we received your request!
Our design team will now review your case design request and discuss it with one of our Managing Partners.
Someone from our team will contact you within two business days to game plan next steps!
Just a few side notes:
If your case is a death benefit-focused case, there are several different strategic design options to choose from, hence a discussion with you is recommended (before we go down a rabbit hole of blindly designing a gazillion different illustrations).
If your case is accumulation-focused, we typically do not lead with custom tailored designs. Instead, we provide sample case studies to prospective clients to allow them evaluate our accumulation strategy from an objective (and emotionally unattached) point of view.
Couple of reasons we use sample case studies:
1. Often times the health rating will change after underwriting.
2. The lender interest rates are a moving target until the bank locks the rate after the
carrier has extended a formal offer and the policy is ready to issue.
These two variables will change the entire design.
We have found that the best process to gauge the true interest level of the client is to:
1. Show them the “concept” of our program using a case study that is not them.
2. To calculate an estimate of a program for them, scale the contribution up/down,
and multiply/divide the sample proposal numbers to give them an approximate
calculation of what their numbers would be.
3. If they like the strategy, take an app and submit to the carrier for health underwriting
to get a confirmed health rating (this is the only way to show them “real” numbers for
4. If the confirmed carrier offer comes back close, they should be ready to pull the trigger
and move forward.
The key things to understand about this sales strategy are:
1. Any custom illustration still only shows hypothetical numbers because the health rating
will change everything, so we might as well use pre-run case studies up front instead of
custom designing something that is still hypothetical.
2. Taking an application and paramed are indicators that the client is serious and not just tire
kicking. This is somewhat of a litmus test.
3. Showing case studies (instead of custom designs) allows the client to emotionally distance
themselves from the numbers and focus on the general concept. If they understand/like the
concept, they should be willing to get underwritten. If they are not willing to get underwritten,
it means they are not sold on the concept yet… in which case, running a custom illustration is
a waste of time for everyone involved.
We know this probably sounds like we're being lazy, and that we just don’t want to run a custom illustration, but we’ve found that this process laid out above yields the best results for all parties involved... most
importantly, you as the advisor.
But in any case, we will be in touch with you via email within 48 hours to discuss next steps!