Sign Illinois Banking Living Will Secure

Industry sign banking illinois living will secure

okay good morning thank you so much for coming on this morning today we're just going to be talking a little bit about the company security national life and how by writing business with us it will benefit you so and you know the one reason i like to do this training is because i know a lot of times there's agents out there maybe you're contracting with us maybe you don't know everything about us maybe you haven't heard the whole story uh i i just i want to throw everything out there so you know what we have and what we can offer uh to maybe even help you be a little bit more successful so for those of you who don't know me uh my name is adam berson i'm a sales director with security national life out of a suburb of chicago illinois i cover the midwest a good portion of the midwest and even some surrounding areas and i've actually been in the final expense business now for 18 years uh pretty much my whole career has evolved around final expense and uh i was hired by security national life in 2015 so i've been here about five and a half years and uh i am an employee of the company we we do have a about eight or nine employee managers and kind of a unique situation with us uh but our main job is to recruit trained mentor agents to see to it that you have a long term successful career in the final expense business and with security national life uh and i still produce i i still go out in the field and and run leads i've also been testing our tell sales platform so uh we still have one more full week to be able to produce to do whatever you can to get out there hit it hard earn some good bonus money and i'll be getting into the details of that in a little bit uh number one so far for the contest fred e 11 915 thank you fred robert b just a little bit behind him 11 339. fred k uh 8 542 some pretty familiar names on here almost every week i see the same names on here uh tom l 8 291. marilyn n 7 230 melvin j 6793 ty w 6239 michael c 5897 maria c 5763 and then sean h at 5746 now this is just in my region this is not company-wide so if you're tuning in and maybe you're not with me uh well that could be why you're not on the list so but anyways thank you everybody we really appreciate all of you and uh whether you made the list or not like i said just work on hitting it hard and trying to have your best week either excuse me best week ever beginning now uh cutoff time for the contest will be next friday at uh 11 30 a.m central sorry about that sorry about the background noise uh amazon showed up in my house and my dogs are going nuts so sorry about that so if you're a new agent and uh you're just getting started with us you're going to want to check out my website adamversand.com uh scroll over to the training section there's a whole bunch of good videos on there that you can watch and learn that that get into the benefits of writing with us kind of like what we're going to be talking about today but also uh underwriting products there's presentation videos on there for field sales also for telesales there's scripts on there that you can download and this is just all free content that's available for everybody so check it out and it'll help you especially if you're new in the business uh i always tell people there's really no need to reinvent the wheel i've been doing this a long time uh i've already kind of done all that trial and error figured out what works figured out what doesn't all you got to do is follow a system that that's been proven to work and and it could get to the point then that you do so well that you're going to want to teach others and maybe build a team and i mean we are a smaller company there's plenty of room for growth growth so those opportunities are definitely available so like i mentioned today we're going to go over the benefits of writing with security national life we'll talk a little bit about some facts about the company so you know who you're working with we're going to go over your contract and your renewal structure and how how that works what a very brief rates and underwriting overview we're not gonna really dig deep into it today but just so a brief summary of uh of how our rates and how our underwriting is and like i mentioned just the benefits of doing business with us uh we'll talk about the different sales methods field sales telesales that's now been around uh for about a year we're going to talk about our lead program and how activity is really the most important thing in this business having a steady flow of leads and if you use our lead program properly you'll be able to double up on your activity so if you're used to working 20 leads every week you can spend the same amount of money as you're used to spending on leads and now you're going to have 40 people to see every week so we're going to kind of talk about that how that works and that's how you're just going to be able to write more business and make more money and we're going to talk about the different contests incentives different awards these are all reasons why i came on board with security national life after being with another company for 11 and a half years i loved all the different incentives that we had to offer more than just one contest to work towards a trip i mean there's just so much more that we have to to work towards and it's motivating i know all agents they like to be rewarded with with more than just a nice commission so that's what we do throughout the entire year we have so many different contests so many different incentives that you can work towards so we're going to be going over that too in a little bit so a little bit about our company we have been in business since 1965 51 year i'm sorry 56 years now our home office is located in salt lake city utah and we are a publicly traded company we're on the nasdaq our tag is snfca if anybody ever asks you about our company rating or uh how we're looking financially well all of our financials are public information so they can check us out and we're doing pretty good we currently have a little over 1.3 billion dollars in assets that does make us a smaller company when i started here five and a half years ago our assets were about half of that so i mean we have doubled in size in the last uh five and a half years so like i said we're definitely heading in the right direction and a lot of this has to do with you guys the hard-working agents that are going out there right in business for us so thank you for that and like i said that's really why we're growing is because of the agents that are out there that are that have their faith in us and are using us and i'd say we're pretty easy to do business with uh i think the small company feel is really one of the main reasons why it's not hard to get a hold of people at the home office it's not too hard to get a hold of me you ever have questions you need anything i mean i know there's companies out there where you might be in a home your client has a question and you're just not quite sure how to answer them where maybe you need to call in to get an answer and some of these companies they