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you good afternoon everyone thanks for joining us this is Joseph Loughran we're going to kick off today's webinar in about 10 seconds here we have a special guest speaker on the webinar with us today Kerri Levinson who is the president of Levinson and associates and today's webinar is all about kind of the new wave of insurance underwriting and we normally don't have Kerry on these calls but today he stepped in and is going to share his thoughts on a couple new things happening at the agency and kind of his take on the new underwriting the new wave of insurance underwriting and a couple other things so without further ado Kerry welcome can you hear me Joe I can and thank you so much I greatly appreciate that and good afternoon to everyone on our call this afternoon I thank you for taking your time to join us hopefully you all find our webinars informative and entertaining I normally do not speak as joe says I normally do not get too involved in the webinars however I am going to say a few words today a couple of things I want to bring up number one first is is exactly one month from today on May 10th is the upcoming Levenson Expo and of course the expo is a full day of sales ideas hmm and sales concepts for all of our agents it is absolutely complimentary we're anticipating approximately 300 agents once again and Joe Ross will be our keynote speaker and we will just we're so excited about this Expo because we have 11 of our companies that are going to be presenting ideas and concepts and the whole idea behind the Expo is to elevate your practice so if at all possible try to spend may tenth with us and register if you have not yet done so if you have not gotten an email from us about the expo with a registration link just give us a call after the webinar and Joe will send you in an email to go ahead and register so that's the first very very exciting thing happening at Levenson and associates secondly we have firmed up our senior division we have a an individual that is going to be coming on board with us in approximately one month and we will officially be launching the Levenson senior division and we will be marketing Medicare Medicare supplement programs and Medicare Advantage plans and products along that line so we are getting requests from our current agents every single day about this division it is happening we are firming it up and we do have the person that will be heading it up and as I say we should be starting in approximately four to six weeks so that - we're very very excited about thirdly Bill and I have done a podcast bill interviewed me and asked for my thoughts on the business today and how it's changed in the last 48 years that I've been involved in the life insurance business and it's about a 40 minute podcast if you have the time I strongly suggest you listen to it I think you'll find it very entertaining and hopefully very helpful as well fourth item is I'm very very proud to thank each and every one of you on the call today because last week we hit a record number of pending applications that we are processing at the moment we have never gone up to the number of applications that we have in our various home office as as we do today so thank you to everyone on this call today and to our agents who are not on the call today and along that same line we have a record number of employees working in our office here in Coral Springs so that as many agents as want to come and work with us as many applications as you folks want to send us our service will not suffer we are continuing to look for new case managers new marketing folks and also new licensing and contracting employees so we will continue to grow as our applications and pending business grows and then finally I just want to say that the topic today that Joe is going to be discussing with everyone in just a few minutes I cannot believe starting as an agent at 21 years old when we were selling five and ten thousand dollar policies week Joe is going to be discussing non medli m't one carrier in particular now will be going up to three million dollars on a non-medical basis it absolutely blows me away that carriers are getting to this point where without paramedic Samms without blood without urine they are able to approve and issue policies up to three million dollars so we have a variety of companies that are entering the non-medical arena and Joe is going to be discussing them right now so Joe without further ado it just brings me great pleasure to have you head up our webinar today thanks Cary I really appreciate it that's great stuff always very very insightful so I'm going to go ahead and dive into the material what you'll see in front of you we've actually put together somehow and outs inside of the GoToWebinar platforms this is kind of a quick guide what you can do is actually download the handout you can save them their PDFs we have three different handouts that you can download just by following the instructions on the screen the first of which is a non med guide this is actually premia it's going to highlight all the top carriers their streamlined underwriting platform what death benefit you can go to on a non-medical basis the issue ages and whether or not they have an e application so I'll show you that chart on the next slide but it's a great handout to kind of keep on your desk or on your computer if the client says you know what I'm afraid of needles or I want something done you know just a couple days or 24 to 48 hours what option do you recommend that is a great little piece to have to be able to reference which carriers to go to then next is the life sales coupon what we did and what we're doing on an ongoing basis is you can actually earn free orphen leads these are orphan policyholder leads just by going and downloading that life sales coupon you can actually submit an application between now and 30 days from now and then I'll actually get you three orphan leads just fill out that coupon email or fax it back to our office and the final handout is the leads for contracting marketing teas this is a program by which if you're already appointed with one of these carriers we're going to be covering you not only get the same commission level or higher than you're currently getting but we also give you additional