RATE CALCULATION

CHECKLIST

☐ ASK ALL HEALTH QUESTIONS

☐ ASK FOR PRESCRIPTION MEDS

☐ FIND PLAN THEY QUALIFY FOR

(PAGE 2)

☐ FIND THOSE RATES STARTING ON

(PAGE 10)

☐ FIND THEIR AGE

☐ MALE OR FEMALE

☐ NON-TOBACCO OR TOBACCO

☐ FIND PAC

☐ MULTIPLY PAC x FACE + $3.00

(ADD RIDERS)

rv 5/7/2019

The following list is provided to assist agents in underwriting Final Expense applications for Lincoln Heritage Life Insurance Company. It is intended to be a list of the most common prescription drugs that will cause a policy to be issued Modified under our guidelines.

Please keep in mind that any medications prescribed for conditions covered in the health questions on the application will also cause a policy to be issued Modified.

As always, we encourage you to contact Underwriting at any time for risk assessment and/or medication verification at 1-800-433-8181 (after hours call 1-800-779-0983)

ACLIDINIUM BROMIDE - COPD, Emphysema

AGGRENOX - Circulatory

AMIODARONE HCL - Heart

AMJEVIA - Immunosuppressant

APIXABAN - Circulatory

ARICEPT - Alzheimer’s, Dementia

ARIXTRA - Circulatory

ASPIRIN-DIPYRIDAMOLE - Circulatory

BICALUTAMIDE - Cancer

BIDIL - Heart

BRILINTA - Heart, Circulatory

BUPRENORPHINE HCL - NALOXONE HCL DIHYDRATE - Addiction

CALCIUM ACETATE - Kidney Disease

CELLCEPT - Organ Transplant

CILOSTAZOL - Circulatory

CINACALCET HCL - Kidney Disease, Cancer

CLOPIDOGREL - Circulatory

COUMADIN - Circulatory

DABIGATRAN ETEXILATE MESYLATE - Circulatory

DALIRESP - COPD, Emphysema

DIGOX - Heart

DIGOXIN - Heart

DIPYRIDAMOLE - Circulatory

DONEPEZIL HCL - Alzheimer’s, Dementia

DRONABINOL - Cancer

DRONEDARONE HCL - Heart

EFFIENT - Circulatory

ELIQUIS - Circulatory

ENBREL - Immunosuppressant

ENOXAPARIN SODIUM – Circulatory

PEGINTERFERON ALFA 2 - Hepatitis C

PENTOXIFYLLINE ER - Circulatory

PLAVIX - Circulatory

PLETAL - Circulatory

PRADAXA - Circulatory

PRASUGREL HCL - Circulatory

PROCRIT - Circulatory

RANEXA - Heart

RANOLAZINE - Heart

RENVELA - Kidney Disease

RIFAMPIN - Lung Disease (Tuberculosis)

RIVAROXABAN - Circulatory

RIVASTIGMINE - Alzheimer’s, Dementia

ROFLUMILAST - COPD, Emphysema

SENSIPAR - Kidney Disease, Cancer

SEVELAMER CARBONATE - Kidney Disease

SOFOSBUVIR - Hepatitis C

SOTALOL HCL - Heart

SOVALDI - Hepatitis C

SPIRIVA HANDIHALER - COPD, Emphysema

SUBOXONE - Addiction

TACROLIMUS - Cancer

TAMOXIFEN CITRATE - Cancer

TICAGRELOR - Heart, Circulatory

TIOTROPIUM BROMIDE MONOHYDRATE - COPD, Emphysema

TRENTAL - Heart

TUDORZA PRESSAIR - COPD, Emphysema

WARFARIN SODIUM - Circulatory

XARELTO - Circulatory

ZEMPLAR - Kidney Disease

Common Modified Medications

EPOETIN ALFA - Circulatory

EXELON - Alzheimer’s, Dementia

FEMARA - Cancer

FLECAINIDE ACETATE - Heart

FONDAPARINUX SODIUM - Circulatory

HARVONI - Hepatitis C

HEPARIN SODIUM - Circulatory

HUMIRA - Immunosuppressant

HYDROXYUREA - Cancer, Circulatory

IMDUR - Heart

ISONIAZID - Lung Disease (Tuberculosis)