might have you on hold for a half hour and to me i mean i think you'll lose all credibility with that client you'll probably end up losing the sale that's not going to happen with us that small company feel you're always able to get a hold of somebody you'll be able to get a hold of an underwriter when you need them usually very little or no hold times whatsoever so they're there to help you when you need it and the agent hotline is 855 snl4 snl six 765-4765 there are option you know i hit option one for this option two for that but it's going to take you to the proper department and like i said hold times are pretty minimal if any so let's talk about your contract and your renewal structure our agents are fully vested from the very first day so your business is your business we hope it's a long lasting relationship but for some reason if things don't work out you're not going to lose what you put into this and renewals are paid for the life of the policy so now the renewal percentage is higher years 2 through 10 it does drop down significantly after your year 10 but the renewal is for the life of the policy so as long as your policy holder is making their premium payments you'll be getting paid in that policy for the rest of their life and our eft pack commission advances are paid daily if you wrote a piece of business on monday morning submitted it right away it's going to get issued monday afternoon they're gonna push your commission through on tuesday and it would show up in your bank account on wednesday so it doesn't take long to to get paid our cutoff times are uh 12 30 in the afternoon eastern 11 30 a.m central uh that's the cutoff time for submitting new business where it would be keyed in that day so if you submitted a piece of business after the cut off time then you're just looking at another day out so if you submit something let's just say you submit something monday afternoon well then they'll key that in on on tuesday they'll push the commission through on wednesday and it would show up in your bank account on thursday so again it doesn't take long to to get paid which is important uh i mean we all want to make money but again this is a lead driven business you got to have money to invest in your business as well our maximum advance is twelve hundred dollars per policy i look at that as a positive not a negative i've seen companies out there whose maximum advance is seven hundred or eight hundred dollars per household you could write four or five applications in one home and all those companies are gonna advance you seven or eight hundred dollars uh ours is per policy and it's twelve hundred dollars honestly when our average premium is around 55 or 60 dollars a month there's not many cases where you're even gonna cap out at that max advance and then you would just be paid as earned on the difference so 1200 up front and then you just be paid the difference as earned i might have had a question come in here let's see someone asked when commission is paid we pay our commissions when the client pays their premium okay so when the client pays their premium hold on one second here i'm having an audio issue here give me a second here okay i think we're good now sorry about that uh yeah we pay the cl we pay you when the client pays their premium uh personally i think that's the safest way to do it uh we're dealing with people that are on a limited or fixed income each month and i mean if you think about it i mean the reason they need this insurance is because they're not the best with their money they don't have money saved to pay for their funeral or their burial any of those expenses and i just to me if if we paid paid you when you write that app you might write that app today and the premium might not even be set to draft until the 3rd of april well i mean your client might not even remember that that this is set to draft on the 3rd of april they might have an issue with their bank they end up changing account numbers who know what's what's going to happen in the next 30 days so we pay you when the client pays their their premium and i just i think that's the safest way to do it uh where you're not going to have to worry about nearly as many chargebacks on an initial draft and a credit card debit card direct bill are all paid as earned so we still accept those methods of payment i always tell people as long as you're writing good quality business with us too go ahead and write that business but if your only plan to use us is to write credit and debit card business you might as well not even waste your time because your persistency is is not going to be very good and more than likely you won't be here long because of that because we do care about persistency we care about quality of business so if you're writing enough good business checking savings go ahead and write the credit debit direct bill because because you're still going to earn lead credit you're still going to all that business is still going to count towards all the different contests and other incentives that we have so write that business but only if you're writing good business with us too metabank uh is a prepaid debit card you may have heard of it before uh i think like uh like a netspend debit card is usually through metabank uh we do not uh we do not advance commission on the meta bank accounts either see like if you see a meta bank card well there is an account and a routing number associated with that cart but and you can plug in the account and routing number on the app the client will get the discounted rate but we are just going to pay you as earned on it because we we treat that just like a typical debit card or credit card where that quality of business that client has to has to load that card up usually manually and that's just an extra step if they don't load that card up well then when we try to hit that card for the premium it can get declined and well then you'd be worrying about chargebacks so that's why we do not advance on credit debit or prepaid debit cards that do have an account or routing number associated with them our as earned are months 10 11 and 12 and our renewals are paid once a week i love how we pay our renewals because i know how important cash flow is when you've got to purchase leads on a regular basis so i was talking to someone last night actually they're just getting started with us and i mean when you first start things sometimes it kind of takes a little bit of time for everything to kind of fall into place and really i think probably the first year in this business is the hardest but after you have that first year in the business well then you start having the renewals kicking in and then you also have a lot of 10 11 month 12 income coming in as well uh and and we pay that we pay that business we pay the the commissions on that business once a week based off of the due date of the policy so it helps with the steady cash flow you have a bad week well at least you still have some money coming in where you can purchase some leads to keep your business running and lead credit i'm going to talk about our lead program here in a few minutes but our lead credit it's a bonus