free leads for transferring that contract and writing business so be sure to download all those handouts we of course will send out an email this afternoon with today's webinar recording as well as all the material that we're discussing so that non meds is actually what you're looking at on this next screen this is actually a part of our website if you go to kare11.com and you click on the product tab you can actually go to these simplified issues slash non Medan which is kind of highlighted there in blue and then it will give you every single one of these carriers the max benefit issue ages and then on the bottom right there you can actually click on the individual carriers and it will display the underwriting guide for that particular company it will give you all the guidelines what products are available what features are available all the riders that are included in that non-red program so a huge resource for all these different companies and just in the last I would say probably six to eight months we've seen a huge change in the way that all of our carriers are doing business and how they're really managing their underwriting requirements and we've seen a big shift to carrier is really kind of streamlining the entire underwriting process most all of our top companies are now finding a way to speed up the underwriting process and save you time on cases which is excellent I think it's long overdue or just helps us write more business faster really accelerate the entire underwriting process and now with all the data that's available on our clients and the proposed insures when it comes to motor vehicle check MVR rx LexisNexis all that information is there at their fingertips so really underwriting should be done a lot faster than it has in the past and that's what we're seeing with these new non met options and underwriting programs I want to highlight three top companies today these are the companies that you can write business with and actually earn those orphan leads by printing out that sales coupon number one is John Hancock actually on for one they announced a brand new increase to their non men under ordering program they have something called the Express track this is pretty much a as far as we're concerned the highest non Medlen available with any of our carriers it goes up to 3 million dollars of death benefit for any of their products ages 18 to 60 you can use this even if you want to add a long-term care Rider any single life product John Hancock has some awesome underwrite and they also have a very very competitive vitality program which can even be used in a scenario where there's a small table rating we can actually reduce that table rating on a lot of policies so John Hancock I think a great carrier great name and now with the ability to do 3 million on an automatical basis is just simply phenomenal we're seeing approvals in just a couple days so really great stuff there number 2 is securi and also known as Minnesota Life they have something called right fit underwriting we're seeing up to two million dollars of death benefit for clients ages 18 to 50 what than a 24-hour process this is a completely simplified streamlined process no lab requirements so it's very quick very easy and this will actually go up to age 60 you can get 1 million up to age 60 and then 2 million for your clients ages 50 and below and you can use their application and in actually a tell the interview process which streamlines the entire platform and then number 3 towards the bottom there is sad record life sad jack or has some amazing term rates they have an awesome guaranteed universal life whole life product single premium product they can actually do up to a million dollars of coverage and you'll notice in their breakdown here they can actually go up to age 65 depending on the death benefit which is a little bit higher than most other carriers so we've got some great options it's looking at term a whole life guarantee universal life there's a lot of great features there these are our top three go-to non-meta companies as far as getting policies turned around very quickly very fast these are our top three that we're seeing really give us excellent underwriting offers in just a matter of 24 to 48 hours so you can actually quote all these carriers right on kare11.com I'm going to dive in a couple slides and show you exactly how to do that the next thing I want to touch on are some of our same-day approval carriers and in products here on the Left they're Gerber life everyone's heard of Gerber we actually just about a month and a half ago secured an exclusive access to their call center platform this is I think phenomenal it's available for the guaranteed-issue product their senior final expense product all the other Gerber life products once you're an active Levenson aging with Gerber and you have that client on the phone or maybe you're at a face-to-face meeting you can actually conference in the Gerber life call center they will do a teletype from start to finish collect all the clients information and give you a decision over the phone they'll issue that policy right away it's a great way to actually get the Gerber life policy whether it's guaranteed-issue or it's that senior final expense product that can go up to a hundred thousand again same day approvals and this comes with our no-cost scholarship platform so not only can you give that client a great product but also - one free year of college tuition for any family member and again if you aren't using that scholarship marketing platform definitely check it out we're going to include some of those materials in today's thank you email but it's a great way to market yourself and set yourself apart from all the different competition that's selling life insurance in the marketplace today on the right hand side lumic oh this is in my opinion one of the easiest to issue final expense products we can go up to age 85 they have preferred standard modified what's great is even for a street agent there's triple digit commissions instant decision a very quick option you actually can do a either face to face or you can do that application that goes through the call center again voice application instant decision two great options for same-day approvals if that client calls you and says hey I need coverage you