ISOSORBIDE DINITRATE - Heart

ISOSORBIDE DINITRATE - HYDRALAZINE HCL - Heart

ISOSORBIDE MONONITRATE ER - Heart

JANTOVEN - Circulatory

LANOXIN - Heart

LEDIPASVIR-SOFOSBUVIR - Hepatitis C

LETROZOLE - Cancer

LOVENOX - Circulatory

MEMANTINE HCL - Alzheimer’s, Dementia

MULTAQ - Heart

MYCOPHENOLATE MOFETIL – Organ Transplant

NAMENDA - Alzheimer’s, Dementia

NITROGLYCERIN - Heart

NITROGLYCERIN TRANSDERMAL - Heart

NITROLINGUAL PUMPSPRAY - Heart

NITROSTAT - Heart

PACERONE - Heart

PARICALCITOL - Kidney Disease

PEGASYS - Hepatitis C

rv 5/7/2019

Uninsurable Medication List

Below is a partial list of the most common medications which are prescribed to treat uninsurable conditions. If an applicant is taking or has been prescribed one of these medications, no coverage can be written. Please keep in mind that this is a partial list and that there are other medications also considered to be uninsurable.

HIV/AIDS

Atripla

Abacavir

Agenerase

Cidofovir

Combivir

Crixivan

Cytovene

Didanosine

Epivir

Epzicom

Fosamprenavir

Foscarnet Sodium

Ganciclovir

Isentress

Invirase

Lexiva

Norvir

Prezista

Retrovir

Reyataz

Sustiva

Tenofovir

Videx

Viracept

Viramune

Vistide

Zerit

Zidovudine

Chronic Conditions List

Below is a partial list of the most common chronic health conditions that would require a “yes” answer to a Significant Health Condition on the application, even if the initial diagnosis or treatment is over 2 years ago. These conditions are considered an active diagnosis.

Alzheimer’s - Memory

Amyotrophic Lateral Sclerosis (ALS – Lou Gehrig disease) – Degenerative Disorder

Aortic Stenosis - Circulatory

Atherosclerosis – Circulatory

Cardiomyopathy – Heart

Chronic Bronchitis – Lung

Chronic Kidney Disease – Liver/Kidney

Chronic Obstructive Pulmonary Disease (COPD) - Lung

Chronic Tuberculosis (TB) - Lung

Cirrhosis – Liver/Kidney

Congestive Heart Failure (CHF) – Heart

Coronary Artery Disease (CAD) - Heart

Cystic Fibrosis - Lung

Dementia - Memory

Emphysema - Lung

Hepatitis C - Liver/Kidney

Organic Brain Syndrome - Memory

Peripheral Artery Disease (PAD) - Circulatory

Pulmonary Fibrosis - Lungs

Pulmonary Hypertension - Circulatory

Sarcoidosis of the Lungs - Lungs

Unresolved Aneurysm - Circulatory

RATE CALCULATION HOMEWORK Please complete the following rate calculations:

Always remember to give a range of at least three quotes (i.e. client wants $15,000 you also quote $7,500 and $10,000).

1) Smoking Female, 69 years old. Medications are: Hydrochlorothiazide, Glipizide, and Naproxen. She wants $20,000.

2) Non-smoking male, 45 years old. Medications are: Potassium. Looking for $10,000 in coverage.

3) Female, non-smoker, 55 years old. No medications. Wants $25,000 in coverage. 3 child riders for $15K for each and 2 units of AD&D.

4) Female, non-smoker, 71 years old. Wants $20,000 in coverage. Medications are: Warfarin, Lisinopril, and Plavix.

5) Female, non-smoker, 37 years old, no medications. Wants $10,000 in coverage, 2 child riders with $10K each and 5 AD&D.

6) Male, 42 years old, smoker, no medications. Wants $20,000 in coverage and 4 units AD&D.

7) Female, smoker, 32 years old. Medications are: Imdur and Lanoxin. Wants $20,000 in coverage.

8) Female, smoker, 42 years old. Medications are: Hydrocodone and Tylenol. Wants $20,000 in coverage, 2 child riders for $15K each, and 3 units AD&D.