on top of commissions uh we do not 1099 lead credit so it's a bonus it uh it adds actually it really if you think about it it adds a few percentage points to your contract because as long as you're utilizing it and you're using it uh it uh again we're not taxing on lead credit so it's not counted against your income you don't have to pay taxes on it we do not have restricted territories if we are licensed in the state that you want to write business in you can write that business i've seen some companies that are super territorial where for instance uh i know a company where like i'm in illinois and uh missouri like st louis you cross a bridge and you're in missouri i know a company where you might have a client in illinois and they might have a relative in st louis and they want you to go help that person i know companies that won't allow you to do that where you'd have to send that business to another agent to write to me that's not fair that's your client you should be able to service them and their family so we do not have restricted territories if we're licensed in the state that you want to write the business and go ahead and write it as long as you're licensed in that state as long as you have a resident or non-resident license in that state you might be wondering how our rates are honestly i think our rates they beat out most of the competition i know there's different rate calculators out there outside of like our company's rate calculator where you can plug in different ages and scenarios and and get different quotes and they might list a handful of different companies we are usually like in the top three or four uh sometimes even maybe one or two based on the age of the client and the face amount so our rates are very competitive it's very difficult to replace us and i know that because i've been here for five and a half years and i haven't had one policy replaced on my own personal business it's not like i've only written 10 apps since i've been here i mean i've written a ot of business but none of it has fallen off due to replacement in the five and a half years i'm very proud of that i of course i've lost business due to people that just can't afford to keep up with their payments things like that that's business that i would lose anywhere but just the fact that i'm not losing that business due to replacement my persistency it hangs right around 90 uh and you know what our region our region's persistency is usually between 85 and 90 percent it's almost unheard of in final expense we're talking hundreds of agents in my region our persistency is over 85 percent uh and this also the fact that our rates are as good as they are it also leads to having minimal chargebacks like i meant mentioned i'm not losing that business due to replacement uh another thing that helps is the social security billing we'll talk about that too but your renewals they're going to accumulate faster because your business is going to stick i mean the last thing you want to do is be right in business with a company whose rates are just not competitive because you're just asking for that business to be replaced this market is highly competitive right now so you don't have to offer the absolute lowest premium out there but as long as you're good enough where let's just say that person has a birthday as long as once that person has a birthday another person can't come in cheaper you should be okay and that's one thing i've noticed with us once somebody has a birthday with us it's uh it's very difficult for someone to come in and try to replace it because they're a year older and of course the premium is going to be higher so you might be wondering too how our underwriting is and we we can ensure almost anybody there's not many scenarios not many health conditions that we are not going to take uh this is actually the list of uninsurable conditions uh if you're current and in my opinion these health issues i mean we're talking about some pretty serious health conditions where honestly again when we care about quality of business you should care about quality of business too and if you're writing someone that is in just really awful health i mean i hate to say it they might not live a long time and then you're setting yourself up for a charge back so but our uninsurable conditions i mean if someone's currently in the hospital that's very high risk if they're in a nursing facility or if they're receiving hospice care or if they have within the last 30 days if they have aids or hiv that's another condition most companies are not going to take if you're currently being treated for cancer i mean pretty serious stuff here als hepatitis c cirrhosis cystic fibrosis brain aneurysm or an organ transplant these are some conditions i mean i don't know i don't know the severity of of all of these but honestly these are conditions it's not like i'm running into these kind of conditions on a daily basis uh these are uninsurable uninsurable conditions that we're not going to take them it's it's not affecting my business because how often do you run into somebody that has hepatitis c i could probably count on one hand in 18 years how many times i've run into someone who's had hepatitis c so it's not like these are conditions that you're running into all the time dialysis we used to take dialysis modified but it is a decline now and i know dialysis is a decline with most companies uh alzheimer's or dementia same thing i mean we just we can't really tell the how far along the person is with their illness when it comes to alzheimer's or dementia uh and i know most companies that's a decline too i think it could be for just legality purposes too if the person is is uh has dementia i mean they might not even remember what they what they did or that they took out a policy i mean it's kind of sad but it's the truth if you are unable to care for yourself we're talking about the adls feeding bathing dressing toileting if you can't handle those sort of things well unfortunately we are not going to be able to insure you now these are some conditions that we will ensure maybe some companies will not uh congestive heart failure i've seen a lot of companies that decline congestive heart failure we will insure somebody with congestive heart failure and other heart diseases remember we won't take somebody if they currently have cancer but we will insure them once they're 90 days cancer free i mean that's not a bad look back just once you're 90 days cancer free you can take out a policy with us kidney disease and liver disease that would be of course these are conditions that would be modified but at least we can still help the client lung disease copd emphysema brain tumors brain disorders and stroke patients people who are on oxygen i've seen oxygen as a decline and uh you know right now even with covid a lot of people have been put on oxygen uh in severe cases maybe they end up in the hospital and they put them on oxygen and it might only be short-term but it doesn't matter i mean most companies are looking back two years if someone was on oxygen doesn't matter regardless of what kind of health condition a lot of companies aren't going