News for LifeSecure Agents

Welcome to our agent blog!

Take a look around to find the latest news, insight and helpful information for LifeSecure agents.

 

 

For Agent Use Only. Not For Solicitation Purposes.

Sales Tip: Successful Remote Selling

Remote selling is growing in popularity, thanks in part to simple tools like virtual meetings, screensharing, and LifeSecure’s online applications and e-signature options.

These tips can make your next – or first – online sale a success.

Before the Meeting

Choose a virtual meeting program: There’s no shortage of options when it comes to video conferencing. We work with agents who use ZOOM, join.me, GoToMeeting, AQ Conference, WebEx, Google Hangout, among others. Try them out and find one that works best for you. It’s also a good idea to practice with a family member or friend before conducting a live meeting.

Find your target audience: Call existing clients to reassure them that their current coverages are secure and take the opportunity to review additional exposures and offer new solutions. You can also ask for referrals, call back former leads who went cold, or set up promotional emails and informational webinars to help market yourself and make prospecting part of your remote routine.

Set the appointment: Once you’ve found a date and time that works for your client, send them an email invite to confirm your appointment and let them know that you’ll be sending them a screensharing link. You should also send a reminder email 15 minutes prior to the meeting and be online and dialed into the call at least five minutes ahead of the start time.

Practice makes perfect: Get comfortable with your presentation and online tools, including running quotes and taking applications. Just before the meeting, have all your materials available and websites open and minimized on your screen to help facilitate a more efficient meeting – your time and your client’s time is valuable.

During the Meeting

Ask open ended questions: Developing a dialogue can be a challenge during a virtual meeting, but it’s necessary to hold your client’s attention and build a relationship. Keep your clients engaged by asking more questions, becoming a better listener and being prepared to answer their questions. Your clients don’t necessarily want to listen to you – they want to be heard.

Ask your version of LifeSecure’s 4 questions: Use questions like the ones below to engage your clients and position coverage as a solution to their concerns.

1. Have you had to move to a higher deductible health care plan recently?
2. How do you feel about having a high deductible?
3. What are your specific concerns about your health coverage and out-of-pocket costs?
4. What kind of unexpected medical event could cause you to have to pay your deductible all at once? (accident/hospital stay/critical illness)

After the Meeting

Follow up: Don’t forget to touch base with your clients. If your call ended when you sent a completed application to your client for signature via LifeSecure’s text or email option, a follow-up meeting can be an opportunity to answer questions about the online signature process and even walk through it together.

Be your own critic: Make evaluation part of your routine. Did you stick to your plan? What do you do well? What parts could use a little fine-tuning? Would other resources have helped? Evaluating each meeting is a great first step in preparing for the next one.

Interested in learning more? Contact your Regional Sales Consultant to set up a one-on-one coaching session. You can also download a printer-friendly version of this article, which includes our Top 10 Online Meeting Tips.

Check Out the New & Improved Quote Calculators & Online Applications

You can now run faster quotes and spend less time submitting applications in your LifeSecure Agent Portal!

 

Thanks to valuable feedback from agents like you, we heard loud and clear that parts of the Agent Portal needed a refresh. We’ve been hard at work overhauling some of our most important online tools that help agents do business – specifically our ancillary health and long term care quote calculators and online applications.

 

Got a minute? Click here to watch a quick overview!

 

This refresh is much more than just a shiny new look. We rebuilt our quote calculators and online applications from the ground up with:

• Simplified design 
  Our new modern look and feel keeps things simple with intuitive navigation and an improved overall flow.
   
• Time-saving upgrades 
  We’re speeding things up from start to finish, thanks to fewer pages to click through, more auto-populating fields, faster processing behind the scenes, and more – all which help you quickly run quotes and submit new business.
   
• Streamlined experience 
  We’re cutting the clutter by eliminating unnecessary fields and adding straightforward interactive features, thereby creating a more personal customer journey that makes it easy for your clients to match their coverage with their personal budget and perceived needs. 

Faster quoting. Less time completing applications. A more personal customer journey for your clients. Get ready for a better insurance experience with LifeSecure. Please contact your Regional Sales Consultant with any questions.