know now or in the next 10 to 15 minutes you can quote these products and actually do that application over the phone and get an instant approval so to top companies for final expense whole life and Gerber also has guaranteed issue the grow up plan the college plan a lot of great options for your clients one great thing I mentioned earlier is quoting tools we have an amazing quoting system on kare11.com this was just updated actually about a week ago not only can you quote regular term and universal life but you can also quote g UL on a short pay or a full pay scenario index Universal Life cash flow Universal Life and if you can see the screen here you're not only looking at all the different carriers that offer full pay single pay 10 20 30 pay scenarios for indexed universal life but you can also see the cash value at different years the maturity cash value you can even tell this software how much your client wants to pay every single year and it will show you what the distributions are at age 65 or age 70 so you can run all your index Universal Life options in one spot which makes it very easy to recognize which carrier is go to also inside of our quote engine while we're talking about simplified issue you'll see if one of the categories you can pick says term with simplified issue that will only display options where the client can skip the pyramid exam so you can see all your not met options in one spot very simple and easy to understand again that's available on kare11.com also another way to speed up the underwriting process you know we talked about doing an e application and using a streamlined process we're now using doc fast which is a multi carrier platform built in to kare11.com so that when that policy gets approved through that non med process in 24 to 48 hours you can now deliver that policy to your client through email you no longer have to wait for that policy to be printed to be sent through snail mail you basically log in to kare11.com go into your I go platform you can view the policy you can make changes and then your client simply gets an email where they view the policy they type in their name their social their date of birth they can accept that policy enter payment information and what that means is you're going to be able to process policies much faster you don't have to wait for anything to get mailed or delivery requirements to be receded off everything is done same day we actually had a policy last week that was issued on a Wednesday afternoon the e delivery was done Thursday morning the policy was put in place Thursday by 2:00 p.m. Eastern I was in force and the agent was paid that same day so very fast very simple and of course everything is very consumer friendly inside of that doc fast platform again a great no-cost tool available to all Levenson agents to learn more about apps and deliveries we actually created a section of Kerry Levinson comm right underneath the forms tab it says e app /e delivery info you can actually watch videos and tutorials on how to do an e app how to do a drop ticket and then on the right hand side there you can see a delivery platforms you can actually watch a more in-depth training on the dock fast platform and how to eat deliver policies but I guarantee you once you try the e app and a delivery solution on a policy you're always going to want to use that option because it's literally saving one and a half to two weeks off of the policy cycle time which ends up saving everybody a lot of time and a lot of frustration so definitely check that out moving along here talking about you know today we're talking about new underwriting innovations in one tool that I think is extremely important for all agents to use is not only our quoting engines and systems but one of our online underwriting platforms it's actually an underwriting software called x-ray if you go to kare11.com and you hover over the underwriting tab you'll see the x-ray button you can actually click on x-ray and what this system does is it allows you to enter in all of your clients information date of birth death benefit amount tobacco use family history as much information as you can blood pressure cholesterol even if they have a specific medical condition this system will actually evaluate your client as you're typing in their information and then what it will do is it will based on those underwriting answers you put in it will recommend a carrier and it will tell you not only what the rating is but also what the premium is so you can actually in real time compare all different carriers and all different products to be able to know what that client is actually going to be approved at as long as all the information is the same that you put in the platform now there's another step built in the x-ray sometimes you know we all have those clients that maybe have a lot more medical problems or issues that they don't tell us right up front or maybe there's a lot of comorbidity issues you can actually enter in additional information into this platform and with the click of one button you can actually send all of that underwriting information to every single one of our carriers and within 24 hours they will all respond with a tentative offer so what you're essentially able to do is informally shop the entire marketplace for your client without ever having to take an application and if you've ever had a case that's come back rated or declined or maybe had a flat extra imagine being able to avoid that whole process where you have to go back to the client and say well you know they came back with the table 3 and we're going to look at other options and see if somebody can do better you can now skip that long drawn-out process and actually get the answers upfront so I think x-ray is a invaluable resource here it's available absolutely at no cost to all Levenson agents I will send the link out in dey's thank you email but again go right to kare11.com click on the underwriting tab you'll see the x-ray button and you can log right in and start using that platform today our internal marketing staff probably uses this at least 30 to 40 times a day and it saves us a ton of time a ton of resources it helps us also identify underwriting trends as these underwriters and the reinsurers update their manuals and guides it automatically updates this