to take them but we will we'll take somebody even if they've been on oxygen uh within the last two years it would be modified but we will insure them and our issue ages are zero through the age of 90 years old we do have a couple different products our main product goes ages 40 through the age of 90. that's the simple security plan uh and then our secondary product is the security care plan that plan once you're 30 days old your parents or grandparents can take out a policy on you the parents would have to sign but but but yes uh once you're 30 days old you're able to get coverage with us and give me a second i think i might have had a couple questions come in i just want to take a look real quick someone asked about people under the age of 50 on disability yes of course uh they can they can take out a policy with us now for telesales our current product that's available for telesales is the main product the simple security plan that's the plan that starts at age 40. so if you're doing telesales currently the only option is ages 40 through the age of 90. and our product it's a very simple application really all of our products a simple two-page application face amounts up to 35 000 and final expense i couldn't tell you the last time i wrote a policy over 20 000 honestly i mean most of our clients that's all they're really looking for but we will go up to 35 000 at certain age groups we do have accident and child riders available and our qualifications are just based off of answers to the health questions along with running a prescription check that's it uh we do not run an mib so that's something too that maybe makes us a little unique i know most companies are running mibs but we do not we found that we can really find out a lot about somebody based off of the information that's provided in that prescription check we can actually see what kind of doctor prescribed the information so if somebody's taking let's just say a medication that could be used for blood pressure but it could also be used for the heart well if it's prescribed by a cardiologist and they're taking like a handful of medications for the same there's a good chance that they have a heart issue so but we do take your word for it in most cases i would recommend though i mean we we we really asked for you to to list the medications on the app uh because of all these multi-purpose meds the more information you can provide to us the the higher the likelihood that that piece of business is going to get issued the way that you're assuming that it should we do have an instant decision with our e-app and now our e-app it is uh it's listed on the website is the telesales web application uh it can be used for telesales but it can also be used out in the field so i hope we change the wording on that so agents realize that you can use our telesales app out in the field and you would just hand the phone to the client to do the phone verification and i'm going to explain that in a minute too how our telesales process works or or or field sales using the the e-app and our business is issued very quickly usually within 24 to 48 hours the only time the only time i've seen business take longer than a day to get issued is usually if if the agent makes an error on the app if you are filling out a paper app and maybe you forgot to check a box uh just little things like that i mean that's usually the only time it takes longer than a day to get that policy issued uh i already kind of went over the cut off times i mean if you wrote something and submitted it before 11 30 in the morning central more than likely it's going to get issued that day within hours and uh so like i said the only time it takes longer than that is if you submit it after cut off uh where you're looking at another day out or if there's just errors on your part where you maybe you just did not complete the app properly maybe you uploaded a paper app and the the quality of that document just is not good uh maybe you use the camera on your phone and there's a lot of background stuff maybe they can see like your pen sitting there and a notepad well that's not i mean it's a legal document the application we need a nice crisp copy of that application there's apps that you can get on your phone there's adobe scan there's uh i forget there's another one cam scanner that works that it uses the camera on your phone it'll create that nice crisp document and then you can upload it on our website so that would that's what i recommend but that's again that's the only time it takes longer than a day for the business to get issued i do notice that periodically though where i see notes where the quality of the business like they say that it's like too dark or too light or they just can't read it use one of those scanning apps or buy a scanner how much is a scanner like 40 dollars get a scanner and just do it properly i think it's important to keep record of your business anyways so if you're scanning your apps you can at least maybe create a folder what i use is google drive i have google drive and uh i'll use the the scanning app on my on my phone but then i can i can also upload that to my google drive and i can keep record of that so when i have a client that calls me and they have a question about their policy i can go right back to the app i usually save the file as their their like their their name their first name their last name and then i can search for their name and find the app and usually i can answer a lot of questions for the client just based off of the information that's on the app i mean they might be wondering who they set up as their beneficiaries or how much coverage they have just little things like that where if you have that information you're not going to have to call in with them to the home office so keep record of your apps it's gonna make your job a lot easier for future business we also do have draft dates to accommodate uh social security deposit dates and days that's very important most of our clients are are set up where they're receiving their social security either on the first the third or the second third or fourth wednesday and they're receiving it through deposit into their bank account so you want to make sure to set draft dates to coincide with when your client is receiving their social security if they tell you that they want their draft date for the 15th well the next thing you should be asking your client is uh well do you get paid on the second wednesday because that's probably what they're thinking they get they're thinking they get paid in the middle of the month because they get paid on the second wednesday but the second wednesday could fall on the eighth if the first of the month is on the first so at least we are able to uh to set the draft to coincide either on the second third or fourth wednesday and uh and then like i said that's important also the first or the third if they if they tell you to draft that payment on the fifth you might wanna ask them well do you get paid on the first or do you get paid on the third now we will draft the premium when they receive their social security what i mean by that if they are set up let's just say