Sales Tip: See the value in observation coverage

Hospital indemnity coverage has always been an important solution that can help protect your clients from financial risks associated with a few days in the hospital. But what if they’re more likely to receive care without being admitted for an inpatient stay?

More hospital patients are being placed under observation care for longer periods as an alternative to an inpatient admission¹. In many cases, a patient will spend a day or two under observation and then be sent home if a physician decides that an inpatient admission isn’t necessary.

This should be a key selling point for your clients, as new trends in hospital care like observation often come with many of the same financial risks as an inpatient stay.

That’s why LifeSecure pays the same Daily Benefit Amount for up to four days of care in an observation unit as it does for an inpatient stay (note: available in most states).

Here’s an example: While hiking, Scott experiences a severe allergic reaction to a plant and goes to a nearby emergency room. Instead of being admitted, he’s treated in the hospital’s observation unit for two days and returns home.

Thanks to his Hospital Recovery insurance with a $500 Daily Benefit Amount, Scott will receive a cash benefit payout of $1,000.

LifeSecure’s Hospital Recovery Insurance is a solution for today’s health care landscape that can meet the needs of a wide range of clients. Talk to your clients today about how Hospital Recovery Insurance can complement their health plan and provide important financial support through multiple stages of hospital care – including helpful riders for emergency room and ambulance service, diagnostic exams, and care in a rehabilitation facility. Click here for additional product details.

 

¹ Medical Care Research and Review, Increasing Trends in the Use of Hospital Observation Services for Older Medicare Advantage and Privately Insured Patients, 2017.

April 13: Next-Generation Personal Accident Insurance Launches In RI & WV

LifeSecure is pleased to announce that on Tuesday, April 13, we’ll release our next-generation Personal Accident Insurance with Accidental Death Benefit to the individual and worksite markets in Rhode Island and West Virginia.

View our current Product Availability Chart to see all states in which LifeSecure products are available today. Click here for product details and sample premium rates.

 

Important Dates & Information

Note: dates and information apply only to the Rhode Island and West Virginia where our next-generation Personal Accident Insurance product will be available on April 13.

April 12: Individual – last day to submit applications for LifeSecure's current Personal Accident Insurance. Applications must be submitted online by11:59 p.m. ET.

April 12: Worksite – last day to submit applications for LifeSecure's current Personal Accident Insurance. LifeSecure will contact agents with affected clients to discuss current and future enrollments.

April 13: Individual & Worksite – first day to take and submit an application for the new Personal Accident Insurance with Accidental Death Benefit, beginning Tuesday morning.

 

What's New?

Our Personal Accident coverage is popular among agents and families thanks to straightforward coverage, benefit payouts based on actual medical expenses, flexibility, and an easy buying and selling experience. We think you and your clients will appreciate our latest enhancements, which preserve these features and more.

When unexpected costs add up after an accidental injury, Personal Accident Insurance with Accidental Death Benefit can pay cash benefits to help your clients offset the cost of any services and resources needed during recovery.

• Reimbursement model - not scheduled benefits
• Guaranteed issue through age 74 & renewable to age 85
• $0 deductible option
• An expanded window to receive initial care
• Jet-issued coverage with just 2 simple decision points to apply
  
  

Key Advantages to Selling with LifeSecure

• We keep things simple to create a better insurance experience.
• Commissions paid weekly via EFT
• Cash benefits for your clients with no coordination of benefits
• Easy online quoting and applications with e-signatures - clients can sign remotely via text or email
• Affordable coverage that matches benefit options with personal budgets
• Ideal for clients with high deductible health plans
• Sell and earn all year - not limited to open enrollment
  
  

Want to Learn More? Watch an on-demand webinar

Click here to watch an on-demand webinar to learn more about selling LifeSecure Personal Accident Insurance with Accidental Death Benefit. In this session, our sales team provides a product overview, a rundown of key competitive advantages, and tips to help you sell.

Make the move to EFT: It's a Win-Win!

Did you know… policyholders who pay their LifeSecure premiums using an electronic funds transfer (EFT) tied to a bank account stay in force two times longer than policyholders who choose direct bill or credit card payments?

