At FexContracting (National Underwriting Service, LLC) we are an agency that is designed by agents and for agents. But what does that mean exactly?

It means that with our agency everything we do is to improve the experience of the agent that wants to actually SELL insurance. We are not a place where you get trapped under middle-man recruiters. You should expect higher commissions, better training and higher quality leads from an agency like ours than you find at any multi-level recruiting style agency.

It’s easy to compare. Here is what you should look for with any agency:

KSKJ had a fantastic convention for their agents in January 2017 just like always. Make sure you are selling KSKJ if they are available in your state because they have fantastic rates, great underwriting and are some of the finest management and staff in the industry to work with. They truly “get it” and help the agents make sales and retain business. FexContracting (National Underwriting Service, LLC) was awarded as their top agency of the year in 2017 and we had many agents and family members attending their convention in Punta Cana. We want more in 2018 so come join us!

(Scroll down to see KSKJ’s top agent of 2016)

 

Here is our current cheat sheet to help agents underwrite FE cases in the field.

Unofficial-Company-Cheat-Sheet-2015-1.4

Agents should all carry Errors and Omissions Insurance. Some FE companies require it so you just need to plan on buying it when you start contracting so you aren’t locked out of any companies that you may need.

There are all sorts of “discounts” through various carriers and organizations but none of them seem to have a much cheaper price than just buying it directly through E & O for Less. At http://www.eoforless.com you can set up a monthly payment and print your certificate out as soon as you pay.

 

When selling FE to grandparents, we get asked about policies for their grandkids. There are many low premium policies available from Gerber, Mutual of Omaha and even mail order companies like Globe have cheap plans. Most of those have lifelong premiums.

I prefer to sell limited pay whole-life. That means you can sell them a policy that is paid up in 10-years or 20-years but covers the child for his entire lifetime. That way when grandma gives him the policy as he grows into an adult, she isn’t giving him a payment book along with it. Two good ones are Royal Neighbor’s Essential Life and my favorite Settlers Life.

Settlers has a multi-generational benefit. Here is how I present it:

Mrs. Smith, the grandchild policies that have the lowest premiums aren’t always the best option. The problem is that you won’t always be around to pay the premium. And when Timmy is a very young man starting out and has to pay a premium on the policy grandma gave him he will often not be responsible and lapse it and lose the coverage as well as most of the money you paid all those years. Later in life he will wish he had kept it but it will be too late.

But a great option is the Settlers Gold plan. We can set it up for a slightly higher premium that is fully paid up when Timmy is 24 years old (assuming he is 4 now). He will be covered his entire life but he will never have to pay any premiums on it.

Plus when Timmy gets older and has kids of his own YOU have covered them too.

And when Timmy’s kids start having their own kids, they are also covered too.

With this plan you cover Timmy, Timmy’s kids and Timmy’s Grandkids.  Now that’s a great way to be remembered for a long time.

And this plan costs much less than you would expect too. Do you want to hear what the cost for you is, Mrs. Smith? (You better believe she does!)

The additional child/grandchild benefit is a one time 1st to die benefit. But it is a great additional benefit at no cost on all of Settlers Gold and Silver policies.

Child-Grandchild-Benefit-Settlers
And if you don’t have Settlers in your line up Call Mark Stover today at (800) 673-5309 and tell him Newby said to give you the highest Settlers contract allowed because you are going to see a TON of this product.

Many people have checking accounts but do not have checks. You just need to get their checking account number (it’s on their monthly bank statement) not the number on their debit card. If they don’t know their bank’s routing number, that’s no problem. Everyone at that bank has the same writing number. Here is a website where you can look them up for any bank. http://us-routingnumber.com/routingnumber/Illinois

If they only have a debit card and no checking account attached to it, they likely have the Government Debit Express Card. It looks like a regular debit card. You can set up a monthly auto draft with these cards with several FE companies. Use Transamerica, Security National Life, Liberty Bankers Life or 5-Star Life for these cards. You can also use Gerber if you need a Guaranteed Issue Company.

It’s still best to collect a voided check for anyone who has checks. It gives them a better sense that they bought a policy plus it keeps you from making errors on bank numbers.

 

How much would ongoing FE training/mentoring and open discussions from true seasoned, battle-scarred, successful FE professionals help you? This isn’t the basics like “How to fill out an app” type kindergarten stuff that many IMOs consider training. It’s not one of those useless tell me your numbers (pissing contests) that you are forced to sit through. And this isn’t rah, rah love-fests for any company that pays us a fat over ride that you get with Jack of all Trade IMOs.