they're set up where they receive their social security on the first if the first falls on a saturday they will actually receive their social security on the last business day prior so they would receive their social security on that friday we can draft we're going to draft that premium on that friday that's how our social security billing works so before they can touch their money we're going to draft that premium and i love that because again i hate to say that our clients are not the best at managing their money if if we set that payment for the first and the first was on saturday and we didn't draft that premium until monday on the third there's a chance the money might not be there they might have pulled that money out of the bank over the weekend so that's why i like how we draft we're going to draft that before they can touch their money this payment is going to be made for them we also do accept the itin number and what that is if somebody doesn't have a social security number uh they they may have a itin number it's just it's like a tax identification number i believe it the number begins with a nine uh it's a nine digit number and you can plug that number in in the social security section i'm sorry their social security number uh so rather than plugging in their social security number you can just plug in the itin and someone asked a question back to underwriting about mental health bipolar or if they've been hospitalized for a suicide attempt in the last five years bipolar is actually preferred with us schizophrenia or more more significant mental health disorders would be would be modified another one that would be modified would be major depressive disorder and that's on the app if you look at it uh any now not just if somebody's taking a medication for depression it's more like if they've been diagnosed with like again uh uh what did i say it's called uh uh depressive disorder whatever yeah if uh if they've been diagnosed with that then uh then uh then it would be modified suicide if they're currently suicidal we're not going to take them but outside of two years any any kind of suicide attempt or anything like that i mean if it's outside of two years they should be fine but yeah currently suicidal that's a decline we're not even going to take that so i hope that answers your question and like i mentioned earlier please list all medications the the more you list on the app the higher the likelihood that piece of business is going to get issued the way that you're assuming that it should and then i'm just going to kind of brief breeze through this here we accept all payment methods checking savings direct bill debit credit visa any credit card also direct express direct express is that government issued debit card i know you're going to run into it out in the field if you're new i guarantee you'll run into that card out in the field at some point uh a lot of our clients if they don't have a bank account where their social security is deposited to well social security no longer mails a check to them they sent them out these direct express debit cards and they they put the money right on that card so we do accept it but again the premium payments are higher on direct bill and credit cards uh ultimate goal try to get that business to be drafted out of a checking or savings account if they just don't have an account like i said earlier as long as you're writing enough good quality business go ahead and write that debit and credit card business too so we do have two different tell sales options and i just wanted to kind of go through those with you real quick we have the uh the the preferred method which would be using the agent portal where you would uh let you're just gonna you're gonna have a client on the phone you're gonna go through a presentation they're gonna say yes i want the policy everything looks good yes let's go ahead with the 10 000. well then wh t you would do is you would log in to the agent portal and you would click on new business and then you would click on the telesales app and you would just go through the tell sales app you would complete everything online and then you would submit it once you submit that app then you're going to conference in the home office now this method can only be used during business hours and i'm hoping that we will extend our hours for these phone verifications at some point because this method is a lot easier than optical uh now let's just say that you prefer using this method and maybe you're talking to somebody after business hours you could still submit the online application but it would require an another phone call back to the client now the home office they will try to make some attempts to call the client to get the phone verification done me personally i prefer to be the one in control and if i write that app on a weekend and i just feel more comfortable using this method i'm going to let that client know that i'm going to be calling them first thing monday morning to get that phone verification done i just want to make sure to get it done i don't want to put that on the home office and have to depend on them calling my client i would rather get it done just so i know that it's gonna get done quickly and that that business is going to get issued quick quickly when we're dealing with people on a fixed income we want to make sure that we can draft that premium as soon as possible while we know the money's still there so uh so yes uh you can use this method after normal business hours but you would just have to get that client back on the phone at a later date to get the verification done now if you feel like maybe you barely made the sale and you're a little worried that if you use this method you might have trouble getting a hold of that person again then don't use this method use optical uh optical is a completely paperless process now i do recommend i mean you're gonna have to have information to provide to optical when you call in so i do recommend filling out a paper app you don't have to submit that paper app it's just for your own reference and for your own records you can you can scan that and save it for your own records but uh optical's hours you'll notice uh i mean 6 30 in the morning mountain standard time so that is 7 30 in the morning central to uh that this should say a.m not pm uh to one o'clock in the morning central time to midnight mountain time so their hours are very good uh and like i mentioned that's a method that you can use after business hours where security national life is not open you do have to prepare yourself and the client for the fact that it's not a very quick phone call optical is reading every single word on that application like i mentioned you don't have to submit anything it's a completely paperless process but they're reading that app verbatim every single word on that app so it's a lengthy process i've seen those calls go a good half hour so you just have to prepare the client let them know it could take a little bit of time but at least we will know at the end uh that you will qualify and be covered right away so so optical after normal business hours during normal business