It’s easy for bills to get lost in the shuffle when mail stacks up on the kitchen counter. And when credit cards expire or account numbers change, it can be a hassle to update automated payments. EFT is an easy way to make sure your clients pay their premiums on time and keep their coverage current – and by staying in force longer, premiums paid using EFT help agents earn an average of 36% more in commissions.

Make the move to EFT – it’s a win-win! Here are a few helpful tips to make things easy when completing applications with your clients:

• Prep ahead of time – instruct them to have their bank account and routing numbers handy, along with the other personal information needed to complete an application
• Lead with EFT – make it a standard part of every sale to discuss EFT before other premium payment options
• One and done – emphasize that EFT is the low-maintenance, no-stress premium payment option
  • no checks to mail with each bill
  • no hassle dealing with expired credit cards and new account information
  • easier for your client long term

For more information on why EFT is the best premium payment choice and how to position it with your clients, contact your Regional Sales Consultant.

Note: examples provided are based on data from LifeSecure policies issued between 2018-2019; average commission increase assumes heaped commissions on a five-year model of in force policies.

Sales Tip: 24/7 Coverage

 

When LifeSecure receives feedback from agents about its Accident coverage, we often hear that policyholders and prospects like how cash benefits can be paid regardless of any other insurance. That means no coordination of benefits and a simpler claims experience.

But did you know that also includes workers compensation?

It’s what we like to refer to as 24/7 coverage. With LifeSecure’s Accident insurance, your clients have on-the-job and off-the-job coverage*. This is one of the many features that helps LifeSecure differentiate itself from the competition – and this can help you stand out to your clients.

For example, let’s say a policyholder suffers an accidental injury on the job. Workers compensation will be there to help cover any medical expenses and lost wages if they spend time away from work during recovery. But as you know, a variety of out-of-pocket expenses can quickly add up during recovery.

That’s where Accident insurance steps in. It can pay benefits in addition to workers compensation to assist with things like child care, housekeeping, daily bills or whatever other out-of-pocket costs come up during recovery – and it’s up to the policyholder to decide how their cash benefits will be used.

For more information on some advantages of selling LifeSecure’s Personal Accident coverage, check out our 11 reasons why Personal Accident insurance may be right for you and your clients.

 

* Exclusions apply for some occupations - refer to the Outline of Coverage for details.

Sales Tip: Retain More Clients with Critical Illness Coverage

Here’s the secret about Critical Illness insurance: its flexibility makes it a great fit for a variety of client groups.

Look beyond the obvious prospects in your existing business and consider how LifeSecure’s Critical Illness insurance can create new opportunities.

Do you have health clients who may be at risk of a serious illness? They’ll find value in extra protection to fill gaps in their health coverage and prevent potential financial hardship.

Or do you have LTCi prospects who were recently denied coverage? While it’s not a replacement for LTCi, Critical Illness insurance can provide support when care is needed following conditions like stroke or cancer. Even a little coverage can go a long way in offsetting medical costs or everyday expenses like housekeeping, transportation assistance, or daily bills.

LifeSecure’s Critical Illness insurance features:

• Simplified issue for individual coverage with Benefit Amounts less than $20,000
• A lump-sum benefit paid following the diagnosis of nine serious diseases
• Coverage for the re-occurrence of a disease and the subsequent diagnosis of a different covered condition
• No benefit reductions at higher attained ages

Finding new opportunities for solutions like Critical Illness insurance will help you strengthen your client relationships and boost retention by positioning yourself as trusted advisor – not to mention also creating a new revenue stream and putting more money in your pocket.

Watch this short video to learn more about LifeSecure's Critical Illness Insurance.

New year, new product: Protect Now Term Life Insurance is now available

Great news for the new year: Protect Now Term Life Insurance*, our next-generation term life product, is now available in most states!

Protect Now Term Life Insurance continues our commitment to straightforward coverage, affordable financial protection, a simple selling experience and fast turnarounds. Click here for product details and sample premium rates!

What will you and your clients get with Protect Now Term Life Insurance?