software which really gives us an edge to be able to know which company to go to right out of the gate so if you have questions or want to learn more we'll also send out the link and the training video on x-ray another great thing to know on kare11.com we have a tab called underwriting underwriting resources and impaired risk questionnaires so the underwriting resources you'll see with that blue arrow not only can you access all the underwriting guides you can also access underwriting tips such as auto buying limits guides on completing pyramid exams impaired risk questionnaires information on table shape programs tobacco usage so you can kind of see which companies are stronger in each scenario you can always call our marketing team we're here to help with any questions but if it's a weekend or a holiday and we're not here all these resources are available at your fingertips on the right hand side we have impaired risk questionnaires so the scenario that I always recommend using one of these forms is if you're speaking with a client and they say oh by the way I'm on some depression medications you know there should be some follow-up questions that you'll be doing in your field underwriting that you need to address to determine which company is going to be better to insure your client and that's where these impaired risk questionnaires come in you can actually go into this section of the website you can click on a specific impairment and in that impairment form is going to ask those follow-up questions for your client so you know what information you're looking at you can then send that to the Levenson marketing team we will evaluate that case sometimes we may even use x-ray to find out which company might be best and then we'll run those quotes and get them back to you within 24 hours so that's really really a great tool to kind of help avoid any unnecessary ratings our underwriting surprises that might come up down the road and that will lead to you know a lot faster and better placement ratios with all the business that you right through Levinson and associates another quick thing I want to mention here we're going over a lot of tools a lot of programs everything that we're talking about the xray platform the quoting engine EE applications is all available on the Levinson mobile app and if you haven't downloaded this as long as you have any sort of smartphone or tablet you can go to the app store even if it's an Android you can type in Levinson and you'll see this is exactly what the application looks like you can download this to your phone it's updated in real time you can even check your case status you can even access your crm platform and get notifications about everything that's happening with us at the office with new products and the webinars just a great way to stay in touch you really have everything at your fingertips I even had a couple agents that downloaded this and they were able to run quotes for some of their clients when they were out in the field and actually email those quotes directly to that client they didn't have to write down notes or save their email address they did everything in real time which i think is phenomenal being able to deliver those quotes you can even do any application if you wanted from your phone so a great resource definitely download that today it's absolutely free for I also want to go over some upcoming training events I mentioned real quickly there that on the mobile app we have our agency Automator crm platform available if you're not using a crm platform now I definitely recommend using agency Automator we have trainings at 2 p.m. every single day of the week Monday we talked about a platform to get yourself in front of local prospects Tuesday we cover how to build your own agent website and really create an online marketing brand Wednesday we dive into the crm platform itself how to manage your clients how to set automated reminders follow-ups and imagine being able to have a platform that automatically emails your clients for their birthday policy anniversary conversion deadlines all those different sales opportunities that you're missing this agency automate our platform we'll take care of it for you Thursday we talk about the prospecting platform that's built into the system you can actually go in plug in your zip code and say that you want to see clients between the ages of 40 and 55 that make at least $100,000 a year that live within a 25 mile radius that agency Automator platform will deliver to you those actual local prospects in your area and there's a whole email marketing system built into that and then Friday I think in my opinion the best webinar that's done for Agency Automator is called best practices and this is actually a webinar where we dive into what successful agents are doing inside of their agency automated environment we kind of show you how to use that tool the best way to be effective uncover new prospects so again that's Friday at 2:00 p.m. and we will send out the link for all of these webinars in today's thank you email and then finally at the bottom there tomorrow at 2:00 p.m. Eastern we have a webinar covering the life settlement sales opportunity we're going to dive into what life settlements are how they're important and why they're important to you and your clients and some great ways to uncover new sales using that life settlement tool so that's going to be about a 35 to 40 minute webinar you'll see that invitation tomorrow morning moving on finally here we always close with our positive Tuesday quote this is something we put out every single week we put it on our Facebook feed and so I'll mention today's positive Tuesday post and then we'll close the call before I do that I want to thank Kari for jumping on today's call you know it's a rarity that he's on the webinars with us but it's always appreciated and good to know that that he's helping us out today thank you okay the yep absolutely so to this week's positive Tuesday quote that bill actually sourced here says winning the game always comes down to these two strategies number one is marketing and number two is innovation thank you so much I appreciate everyone joining us today special thanks to Kari we'll send you that follow-up email with everything we covered in today's call thanks again have a great day