Compensation • Advances are paid on checking and

savings business ONLY

• Debit Card, Credit Card, and Direct Bill business is paid as earned

Week of: Sunday Monday Tuesday Wednesday Thursday Friday Saturday

# Calls Made Daily Goal_____ Actual_____

# How Many Answered Goal_____ Actual_____

# Presentations Goal_____ Actual_____

# Sold Goal_____ Actual_____

# Appointments Goal_____ Actual_____

Amount of Annualized Premium

NOTES:

$ Actual Amount $ $Weekly Production Goal Team Weekly Goal

Presentation Questions and Quote Sheet

Name___________________________________Age:_____DOB:_______Smoker:___FE/MOD

Name___________________________________Age:_____DOB:_______Smoker:___FE/MOD

Beneficiary:______________________________________________________Burial/Cremation

Anything Paid For?:__________________Any Life Insurance? W/L or Term $_______Co:_____

What was on your mind when you...?________________________________________________

How long have you been thinking about this?__________________________________________

Has anything bad happened in you or your family's life to make you think about this?__________ ______________________________________________________________________________

Why did you respond now and not last month?_________________________________________

Help me understand...if this was on a scale of 1-10 how important is it to have coverage in place (or add coverage) to you right now?_________________________________________________

How does not having coverage (or not having enough coverage) affect you personally or will impact your family?______________________________________________________________ ______________________________________________________________________________

I'm going to ask you a question....Let's pretend I have the right policy for you at the right price. Paint me a picture of what it would look like to no longer have fear or worry when your death occurs.________________________________________________________________________

Is there anyone else that needs to be present or will you have to talk this over with someone in order for you to make this decision?:_________________________________________________

If I could find a plan to fit your budget, how much would you want to spend?________________ ______________________________________________________________________________

FINAL EXPENSE QUOTES:

Name:____________________________ Name:_______________________________

(Face Value) (Monthly Premium) (Face Value) (Monthly Premium)

$____________ =S______________ $_____________ =$______________

$____________ =S______________ $_____________ =$______________

$____________ =S______________ $_____________ =$______________

$____________ =S______________ $_____________ =$______________

TODAY'S DATE:_____START DATE:______DUE DATE:_____TOTAL PREMIUM AMT$___________

INTRODUCTION:

Hey Ms./Mr._________, this is (first name) from Lincoln Heritage.

The reason for my call, I was getting back to you on:

• The post card that you returned to our company

• Visiting our website

• Calling in from one of our tv commercials

About our final expense coverage with Lincoln Heritage and the company has assigned me to see if I can help you qualify. Would that be okay?

Ok, how has your day been going?

When you submitted this information were you looking to get coverage on yourself or you and another loved one?

What was on your mind when you sent (or requested) this information?

If you don’t mind my asking:

• Who do you have your existing coverage with?

• Okay, and how much coverage do you have?

• Would you happen to know the premium?

• Do you know if it is designed to expire at age 80?

Now is there anyone else that helps you make your decisions that I need to speak with as well?

SETTING THE STAGE:

What I’m going to do is ask a few simple health questions to see what you may qualify for, let you know a little about our company, go over what we can do for you, and provide a few quotes that may fit your needs. If it doesn’t fit, that is okay too. Does that sound good?

QUALIFYING:

Okay, we have your age as ____ years young. Is that correct? When do you turn (next age)? The information came back from address _____. Is that correct?

Now in order to give you the best rate, I will need to ask you a few questions to see what you are approved for. Is that okay?

Do you use any form of tobacco?

Are you currently bedridden, hospitalized, in a care facility, or receiving hospice care?

Have you ever tested positive for HIV or been diagnosed by a physician as having AIDS or a life expectancy of 12 months or less?

And Mr./Ms. , in the past two years have you had any type of

• heart attack, heart surgery, congestive heart failure, or heart disease

• stroke, aneurysm, or improve circulation

• cancer, other than basal cell skin cancer

• disease of the

o lungs, COPD, or emphysema

o liver, kidneys, or organ transplant

• Alzheimer’s disease, dementia, organic brain syndrome, or ALS

• alcohol or drug abuse

• complications of diabetes: amputation, diabetic coma, blindness, or kidney disorder

• waiting for a diagnostic test relating to any of the conditions listed above

And Mr./Ms.____, what type of prescription medications are you taking, if any. Do you take any type of heart medications or blood thinners like Plavix, Warfarin (WAR-FAR-IN), Coumadin (COO-MA-DIN), or Eliquis (EL-O-KWIS)?

