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again good morning everyone and thank you for joining us on another webinar for life insurance sales technique and training again this is Mark contra at the mass or financial offices as we progress today into the process and this is again our step I think I've called this one step 12 in our process last week in the week before we worked on application processing itself one with the electronic application and then second with the paper application and then of course obviously it's necessary that you submit that application the electronic one makes your job the simplest the most effective the electronic app doesn't allow for error once you have completed it and it has given you green lights on each individual page of the application process only then is that application eligible for submission when you do use the paper application now if you're newer to the business one thing we would always suggest is that you send your first app or two over to us here at the messer office allow our producer Services Department to scrub it find anything that might not be quite in order or as they refer to it as in good order so that we can get it cleaned up before we would actually submit that application applications that are done on paper you'll submit either with the use of your fax machine you might be able to scan it in and develop the PDF because some of the carriers will accept the PDF of your application directly to them the other and last option of course is always to mail it it's always going to be the slowest but sometimes that is necessary because when you do have money with the application if you've taken a deposit in order to tie in the conditional offering of coverage to that family with that deposit you're going to have to mail or even better yet then overnight your application to the carrier so the monies go in at the same time as the application that's the only way they're going to accept the conditional coverage for your client so again in our process and come to the point now we're assuming that we've done an application and good order electronically or we've sent in an application that might need some cleaning up because we didn't get it scrubbed before it went in and that's hopefully what we're going to see as we look at some pending business in the portfolio's that exist today one thing I would like to ask you to do either during today's presentation or going forward is if you'll give some thought to what other subjects you would like me to attack regarding the sales process we are going to deliver the policy next session and during the delivery of course we're going to review the benefits of that it's going to help you actually take the next step into obtaining referrals in that less portion of your face to face with the client on the delivery but we're going to save that for another session as well but after I get to that point and we've delivered the policy and we've picked up a couple of referrals we should be back to the same process again starting from presentation number one and that's making that initial phone call to that new prospect and then going forward and setting that appointment once again and then again gathering the information on that appointment with the fact-finder and with the health questionnaires so that we can go back in do our quoting so that we can again organize our presentation so again we can go back and make that presentation and get the confirmation to go ahead and make the application and again follow up behind the application like we're going to do today so pretty much we're hitting them one by one but that really is going to be that is the whole cycle so if you can think of some things again that you would like me to focus on and work on in the future developing webinars for I would greatly appreciate to have that opportunity to get your input on that now as we go forward today and again today is actually the application process itself we're going to today again focus on the American general we're going to go back to them and again just for convenience we're offering you the access to that website and again remember that anything we're doing here live that you're seen on the screen will be part of the training programs that will be recorded you'll be able to pull this information and go back to it so actually today one of the things we're doing is on your handout it actually is this PowerPoint because I want you to be able to have these steps or have these addresses you need to go to and the steps we're going to take actually with two different carriers today we're going to work with American general to begin with and then we're going to switch on over to Transamerica and again we're doing that primarily because those are two carriers that provide your clients with a competitive pricing as well as providing your clients with the living benefits opportunities and of course the third company offering the living benefits today is North American and we've done some work with Charlene from North American on their sales techniques and will be doing some more with her as well I'm considering bringing in mr. Walsh nide who is with the American general group to do a presentation for us on those living benefits themselves and go into more detail help you better understand it since you're going to sell the product so again I have spent a lot of time this year focusing with you on specifically those three carriers so hopefully you have gone ahead and been able to go back and oops I'm getting ahead of myself here sorry about that so we come to that first polling question for DES it's pretty basic if you wouldn't please Rebecca yeah post that for us and of course the biggest thing about the American general website access and becoming registered on it is of course being appointed and of course that kind of holds you hostage as an agent knowing that you have to write some business to get appointed so got to get one done to get the horse going so you can get that application in and when you send that application in to us to scrub at the same time if you've gone on to our electronic site for doing your contracting we will submit both that contract and your application simultaneously into American General or in the case of