We are talking about college-level FE training that has helped many FE agents get from ground zero to six-figure incomes quickly.

We have an agent call every Friday morning at 9:00 Central time where we explore every single detail of what all FE agents face on their daily path to success. From company selection, underwriting, getting the best leads, setting appointments, in home presentations, handling objections, managing your business, understanding your competition, policy reviews, cross selling opportunities, building a down line…or not, …nothing is off the table because the agents (YOU) select the topics.

What would you pay for a good college-level education in your chosen field? $5,000? $10,000? $25,000? It’s worth that and more. What would it be worth to you to ride along with a top producer ($25,000 to $44,000 monthly production) and learn from the best?

Friends of FEX get access to this for free. Every week. AND they don’t give up a single penny of commission. We offer the h

 

Is your current FMO earning their over ride? If not, it’s time to kick them to the curb and get a fresh start at FexContracting.com

ighest commission contracts in the industry (first year AND renewals). Our agents make more money than their competitors. High commissions + ongoing training/mentorship + great leads (people to see every day) = MORE money in your pocket!

All you have to do to participate with our Friday Agent calls and full website access is to get contracted and selling with our Final Expense Companies through our agency (National Underwriting Service dba: FexContracting.com.)

To learn what the “Monkey Dust” is all about, contact us today using the form on our home page at: https://fexcontracting.com/

We look forward to working with you.

Scott (Newby) Burke

Travis (Hoosier Daddy) Tubbs

You want at least two that compliment each other.

For instance: 5-Star Life and TransAmerica Life. Where one is weak the other is strong. Where the other is strong the other is weak.

Cancer– TransAmerica is usually bad with a 4-year lookback for preferred. 5-Star (like most companies) is a 2-year lookback for preferred.

Very Obese– 5-Star has a liberal ht-wt chart but if they are off the scales  TransAmerica has no weight requirement at all.

Insulin Dependent Diabetics–  TransAmerica is a poor choice for those Standard at best or possibly graded. 5- Star gives them preferred as long as no insulin before age 40 and no complications.

Mental illness– 5-Star is a bad choice there since even mild depression gets them graded.  TransAmerica will take Bi-polar and all serious mental disorders at preferred as long as they are age 50 or older.

People age 0-49 – 5-Star is no good.  TransAmerica is good.

Cases where they need to pay with government check cards–  TransAmerica won’t take them. 5-Star will.

Smokeless Tobbacco users–  TransAmerica will rate them as a smoker. 5-Star will rate them as a non-smoker.

COPD but no oxygen– 1st day coverage with  TransAmerica Standard. Graded only with 5-Star

Occasional Oxygen use but no COPD– May get preferred or at least graded with 5-Star. No go with  TransAmerica.

Cases where you want a POS interview to KNOW you have a deal at the point of sale–  TransAmerica is no help with these. 5-Star is excellent here.

And on and on…

Get at least two companies where you have most bases covered. Don’t get two that are just alike. And no one company will ever do UNLESS you don’t care how bad you are treating your clients.

At FexContracting we are the BEST at helping you select the right companies for your state. We KNOW Final Expense and have lived and breathed it for many years. We want to help YOU succeed and earn a great living.

Contract with us today and join our team.

When working aged leads (6-months to 24 months old) I have come up with two approaches that have worked well for me.

Approach #1– Just treat it like a brand new lead. This works very well many times. Especially for Final Expense Leads because they mail those cards in all the time anyway. Chances are they have mailed more cards that are newer than the aged one you have in your hand. I use this approach more often if I am introducing myself to them at their front door rather than calling them on the phone.

Approach #2– This is what I use if I call them on the telephone

Agent- Hi, I’m calling for Mary Smith

Client- This is Mary Smith

Agent- Hi, Mary. I’m (insert your name) and I’m following up from your request some time back for information and rates on ______________________. The reason I’m calling today is to follow up and see if you found exactly what you were looking for.

Client- Yes, I got that all taken care of.

Agent- Great! I just have two questions for you and I can close our file on this.

First, as you know, we offered you choices from over 20 of the top life insurance companies. Which one did you choose to go with?

And second, on a scale of one to ten, how satisfied are you with your company, your price and the agent who worked with you?

Once they answer these questions, you will know whether you have anything further to offer or not.

Always Remember…there are hundreds of ways to approach anything but the WORST one is to think and think and plan and plan and always be looking for the perfect words but never getting off the launching pad.