranceforscuba.net* wasn’t taken. And we can steer you in the right direction when it comes to building a website.

*(like how we changed it from “.com” to “.net” there? You know, for the whole fish connection?)

UNDERWRITING NOTES:

Most average, recreational divers are Standard or better risks.

Rating $2.50/1000 to decline: Depending on the combination of depth (>120 feet), experience and technical diving SCUBA history combined with medical ratings >200% due to CAD, cerebrovascular disease, obesity, respiratory disease, and psychiatric illness are usually declined

Resources

Field Underwriting Guide

Prudential Guide

August 16, 2019

Our Favorite Case of the Year

This one was downright FUN.

Chris is an extremely healthy and successful Silicon Valley executive. His Start Up company is poised to change his industry forever—it just hasn’t happened yet. The company wanted a $6M Key Man policy.A brief history of some of the hurdles we overcame:

He likes to do “poker runs”, where he and his friends take their super-fast speed boats out on the open water in what can be defined as races.
He likes to SCUBA in places like Thailand, French Polynesia, the Caribbean, Micronesia, and Fiji. (I’ve never even HEARD of some of those).
He had a “whole in his heart” fixed LAST YEAR.
Oh, and the company is ‘losing’ millions of dollars a year.

But we pushed, and pushed, and pushed. Working closely with the agent AND the client, we uncovered more and more financial information, and went back to the underwriter no fewer than 6 TIMES before she changed her mind. We put the policy in force, at a Preferred Non Smoker rate.

HD Mooers and Company is a small agency. It’s what makes us BETTER. We will do WHATEVER it takes to place your case.