hours use the online app it's just so much faster the phone verification with the home office it's like a five minute phone call if that it's it's very quick they're not going over all the health questions again all they're asking the client they're asking them the last four digits of their social they're asking them the uh what else are they asking them they're asking them their birthday their height and weight they're going to verify their address with them so they know where to send the policy to make sure that you you heard them properly when you plug in the address and then they're also going to verify their banking information with them so that's important things i like that they verify those those uh that information to make sure that we plugged it in correctly so we don't get a notification a couple days later that the account information wasn't correct so so that's it that's all that they go through they also get authorization to run a prescription check and that's it and uh it's a very quick call they will run the script check at the end of that phone call and they will provide you with the underwriting decision so that's the best method like i said after business hours though use optical so let's get to some fun stuff here talk about the incentives like i mentioned these are a lot of the reasons why i came on board with security national life after being with another company for 11 and a half years i like i like incentives i like having different things to work towards and i know most agents do outside of just getting that commission deposit every day well i consider our lead program an incentive i think that uh leads is like the most important part of this whole business activity is key and one thing i found though is that it can be kind of difficult sometimes for agents especially brand new agents to the business to be able to fund a consistent lead order and if you want to be a top producer if you want to earn a very good income in this business i mean the one common denominator all my top producers are are consistently ordering leads every single week they're placing a lead order monday morning they they're placing an order for 20 or 30 leads but they're just they're consistent with it they're not taking weeks off they're always ordering leads but our lead program i think makes it a lot easier to be consistent with placing those lead orders uh i kind of look at it this way we are willing as a company to invest into leads for you as long as you're willing to invest in yourself and so that's really the key as long as you're willing to invest in your business we're going to help you invest in your business so the way that that works you receive a 10 bonus over and above your commission on every single piece of business that you write that's paid to you in lead credit lead credit can be used to pay for up to half the cost of your leads so my mindset with that is well don't just spend less if you're currently in the business and you're used to spending a certain amount of money on leads every week keep spending that same amount of money but now you're going to have twice as many leads coming in so lead credit that's what it does it gives you the ability to spend the same amount of money on leads that you're used to but now you will have twice as many people to contact because we match whatever you are willing to pay as long as you have enough lead credit earned so yeah spend the same amount but now you have twice as many people to see and you're just gonna make a whole lot more money because of that so i know i already mentioned this you receive lead credit on every piece of business that you write lead credit also does not expire so once you earn it it's yours it's not going anywhere now we do cap you at four thousand dollars in lead credit there's no reason your lead credit should ever get to four thousand dollars uh the purpose of lead credit is to use it so that's why we cap it at four thousand and lead credit does not charge back it used to it no longer does uh we we made some adjustments to our lead program about maybe six or eight months ago uh so lead credit does not charge back but because of that it does take 14 days from the time that policy was activated for you to receive lead credit so now the reason we put that 14 days in place is because we because of the fact that we do not charge back lead credit well we don't want to pay you lead credit on a policy where the initial draft is returned where it's a it's an nsf where really that piece of business was never in force and and you were never really paid on it or you might have been paid on it but you're going to be charged back your commission we don't want to pay lead credit on on that poor quality of business so as long as it makes it past uh the initial draft uh you will receive lead credit on that business so it just it takes a couple weeks after the time that that piece of business was uh was issued and you were paid your commission on it now you must write at least one application over the last 30 days in order to use your lead credit again i mean this program is in place because we want to help you to be able to consistently produce so that's why we put that in place as long as you write one app you're for your in the last 30 days you can use your lead credit and like i said the purpose is to be consistent to be consistently writing we want to make it easier for you to be able to consistently produce so as long as you're consistently producing you're never going to have to worry about not being able to use your lead credit you also have to maintain a 70 or greater first year persistency as i mentioned earlier my region's persistency hangs around 85 percent even a little bit higher than that sometimes uh so i'd be real surprised if your persistency was anywhere near 70 with us the only time i've seen it is if an agent is only writing apps with us here or there maybe you wrote maybe you wrote four apps over the last five months and uh two of them fell off the books well that's when your persistence is not going to be good with us but if you're consistently writing i'd be real surprised if your persistency was anywhere near 70. if it gets anywhere near that we'll probably be having a talk and i'm going to help you to figure out ways to improve it and you can check your lead credit on snl's website so you go you log in you can look up your lead credit you can see how much is there and uh and you can place those lead orders directly with the lead vendors on our website there's a list of lead vendors so you can decide which lead vendors you want to go through we have like three different direct mail vendors we also have our own facebook leads and i'm sure that we will be adding more vendors at some point for uh for telesales and uh you do have to let the lead vendor know that you have lead credit with us if you don't let the lead vendor know that you have lead credit with us how are they gonna know they're gonna end up charging you the full price for the lead so you do need to let them know that you have lead credit with us once you let them know that well then they will bill us half and then they will bill you