Any other health issues you think I should be aware of?

Now, have you decided whether you want a cremation or a traditional funeral?

The best policy is the one that provides an affordable benefit. If I can qualify you for a plan today, how would you pay for this? Would it be checking or savings account?

BUILDING VALUE/BENEFITS PRESENTATION:

In the state of , traditional funerals range from $8,000 to $12,000. And prices go up every year on funerals. And cremations generally range from $1,500 to $3,500.

Read Good, Better, Best packages for the type of final wishes the prospect has indicated above.

What I am going to do is give you a few quotes in just a second, but I wanted to give you some information. Can you grab a pen and paper?

Provide your name (spell it), phone number, and state license number

Now, I’m going to let you know about Lincoln Heritage. At Lincoln Heritage, we pay out our claims within 24-72 hours once we receive the necessary paperwork. Some companies take up to 90 days. Now Lincoln Heritage has been around for over 55 years and we are the #1 Final Expense company in the nation. We have over 300 full time employees at our home office so if you need to call you will reach a live person. Not like when you call your bank and have to go through voice prompts. Does that happen when you call your bank? Now, we are not just providing you with a policy. We also have a program called the Funeral Consumer Guardian Society which comes FREE with your policy where you can pretty much plan out in detail how you want things done, from who will be in charge, to the type of funeral that you want, the type of casket, or if you want a direct cremation.

Do you have kids or grandkids (ask age of grandkids, they may qualify for

child riders)?

What are their names?

Who would you want to take care of this responsibility for you? Who would be your primary beneficiary?

You don’t want primary beneficiary’s name to have to worry about any of these things. Correct?

Now we provide a personal funeral advocate to help your family not get taken advantage of. You can list what type of flowers, music, wardrobe, etc. Your loved ones get a 24-hour toll-free service number to call in time of need. We make sure they don’t overspend on the arrangements. We typically save families an average of $1,800 on traditional funerals and up to $600 on cremation.

Now this is Whole Life Insurance, Mr./Ms. . So, whatever level of coverage you choose to have with us your premium is going to be locked in. Your premium will never increase and your benefits will never decrease. Your plan will never be cancelled or expire on you due to changes in age or health. And this policy does build cash value, in the event you can’t make your premium, the cash value can be used to make the premium to prevent your policy from lapsing. So, what I am going to do now Ms./Mr.______ is give you a few of quotes, and you tell me from these quotes which one will work best for you right now.

RUN QUOTES/ASK FOR BUSINESS:

(Give at least 3 quotes)

(These quotes include XXX amount of AD&D)

So from those quotes I just gave you, which one do you see as a benefit to you and your family right now?

(Optional) Would you like to add any coverage for your (kids/grandkids)? We have a child rider that will provide $5000 coverage for $2 per month and we can go up to $25,000 in coverage for them.

CLOSE/APPLICATION PROCESS:

Once they choose a plan:

So what I do now is get your information so we can go ahead and lock your rate in today so the rate does not change.

We will get started with your application.

Fill out the application and verify all of the fields (save social security number for last).

Okay, and what’s your social? (be confident when asking)

Okay, do you bank with a local bank or credit union?

Okay, great! What’s the name of your bank?

Is that a checking or savings account?

And what city did you open that account?

(Google: city, state, bank name + routing number)

Now Mr./Ms.___thank you for that information. I have some information that I need to verify with you. I have these numbers I need to verify with you. Go ahead Mr./Ms.___and grab your checkbook. Let me know when you’re ready.

Is the first set of numbers ___(read the 9 digit routing number from Google)

Now Mr./Ms.___what are the next set of digits on the bottom of the check (this is the account number)

Thank you Mr./Ms.___ for that information.