necessary into trance America and that would of course allow you to have everything set up and ready to go so we've closed the poll today and actually today greater majority seventy percent of you have not had an opportunity to go ahead and get on it which means probably 70 percent of you haven't written any business yet to get appointed with American general so again you've got the website and again I'm going to be showing up on the screen the presentation slides again that you're going to see when you do this webinar recording but I'm also going to go at this point now over really to a live vision of this American general website and again once you're appointed you're going to have the opportunity to login course that login is going to your be your personal ID and your personal password and you've seen this home site before we've been on it as we were working with different parts of our presentation and again this is the American general home page which will service both the traditional American general products which is one contract you will need to have as well as it will service as we scroll down you'll find the American General Partners Group and the work that we've been doing specifically because of the living benefits offered with the quality of life insurance which will get you a second appointment number so you'll wind up actually having to appointment numbers with American general so you have to kind of keep your head clear on that you don't want to be intermixed in them because you'll have the wrong one on the wrong application and again just as a little reminder there's a lot of information that you'll find here once you get appointed you're going to go in there and you're going to play with this thing obviously on the home page today as we start the licensing and Contracting probably won't find yourself going in there too much that's pretty much what we got to do behind the scenes for you but you can get updates and information on your own commissions you can go to the forms Depot under the licensing and contracting that's when you're trying to get any type of paper applications and forms also again we've got that sales and marketing and there's a lot of information again you might take advantage of that we want again today for lack of time but getting into what's called the master playbook that is some types of selling techniques you can also get into the marketing materials that you obviously would like to have to distribute to your clients some types of consumer tools available as we've talked again this is one place you can find the AYGO application and there is a whole section right here training center that you might again dig further and deeper into of learning techniques in the actual work with life insurance sales there's our wind flux connection doing more illustrative in quotes there are some sales ideas those are kind of you I mean a good that's good stuff that you can get some ideas of different ways to generate sales obviously we've got our products the different types you might be selling from the annuity market into the regular insurance into the quality insurance and then of course we've got our new business window that's where we're going to be going today to the pending they'll also find under underwriting the pending so there's two different places that you'll be able to go to go into your actual applications so under the new business again you might have the quick ticket access you might be looking for here's one that's unusual and you might have the opportunity in fact I think today we're going to look at one of these a term conversion because remember one of the things we've talked about with the benefits of offering this life insurance to our families one of those is the conversion option and I'll be showing you today one of the ways that I just recently used that benefit with a client that had been with me for 10 years actually was 10 years ago when I first wrote the policy with them and again in the underwriting we can go to the pending where we're going momentarily again other tools as well as getting back to that form Depot here's where you would check out information on your enforce policies if you want to look up one of those policies for whatever reason if you need to make changes in that policy remember we talked about when we do this child writer and we get on those child benefits well if they're a young family and they add that child to the family and you're making your annual call to do a policy review and you find out there's a new child you might want to add that child so you're going to be requesting a change cancellation disbursement not a good fact to go into but it's there again some more work on illustrations other things in the toolbox again which would be a lot of the same ideas but some additional information the career campus this is this is really getting into more in-depth sales training so it's another great place to know that you've got a resource so there's all kinds of things here and then of course the message center if we're actually going to use that technically today as we go into our new business into our pending so let me just take us right there now and here we go now this happens to be set up this is going to be my box of business and when you're looking at it it says zero policies okay well first of all what we have to do is right here changes since 6:27 so anything that took place on one of my policy or my applications yesterday would show up as a policy information right here but because nothing happened on it what you need to do is go up here and do a drop down and you need to ask to show all available policies so that's what we do and bingo here come my policies so we're going to look at two different policies that I have in the works today first of all you'll drag across to the policy number and click on it one time once you do it's going to open up policy itself now when you have this window open it's going to allow you to look at a number of things it's going to allow you to see your clients name policy number some basic information on the client it's going to hide the social date of birth it's going to show the rating that we are requesting and that's an underwriting class rating and of course where the client actually