the other half so like i mentioned as long as you're willing to invest in yourself we're going to cover the other half and now new agents it might mention on the website that your persistency is zero and it might look like you can't use lead credit well that's not the case if you're a new agent you can still use your lead credit because you don't have persistency that has calculated yet just wanted to let you guys know that in case you're new so this is just an example kind of going back to the whole doubling of activity something that i was thinking about i don't know three or four years ago i know that most agents are on a budget they know how much money that they're willing to invest on a weekly on a weekly lead order so this is just an example let's just say that you're making a weekly investment of 320 for direct mail leads and let's just say that maybe you're currently maybe you're on this this training and you're not really consistently writing your business with us well i want to show you the reason why you should be consistently writing with us because i want to show you the difference if you're spending money on leads and you're not earning lead credit that would mean that you're writing business somewhere else well without lead credit a 320 weekly investment for leads is going to get you 10 direct mail leads if you're running the business somewhere else because the average cost for direct mail leads is about 32 a lead now that would get you on average you should be able to make about three sales about 30 so you would write 1800 annualized premium off of those 10 direct mail leads that you're working every week so if you do that repetitively for 50 weeks out of the year i mean you're gonna have a pretty good year ninety thousand dollars in premium there's a lot of agents out there that would love to write ninety thousand in premium for the year and again that's just by having that consistent lead order of just 10 leads a week uh 80 persistency that would mean that at the end of the year about 72 000 worthy worth of your business is still on the books and that's industry average right about eighty percent now you invested sixteen thousand dollars in leads so really after expenses i mean you're looking at first year income about fifty six thousand dollars you can multiply your commission level by that and figure out how much money you made for the year so now let's take a look at if you if you are investing in uh in leeds and writing that business with security national life i mean just look at the difference here i mean 20 leads every week like i mentioned it's going to double your activity you're going to make six sales compared to three thirty six hundred and premium you do that for fifty weeks out of the year that's a hundred and eighty thousand in premium of course it's double at eighty percent persistency that means you would have a hundred and forty four thousand worth of premium on the books year one you invested the same amount of money the only difference is we invested sixteen thousand dollars into you two so at the end of the year i mean your first year premium more than double 128 000 in premium and you could very easily tell me well you know what i'm on a higher contract level with another company and that's why i'm using them it doesn't matter you'd have to be on a contract level like over 200 percent for the numbers on the left to equal the numbers on the right i don't know any companies that are handing out those kind of contracts and to me that's why i believe there's no better reason to be riding the business with us it's going to definitely benefit you it's going to give you more people to see you're going to make more sales you really couldn't win this argument you might tell me well you know what i'll just i'll just invest 640 of my own money well go ahead and invest 640. and that'd be great if you did because that would give you 40 leads on our side and you'd still be working 20 leads on the left side so like i said there's really no way to re way to be able to win that argument i don't think there's a better reason to be right in business with us and the lead credit is really the reason why so we're just about done just a few other things i wanted to go through here uh our fast start program is another incentive for for new agents i think that one of my biggest obstacles with getting an agent up and running is just that if especially if an agent doesn't have a whole lot of money for leads well our fast start program makes it a lot easier for agents to be able to get up and running uh see i might talk to an agent who tells me you know i love everything you're telling me about security national i really want to do business with you guys i just don't have a lot to get started well if someone's that motivated i think that they could probably figure out a way to write one app even without leads i think anybody can figure out a way to write one app you could even write that app on yourself okay now if you wrote that app on yourself you're not going to get advanced commission but you would still earn an additional 250 in lead credit and you'd also earn that 10 percent on the lead credit on the business that you wrote you'll also receive a snl polo shirt that's very similar to the one that i'm wearing today so uh first week like i said all it takes is one app figure out a way to write one app and that's what it's going to get you now if you write 3 500 in premium over your first 30 days you're going to earn another 250 in lead credit and a padfolia i like the portfolio i use it out in the field it holds a notepad there's enough room in there where i can put my tablet in there my ipad uh i can put some brochures some paper applications it's a nice little thing you can also order these uh the golf shirt the the padfolio and even this lapt p bag that you earn on the third achievement you can order these on the agent portal i believe the golf shirt is twenty dollars and the padfollow yo is uh is 14. i'm not sure what the price is on the laptop bag but uh but you can at least you know if you if you're past this you've been with us a while you can still brand yourself and and order these shirts and you can wear them out in the field when you're you're working your leads the third achievement if you write 7 000 in premium over your first 60 days another 250 in lead credit plus that laptop bag so now let's think about this here you hit all three of these achievements that's seven hundred and fifty dollars in additional lead credit uh now remember if you also if you hit all three of these you're gonna earn a minimum of another seven hundred dollars in lead credit ten percent of that annualized premium all right if you wrote ten thousand over the first 60 days that'd be another another thousand in lead credit over and above this 750. so i mean right there i mean talk about a great way to get your business up and running uh and you know not maybe you're someone who's been with us a while maybe you're to the point where maybe you want to build maybe you want to bring agents on well it's a great way to to bring people into the business and kind of help them get a fast start