• More coverage – higher face amounts with coverage up to $1M
• Greater client eligibility – broader risk classes and rates to choose from
• Streamlined underwriting – a quick and easy process with just a few health questions
• Fast protection – 80% of cases are decided and issued in 30 minutes or less
• More peace of mind – affordable and accessible coverage for healthy applicants means more protected clients and families
• Simple selling – the quoting and application process for Protect Now Term Life Insurance is now accessible directly through the Lumico Life Insurance agent portal

Protect Now Term Life Insurance replaces our previous simplified issue Term Life Insurance* in most states. California and Maine are not included in the initial release of Protect Now Term Life Insurance and our Simplified Issue Term Life product will continue to be available in both states. Protect Now Term Life Insurance is expected to launch in Maine in Q2 2023; we will keep you informed of an expected launch date in California as information becomes available.

Please note that these changes do not affect LifeSecure’s Final Expense Insurance*. For details on the new commission structure for Protect Now Term Life Insurance, please reach out to your Regional Sales Consultant.

Ready to learn more? Join us for a live webinar on Tuesday, Jan. 10, or Tuesday, Jan. 31, to learn about the benefits and features of Protect Now Term Life Insurance and learn more about our simplified issue Final Expense Insurance. Our sales team will provide a product overview, a rundown of key competitive advantages, and tips to help you sell.

 

* The Protect Now Term Life, Simplified Issue Term Life and Simplified Issue Final Expense insurance products are underwritten by Lumico Life Insurance Company, Lincoln, NE. LifeSecure and the logo are trademarks of LifeSecure Insurance Company.

 

Sales Tip: Checking In After Open Enrollment

Did open enrollment decisions leave unexpected gaps in your clients' health coverage? If so, you could be leaving your clients at risk - and leaving money on the table.

Now is a great time to touch base with your clients to see if you can provide an affordable way to extend their protection with accident, critical illness or hospital indemnity insurance and put extra money in your pocket.

Many people choose high deductible health coverage in favor of lower premiums, but they may be unaware of the potential financial risks of deductibles and other out-of-pocket costs. In fact, only 4% of people can correctly define co-pay, deductible, out-of-pocket maximum and co-insurance, according to a recent study.

Here’s a quick tip to get started: conduct a health insurance inventory. Start simple by educating your clients on their current coverage, then ask to review their medical plans and make sure they understand how their coverage works – from deductibles and co-pays for doctor visits to procedures like surgery and hospital stays. Detailing potential out-of-pocket costs can highlight where ancillary coverage can step up when medical plans fall short.

Check out these infographics on how our Accident, Critical Illness and Hospital Recovery insurance can provide additional coverage at a lower cost to clients with high deductible health plans.

Simplify Your Remote Sales with eQuote

Run a quote. Email it to your client. Your client applies for coverage.

That’s how easy remote selling can be with eQuote!

Log into the Agent Portal and check out eQuote, a new online sales tool that’s tailored to today’s remote environment.

eQuote creates a faster sale to help you save valuable time and increase your sales efficiency, with no change to your commission. You can send a personalized quote directly to your client, and within a few minutes your client can submit their application from their home computer – all without the need for screensharing or meeting in person!

WATCH: See how easy it is to send an eQuote with this quick instructional overview.

eQuote is available for use with our individual and worksite Accident, Critical Illness and Hospital Recovery products. To send an eQuote, start by running a quote using the Quote Calculator in the Agent Portal. Once you review the quote:

1. 
   

   Click to enlarge
   Click the “Email Quote” button in the lower-right corner of the screen
2. Enter your client’s email address and send an automated email from LifeSecure. You also have the option of sending the quote from your own email address.
3. Once they receive the email, your client will have access to a secure portal to review the quote, view educational resources for each quoted product, and complete their application.

It’s that easy!

Quotes are valid for 30 days. If a quote expires, simply send a new quote. You can view a quote’s status and full details in the Agent Portal by clicking on Your eQuotes under the Quoting Tools tab of the navigation menu.

If you have any questions, please contact our Agent Support team or your Regional Sales Consultant.