lives and again the policy number is right there now anytime you're doing any communication with underwriting or with the carrier but normally at this point we're going to be talking about communication with an underwriter you want to do any of that using that policy number I mean if that's what they got to have to find your information that's what the first questions are going to be when you make a call in to one of the carriers they always want to know obviously who you are and what your agent number is but what the policy number is so they can call call it up on the screen so always make sure you've got that information handy your agent number and your clients policy number sometimes with different carriers it helps to not only know the number but they might even ask what your clients name is and sometimes they'll go as far as ask what your clients birthdate is or what city and state they live in so it's just kind of their privacy checks and balances before they open up information or discuss information with you over the phone obviously because you're not going to see personally now when you do the communication by email which we're going to touch on also today you don't need to get as in-depth as that would be so with the client today we are making application for a quality of life flexible term twenty year it's going to be on the level death benefit again it's a term product it's going to be issued here in the state of North Carolina I know that my underwriter is Barbara Robinson and I know that my case manager is Don Murphy now you really do need both of those because sometimes you have questions of what's happening on the process and it's not an underwriting question so you'll be able to go back to questions to dawn again it's good to know and who these people are on a first-name basis and the Barbara if it is an underwriting question it also tells us that this is a fully underwritten product now there are going to be occasions with different carriers and different product lines where you're going to not need a fully underwritten product what would be referred to as a non med but again bearing in math mind that we're focusing primarily today on products and actual policies that are going to offer the living benefits there are no products offering living benefits that are going to be non med okay because underwriting will be required to determine the health conditions in order to provide those benefits of future chronic or critical conditions excuse me so again a little bit of the information it is an American general life policy but again it's coming through the Partners Group and we know that we've chosen this as we did with our sample client because we wanted to offer the terminal illness which hopefully you not have a pretty good understanding of what the terminal illness accelerated benefit writer is that's what the ABR is also because we wanted to make sure we could offer the benefits of chronicle illness and critical illness coverage in addition to the terminal now what it tells me also is that we're making application for a two million dollar life policy we're looking for an annual premium of X amount of dollars and trying to see if it might have been it was back up here where we had the preferred non-tobacco rate so obviously if my client should get a rating different than this anywhere from select standard that premium is going to increase okay now what we're looking at next is what happens when that application actually goes into the office so what I want to do is I want to start kind of at the bottom here and you'll see that the application was received by American General on the 13th of June okay and they're telling me today that the information I'm looking at is current as of yesterday but there weren't any changes yesterday or we would have seen it on that first screen that opened for business changes on policies dated 627 it does tell me that the last activity on this policy took place on the 21st so that's just about a week ago and that there was a status change at that time due to the information of that activity it also shows that the application was not only received on the 13th of June but it was signed on the 13th of June so the same day that I had this application signed I made a submission okay so what happened well it went in under an electronic application format and that stood the standing that the e app itself went under review the day that it was posted on the 13th and that that e app search and performance was completed on the 16th it also verified that the summary and disclosure of notice for accelerated benefits which was received on the 13th was reviewed that same day it also made a note that although the primary beneficiaries social security number was omitted that could be ignored under these circumstances so again they got it on the 13th and they closed that question on the 14th they looked over the rx and again that was done the same day that the application went in and completed I did submit the a and B parts a B and the application and B being the exam questions again you don't do a Part B when you do am on med but I highly recommend you do the Part B with your client that gives them a head start so in this case again received and offered as a status stated the thirteenth anytime it's dated that means it's complete okay so one the date behind that is blank means something is outstanding so at that point what was outstanding was the exam now the exam had been ordered and I'm going to show you a little technique with that too but because I did an electronic application I actually ordered the exam through the carrier with that electronic gap okay so they knew it was out there but it was under need of being reviewed which actually then it was completed meaning the exam was completed with my client and it was submitted by the examiner approximately one week of time to by to get my client with the examiner to get the examiner to send the paperwork over to American general for the underwriter to put it in also that same day that my application went in they did the Motor Vehicle report they pulled that report and they looked at it looks cleaned or not if it would have been clean there would have been some comments in here of things that needed to be done but this