with the additional lead credit earned i mean that's 14 bare minimum that's 450 and free leads as long as they're willing to invest in themselves now that if you write that one app and let's say you write it on a non-controlled business meaning you're going to earn a full commission advance so right there you earn the commission advance plus the lead credit well there you go now you can get your business up and running and you can get a lead order place so like i said i just i think this is a great way to help agents get up and running or at least started on the right track we also have incentive trips i don't need to go over the qualifications for this uh the qualification ended in january uh we're going to be going to israel i believe i hope so in the fall of this year so we all you know we had these different incentive trips uh the trip prior to israel we were in monaco uh my first trip with the company was an alaskan cruise but they've gone to some pretty nice destinations i know they went to uh where'd they go they i think they went to like hong kong one year they went to uh where else did they go they went to like fiji one year so they go to some pretty cool destinations i know they did like a mediterranean cruise one year before i was here so again just they're always different little things to work towards we also have the president's circle of excellence award this is a company ring that you can earn and i think it gives you a lot of credibility it's an annual award and recognition program where you'll become an elite part of security national life all it takes is 90 000 in premium over the calendar year so right now even if you're just getting started with us we're just the beginning of march i think you still have plenty of time that you can earn a company ring and you'll earn the base ring as long as you're at 90 000 in premium for the year and your first year persistency is at is at 80 or above and then if you've been here longer than a year the average of your first and second year persistency has to be at 75 or above so we do care about second year persistency as well as first year we've just found that if a piece of business makes it past that second year there's a good chance that it's going to be on the books for a very long time and that's how the company is profitable uh the company is not profitable on a piece of business until it's been on the books for like seven years i know it's kind of hard to believe but that's the truth so we want that business to be on the books or as long as possible that's why we care about not only first year persistency but also your second year persistency as well and uh the base ring is a blue center stone so this ring here is kind of like the finished product it's a blue center stone and then each year that you qualify they add diamonds to the ring so all of these spots in the ring are empty they're like little stars that are on the ring and then each year you qualify they add two diamonds to the ring all the way up until this is like the finished product okay so you'll kind of see it here how it's kind of laid out here's two all the way down and then it gets to the point where you got the full ring with the the larger diamond in the middle of it so i like it i like again it's just a little something to work towards you wear it out in the field you're going to have clients asking you about it what is that what's that ring you're wearing and you can kind of explain to them well that's something that i earned for being a top producer with my company and it kind of gives you a little bit of credibility too out in the field now if you don't quite hit that achievement we do have a sales club award any agents who write 65 000 in premium to 90 000 that award varies by year we've handed out company watches we've handed out company pens so yeah that award varies by year but you'll still earn at least a little something as long as you write a minimum of 65 000 for the year i want to talk about all the different contests that we have i feel like we always have a contest going on uh we we finished up our winter blitz uh in january uh right now we are just about done with the launch in the 2021 contest uh this coming week is the last week to earn bonus money and uh and the summer sales contest another contest like i said we have a contest pretty much all year founders month and launch into 2021 are the two largest contests where you can earn thousands of dollars of bonus money i've handed out checks in the past for founders month upwards of 10 to 12 thousand dollars all for just going out there and hitting it hard over a five or six week period and i'm looking forward to handing out those checks again too for the launch into 2021 contest that contest is going on right now i'm not going to go through all the specifics today we've already gone over an hour so i'm not going to go over the the details of that contest today for the launch into 2021 but uh if that's something that you want to learn more about i'd recommend to uh to go over to my youtube channel there is a video that goes over the details of the launch into 2021 contest and uh but like i said take advantage of it get out there work hard earn some bonus money with that bonus money don't go out and just spend all of it take that bonus money and reinvest it into leads uh you're going to earn lead credit i mean if you saw those numbers earlier i have a few agents that are already at 12 000 in premium for the contest well right there they're earning bonus money they've also earned 1200 in lead credit right there so they can reinvest that money let's just say i don't even know what the qualification is i had to go back but let's just say they earned 750 or a thousand dollars in in bonus money they could take that thousand dollars and a thousand dollars in lead credit invested into their business and they could turn that two thousand dollars into twenty thousand okay just by reinvesting it into leads and going out there and working it it can happen so check out my training on my website adamversand.com training i already went over how there's a lot of good content on there that can help you get on the right track you can learn some presentations and uh and check out the youtube channel not only is there company specific things on my youtube channel but there's also just different sales techniques different things that maybe different objections different ways to overcome certain scenarios a lot of good stuff on there so spend some time go through it and i'm here to help you so feel free to reach out to me if you have any questions if you need anything and i'll hang out here for a minute if there's any more questions but doesn't look looks like we pretty much covered everything so i'll hang out here for a minute just wanted to say thanks again appreciate all of you for taking the time on your friday morning to learn a little bit more about us maybe we covered some things that you really didn't know about and i hope that maybe you learned something and uh like i said feel free to reach out to me you have any questions look forward to earning more of your business and uh and good luck out there