is fine and went through also it showed that I did complete the paperwork for the replacement of life insurance notice some carriers are more difficult than others but I always say just to make your life easier always complete the notice of replacement of insurance even if your client has no insurance to be replaced which you can mark on that notice make sure you send it in because they all look for this it's part of their protection so again in this case it went in with the application it was reviewed and it was dated appropriately I also had provided the HIPAA document and again this was done electronically so a lot of this was part of the format that went from my client signature which was done when they electronically signed so that gave them the authorization and on a signature to go back to the examiner and have them go in and ask the health questions and go ahead and do the labs so that's all part of the HIPAA Responsibility and why you always want to have the HIPAA document so here we go finally on the 13th the same day we go under the first review alert okay and I'm not sure what was happening behind the scenes there but whatever it was that completed it on the 15th okay they looked at the transmittal of work and again that was the transmittal work that was going between the carrier and actually the examiner because if you'll remember my examiner needed to be reviewed and that was on the 20th and here you can see that that cover sheet would transmittal of that information they verified was there on the 20th now there's actually a stepping process with the underwriter because that application when you pull it offline electronically to do a paper one or when you're doing it online electronically it follows a set order and you know not only are the pages numbered but the information that the underwriter is going to review is in a specific order now that's another reason it's important when you have a wet app to not only submit it to us to actually scrub but so that when we in turn sent it into the carrier we send in the paperwork in the order that they'd like to receive it now I know it sounds silly but it's very important because they do review things in a certain order and let me just give you an example if I had failed in a paper application process to give them the HIPPA document when they started this process it got to this point everything would have stopped it would have been noticed here that I needed to complete the hip authorization and get the signature and kind of do that I think at a question later on I'm going to show you an example of what can happen when an error takes place but everything stops does it miss as if there's more paperwork there to review they don't do it that policy or application gets put back in line and they pull out the next one that's in front of them because remember this particular carrier that I'm working with has a number of underwriters so Barbara's got a number of applications in process on her desk so if you don't put things in order you get put to the back of the line okay so it's just that simple now remember what I said here there was something little thing right here that the exam needed to review well that was the exam itself they needed so until they got that exam on the 20th only then did they take my agent report that was a part of that original application on the 13th and looked at it and said okay it's an order okay now what happened in the process here was when I put this app in I needed to go back in and complete my certification it was completed but I needed to do my annual recertification training for the accelerated benefit writers so basically that's where my application process got stopped so I did go back in and I did complete it and I notified them and that that's another part of this system when you do something and you complete it you need to send it and let them know so I'm going to scroll on down here I'm going to show you how that works so back on the 19th of June here in the CliffsNotes of what's happening on the accelerator vent certificate I sent in a note I have completed the training I've attached the certificate and the sign disclosure form thank you mark okay in turn my underwriter received that and she says hi please handle thank you Karen so the email team received for me the message that I had completed the training they sent it back to the underwriter with my original message here it is again as completed the training so again this is all going on behind the scenes so that even though I completed it and I actually completed it on the 13th of my note shows that date really doesn't I did it the same day anyway it still took remember like I said things get put to the backburner even though I did it and sent it right in I think I said it in on the 14th to be exact it still took six more days before it got through all the people in the system that actually acknowledged that it was complete so again the importance for you to do things to the best of your ability in good order to begin with so this was a little screw-up on my part I had admitted but fortunately it was done quickly and set up so that it wouldn't be a problem in the process now when the examiner goes out they do both the exam the part being where they ask the same questions that I actually asked my client and they record that information and remember what I had said before in the electronic application process my client had actually signed his yep with their system online so they didn't need any additional signatures sometimes though when you're doing the EF process there's a second step involved in there where the carrier sends that information to the examiner who again makes the call and does a phone interview that's not the case with the American general product but it is the case with others and then that examiner would bring that application out the Part A as well as we do the Part B and get what signatures and of course at that time that's when they get the urine in the blood samples for the labs so what you'll see here is that the request was made again the same day as the application was made on the 13th and both the labs for blood and urine still remain outstanding now why do they remain outstanding because again when the paperwork finally came back this transmittal sheet here you see it from the examiner on the 20th of the month it got recorded as did the exam which got recorded but it still needs review so until my underwriter completes the review of the exam only then is she going to take a look at the results from the blood and the urine so once I open this up and I see that this is done probably I'm going to see the date that both of these are done as well okay also always bearing in mind that based on the size of the case based on the age of the client it's likely that an attending physician statement will be ordered which I knew going into this was going to be the case because anytime you're writing a million two million dollars worth of insurance on anyone they're going to go and look at the background history even for 500,000 it's most likely they're going to order an ApS so again it was very important that I knew who my clients physicians were that I knew their address and their phone number so that I could plot apply all that to this process so in turn I make their life easier because here's what happens with an ApS ladies and gentlemen the carrier reaches out to the physician and says that they want the records now the physician is certainly willing to provide those however there's a cost and it's usually a cost per page now the second thing that happens is that physicians offices today don't keep all of this paper on file someone comes in someone scans it in skins in the file information and then it gets stored in the cloud okay so it's really not something that the doctor's office says hey I'm just going to open up my computer database on my client I'm going to pull up the information bang here's your APs no that's not what happens they've got to order from the company that they have contracted to keep these records safe and secure because that's exactly again part of the whole HIPAA story who in turn obviously charge our physicians office to release their own information so there's a cost to get it and there's a cost to get the pages themselves which is what the carrier does is they send a check to the physician's office for that information and then it will be released so what I'm saying is I normally tell my clients especially what I know there's going to be an ApS that they can expect normally I would say 30 days is your time to process an application start to finish in good order no questions no problems have a policy issued and ready to go out to delivery but once you have this ApS you can add on another 30 days and that's exactly where we are because as you'll see as we started the application on the 13th and we got some underwriting steps done we also had some remember that were delayed so I got put on the back burner it was on the 15th two days after that they went and reached out to the physician's office for that report not today is the 28th so we're not quite two weeks but we're almost at two weeks and this doesn't surprise me that I don't have this cancer here now again knowing what's going on in the industry automatically I said to my client you know they're going to do an ApS I know you don't have anything in your history that's going to be a problem but just how long has it been since you had your last physical okay and I kind of looked at me funny and said well I never get sick I don't go get a physical and hey that is not unusual ladies and gentlemen people don't go back in and get physical okay even though the whole ACA program allows you to get that physical at no cost annual basis especially men don't do it okay so my clients coming within three years so I said okay here's what we got now we got a little profit because they're going to request this 80s and when they get it back it's going to say that hey you didn't have an exam and they don't really have a current history of your health condition so do me a favor call your physician's office and get yourself scheduled for a physical which of course you did but that brings up the next problem it's not like you can call a doctor's office today in order of physical tomorrow doctors have schedules on what they can do and what they can't do on certain days because the time Ellen men involved and also because of corporate ownerships of these clinics etc that they have to do so many hours and so much work under so many conditions so anyway as soon as my client could get a appointment to get a physical is July 5th okay so I know full well that my process that started is going to be incomplete and it's going to come back to the examiner and the examine is going to say well there's no physical so I'm going to get delayed again now what I'm surprised at when I went through the notes here and we were talking about different things I have already gone back in and said on a note maybe it just hasn't posted because I did it yesterday to say hey my client is going to get a physical on July 5th so please be aware that when you get back that ApS report or you might want to hold that ApS report scheduled return until after that exam is completed on the fifth of July okay now in the meantime I should get the analysis done on both the blood in the year okay all right I think we dug deep enough on this one now another little thing I want to show you on the tool is right up here in this top left corner back to the list that's where you're going to click one time it's going to take me back to my cases so now what we want to do is we want to take a look at Glen's case and I mentioned earlier that Glen is a client and as you can see over is 69 okay he had a 10-year term with me to get out ten years ago at the age of 59 well I think I talked to him four years ago and said hey Glen let's let's redo it I think I talked to him again three years ago two years ago anyway I've been talking to Glenn said before this thing goes away let's go back in and do another term okay well we didn't a choice his choice not mine anyway we got to the point now where the ten-year term that he had with me through American general was gone now you can imagine there's been a major price increase for him I had him on a hundred thousand dollar term was all on a ten year and it was relatively cheap not cheap but a lot less money at the age of 59 than it is at 69 in fact at 69 it was beyond his budget okay as is commonly the case you'll find when you work with clients a budget when you ask them what they can fit in is usually about $100 a month okay well the long and the short of is the only way I went around in circles I tried to do a guarantee view well with him all the way down to 25,000 okay however health conditions had changed I could have got him a guaranteed view well through a North American for about a hundred and fifteen dollars twenty five thousand face value but because of his health changes it was declined which sent me all the way back to my last Resort and that was conversion and here it is so we took his term product that had expired and we did it within the time limit you got to be careful with all this stuff because everything's got a time limit and he had to have um a new app by the I want to say it was May first was his date that his policy March 31st it was expired so anyway we started the process is a back up I did this against the UL that I had in process with North American to a face amount which you can see it's only fifteen thousand it is going to be a whole life product this is the only whole life product that American General offers the American elite whole life and it's only offered on conversions they do not offer a whole life product Fresh Start pay to one hundred or any other type of program only it's one of their options but it's a good option okay because some companies don't even give you a whole life product as an option on conversion but they do and it does still include the terminal illness writer but it is not a living benefits change because I was going from traditional American general and staying with them because you can't change product lines of carriers when you do conversion ok little different things that you run into and as you can see in the process the date stone okay policy date okay there it is the May one I had sent this in and we ran into a couple of difficulties with the forms that I used for the conversion anyway they honored my policy start date which I needed to have because again remembers other policy was expiring on the 30th of March and again what is today days at 28th of June okay and all the status changes and updates that have taken place go through the process so okay and I'm an agent too guys yells you know and as much as I hire about is doing all the right things what popped up on me was that my AML certification expired May 31st okay and I didn't show in it I didn't even know it okay I didn't know that it expired so anyway I got notice from them that hey you didn't do your AML for this year now we're into June right because the thing-thing didn't get done in a timely fashion so it threw me off so I go back in and I go and do my AML and again that should have been in the notes but I'm not seeing it I guess things are handled a little bit differently when you're doing these conversions because I'm dealing with a whole new department of people that I not ever worked with an American general I'm actually dealing with their New York office on the conversion product versus dealing with Home Office and Texas on American general product versus dealing with Brentwood Tennessee American general partners anyway the long and the short of it is I got a feel where within a couple of days of them finally because they posted even though I completed it way back on the 8th I gave it to them again remember this problem that you get when you get pushed to the back of the bus that's what they did with my application and it's sat there as you can see this is terrible but it said them for 18 freaking days before they actually gave it a status update on the 26 I really expected when I opened this today for you guys that I was going to be able to show that the policy was issued that's what they put in here date of issue and then as soon as I deliver that and get the necessary signatures the policy will be placed in force now also bear in mind and I've communicated with my client is important information we could not have a laughs in time between his expiration of his term and his new policy going in force so even though it's already almost July first the policy was dated April first he will need to pay his premium of April May June and now possibly if I get this in and I hope they do by Friday that they take the money that set up by draft because he's already got three hundred forty-five dollars due for those three premiums that he's also going to have the premium due right away for July so in my last conversation with him last night I verified the fact that he will have the funds available because he's really going to get hit with four premium payments now that's not too bad for me as an agent as long as it works for you with your client because if you're selling life insurance and you put yourself in the right position you're selling it as earned you're really not looking for advances you can get advances don't get me wrong and when you get started you probably need to but I prefer to have all my books of business set up now as paid has earned which actually is it increase in my commission ladies and gentlemen of about 12% how do I figure that well you get I'm sorry it's about 8% won one month you're charged with you are getting advances on your Commission a service fee by the carrier so anytime you get in advance you're actually giving up about one month's Commission on a 12-month pay you're giving up about one month's Commission so if you go to and get yourself in the position finally where you can get as earned that's the ideal position to be in and of course in this case it's not going to hurt my feelings because I'm either going to pick up three or possibly four months of commissions when this finally gets done on this case before I fall back into the answer and filled again okay so take that out of the way and again on this screen that you're going to have a lot of the things I've been discussing are up there next polling question if we could please Rebecca and again on this one I'm asking if you've ever been to the Transamerica web site and this one's getting some good reaction for lack of time if we just go ahead and think we'll close the report but it actually comes in about the same about 70 percent of you have not yet been to the Transamerica website so you're going to need to again get appointed so you can get on their website which is an unusual one agent net infocomm that's actually the website for Transamerica again you're going to find this on the recording and what we've also done today is we've gave you a handout of this entire PowerPoint so again you've got both addresses for American general and for trans America that you'll be able to go to it now again I'm going to take you through a walk through quickly on trends America but all the things that I'm going to talk about in the next few minutes are going to be available for you to see on the presentation so let's go ahead and get Transamerica over here here's the homepage I'll be a little bit quicker than I was so not quite as thorough as I was with the American general a number of the different areas that you can access including there I go app again but today we want to go over to focusing on a pending report so again you'll click on pending reports oh looks like I got to log back in sorry ended up there too long all right so here we go pending reports and it should come over here there's a number of information pieces and what we want to do is go to pending summary now today what's opening up for me because I work with all of you agents is pending business in this case of American general with all of its different agents so perhaps one of you are on the phone with me today I'm not really sure but any of the businesses in there and I know Steve you're on the line with me today and you usually have something in here but you must have got all your business issued because I don't see anything showing up there at this moment so congratulations on that Steve um and what I could do is open up any one of these but I think what I'm going to do is I'm going to look for something that might be problematic for us to have a little bit of an understanding let's see here this one's already enforced this one submitted so it's still got stuff going on these a lot of these as you can see from the death benefit are the final expense product of Transamerica they do have a very good final expense a lot of the agents like to write it if you're not appointed for it maybe you want to look into that as well okay here's a good one this one has been placed in enforce but it was approved other than applied for so let's just take a real quick look again it simple you click on the policy number in this case it would be your policy it wouldn't be you're not to be looking at everybody else's business again some basic information of when the application was processed again all the case notes and everything that's going on with this case and dated and responded to is in these cases so as you can see it is a it's quite lengthy it can be at times so what happened here is we find out that the application has been approved other than applied for so pages will not be requested until the acceptance is received by the client so again when it's other than applied for they always come back ask you the agent to ask your client if they will accept the offer I don't know what they went in with to begin with but it tells us that the case has been approved at a standard nonsmoker and it was due to the height and weight and they did make recent weight loss noted so I think what happened here was the agent probably didn't do as we talked about in that Health Questionnaire a lot of good due diligence on that underwriting to recognize that his height and weight was beyond what was available for whatever rating he requested which probably was maybe maybe they went for preferred or preferred best or something like that the client had lost weight but that's another thing I think we talked about it when we did some underwriting if you have a client that lost let's say 50 pounds in the last 12 months congratulations for them doing that but the underwriter is only going to contain into consideration half of that so they're only going to credit 25 so I would guess that something like that happened here and they only gave them the benefit of that additional half of the weight loss and went back to the same height weight charts and therefore designated from that that the client now was approved for standard nonsmoker okay I know that's an awful quick review and I had hoped to spend more time and whenever you're responding to these carriers whether it was American generally looked at before or in this case with trans America there's always a place here or on North American I mean Amer general there was a little envelope next to the case notes when you click there it takes you directly to the underwriter and then in that underwriter condition you can make comments on what's going on then of course you send it so that's basically how you take care of communicating which they prefer because their desk is busy too they really don't like to get interrupted with phone calls and questions although trends America is better than most at accepting your calls the thing you want to do those communicate is often as possible with them by email okay and this was another case we're going to look at okay so homework for next week hey no homework got our July 4th holiday also with that in mind there will be no webinar on the fifth of July so we're going to give you guys a break and we're going to come back on the 12th and I'm going to do a sample policy delivery with you with an actual case and the policy that was delivered and how you do that step-by-step I get in the meantime I'm hoping that you had some chance today to think about or add some questions I'm sorry in the question box if you could think about other things you want me to work on in the training webinars coming up I don't see anything today that anyone put in there but please don't hesitate to call me here at the Messer office or email me if you've had some areas that you would like me to share some of my expertise with you on as I go preparing additional webinars so with all that in mind I thank you all for being a part of this webinar this morning I wish you all a happy and a safe July 4th from all of us here at Messer and I also ask again take the time do your homework of practicing but most importantly if you would help me by thinking of some things that I can do to help you mark contra signing off