Now what day of the month do you want your premium to be drafted

Fill out all required paperwork

Explain “we will get on a recorded line with home office to complete the application with verbal signatures”

Refer to the Voice Signature/Tele-App Process

Specific Rebuttals for Objections

*Please realize that every objection and client is a little different so these are suggestions, but will have to rephrase them to fit your specific situation. These phrases are guides to show you

how to start off in a stage of positive agreement, then transition into the answer stage, andthen finally move into the ask stage, where you ask a question to assume control.*

Price: “I completely understand. A lot of my clients felt the exact same way until they realized the value that comes along with this. Now, would you prefer to start with the 5,000 or the 10,000?

Budget: “I’m with you. I completely get it, my wife and I are on a tight budget as well. We have a lot of individuals that we’re able to work really closely with, and they too have a very tight budget. Now, what type of budget are we working with? Would you say $30, $50, $70? Tell me what were working with…”

Poor Health/May Not Qualify: “I understand. We hear that a lot, and pleasantly to our clients surprise we represent a company that's able to insure 98% of the people who apply so let's see if we’ve got a place for you. Now tell me what those health conditions are again, so we can overcome those together…”

Don’t have Time/Too Busy: “I get it, we are really busy too, we’ve got a lot of clients, and we only have a limited time because they keep us so busy. Its kind of a misconception that its gonna take a while to get you covered. So, tell me what is the purpose of this so we can dive in?”

Think About It/Call Me Back: “I can understand you saying that. Unfortunately, we have a no call back policy here in the office. You have everything you need to make an informed decision. You’ve told me you need it, you want it, and that you can afford it, so lets take time out of the equation and go ahead and do it. So, would you prefer to start with the 5,000 or the 10,000?”

Have to Talk to My Spouse: “I completely understand. We’ve had clients who said the exact same thing. Now knowing your spouse, what would they say to an offer like this?”

I don’t give My Info over the Phone: “I completely understand. You're exactly right. I have a lot of really happy clients who initially said the exact same thing, so I get that completely. Now, if you

knew that everything we were saying was 100% the truth, and that you could take it to the bank. From everything you’ve heard, would you take advantage of this? If you knew everything to be 100% truth, would you take advantage of this today?”

Lack of Trust/Don’t Know You: “You're right, you barely know me, and I realize that we're just getting to know each other. I have a lot of happy clients now that had to take an initial leap of faith, because they didn’t now who we were. Once they took that leap of faith, they were super pleased, and I’m okay giving you my name, phone number, and insurance license # with the state of ______. A lot of my clients initially wanted the exact same reassurance that you're wanting right now. So, with that aside, would you prefer the 5,000 or the 10,000?

Not Interested: “Okay, I get it. We’ve talked to a lot of clients that thought they weren’t interested at first, but after they heard us out for about 60 seconds to hear how valuable this information was, then they got interested really quick, if you know what I mean. Now they keep us really busy, we don’t have a lot of time. If I could bring some value to you would you be glad you listened?”

Send Me Info/Mail Me Something: “Okay, great. Yea, I’m with you. We’ve had clients that wanted us to do that before. Now, because you already get so much info as it is, and we have mailed you previously. Its easy to get it lost, and because of the confusion, that’s why we're on the phone today, is to clarify and to get you to take action on this exclusive offer today. Now, knowing that we're going to send you a welcome packet of information once we get done with this call. Do you think the 5,000 or 10,000 suits you better? Which of those would you prefer? The 5,000 or the 10,000?”

Funeral Cost EstimateFor Your Area — Burial or Cremation

Good:

• Direct cremation, including removal and shelter of remains

• Transportation to crematory

• Necessary authorizations

• Alternative container to hold the remains for cremation

Better:

• Direct cremation, including removal and shelter of remains

• Transportation to crematory

• Necessary authorizations

• Alternative container to hold the remains for cremation

• Memorial visitation and funeral service without the body present

Best:

• Traditional funeral with cremation as the final disposition of the body

• Memorial visitation and funeral service with the body present

• Transportation to crematory

• Necessary authorizations

• Alternative container to hold the remains for cremation

Funeral Cost Estimates Cremation

Good Quality Better Quality Best Quality

Alabama $1,750 $3,500 $8,500

Alaska $2,000 $3,750 $9,000

Arizona $1,500 $3,250 $8,000

Arkansas $1,500 $3,250 $8,000

California $1,500 $3,250 $8,000

Colorado $1,500 $3,250 $8,000

Connecticut $2,000 $3,750 $9,000

Delaware $1,750 $3,500 $8,500

District of Columbia $1,750 $3,500 $8,500

Florida $1,750 $3,500 $8,500

Georgia $1,750 $3,500 $8,500

Hawaii $2,000 $3,750 $9,000

Idaho $1,500 $3,250 $8,000

Illinois $2,000 $3,750 $9,000

Indiana $2,000 $3,750 $9,000

Iowa $1,500 $3,250 $8,000

Kansas $1,500 $3,250 $8,000

Kentucky $1,750 $3,500 $8,500

Louisiana $1,750 $3,500 $8,500

Maine $2,000 $3,750 $9,000

Maryland $1,750 $3,500 $8,500

Massachusetts $2,000 $3,750 $9,000

Michigan $2,000 $3,750 $9,000

Minnesota $2,000 $3,750 $9,000

Mississippi $1,750 $3,500 $8,500

Missouri $1,750 $3,500 $8,500

Montana $1,500 $3,250 $8,000

Nebraska $1,500 $3,250 $8,000

Nevada $1,500 $3,250 $8,000

New Hampshire $2,000 $3,750 $9,000

New Jersey $2,000 $3,750 $9,000

New Mexico $1,500 $3,250 $8,000

North Carolina $1,750 $3,500 $8,500

North Dakota $1,500 $3,250 $8,000

Ohio $2,000 $3,750 $9,000

Oklahoma $1,500 $3,250 $8,000

Oregon $1,500 $3,250 $8,000

Pennsylvania $2,000 $3,750 $9,000

Rhode Island $2,000 $3,750 $9,000

South Carolina $1,750 $3,500 $8,500

South Dakota $1,500 $3,250 $8,000

Tennessee $1,750 $3,500 $8,500

Texas $1,500 $3,250 $8,000

Utah $1,500 $3,250 $8,000

Vermont $2,000 $3,750 $9,000

Virginia $1,750 $3,500 $8,500

Washington $1,500 $3.250 $8,000

West Virginia $1,750 $3,500 $8,500

Wisconsin $2,000 $3,750 $9,000

Wyoming $1,500 $3,250 $8,000

GOODQUALITY

BETTERQUALITY

BESTQUALITY

Provided by:

FCE18

A publication of Funeral Consumer Guardian Society, a consumer advocate. For informational purposes only. All rights reserved.

— 2018 UPDATE —

Good Quality Better Quality Best Quality

Alabama $8,000 $9,750 $12,250

Alaska $8,500 $10,250 $12,750

Arizona $7,500 $9,250 $11,750

Arkansas $7,500 $9,250 $11,750

California $7,500 $9,250 $11,750

Colorado $7,500 $9,250 $11,750

Connecticut $8,500 $10,250 $12,750

Delaware $8,000 $9,750 $12,250

District of Columbia $8,000 $9,750 $12,250

Florida $8,000 $9,750 $12,250

Georgia $8,000 $9,750 $12,250

Hawaii $8,500 $10,250 $12,750

Idaho $7,500 $9,250 $11,750

Illinois $8,500 $10,250 $12,750

Indiana $8,500 $10,250 $12,750

Iowa $7,500 $9,250 $11,750

Kansas $7,500 $9,250 $11,750

Kentucky $8,000 $9,750 $12,250

Louisiana $8,000 $9,750 $12,250

Maine $8,500 $10,250 $12,750

Maryland $8,000 $9,750 $12,250

Massachusetts $8,500 $10,250 $12,750

Michigan $8,500 $10,250 $12,750

Minnesota $8,500 $10,250 $12,750

Mississippi $8,000 $9,750 $12,250

Missouri $8,000 $9,750 $12,250

Montana $7,500 $9,250 $11,750

Nebraska $7,500 $9,250 $11,750

Nevada $7,500 $9,250 $11,750

New Hampshire $8,500 $10,250 $12,750

New Jersey $8,500 $10,250 $12,750

New Mexico $7,500 $9,250 $11,750

North Carolina $8,000 $9,750 $12,250

North Dakota $7,500 $9,250 $11,750

Ohio $8,500 $10,250 $12,750

Oklahoma $7,500 $9,250 $11,750

Oregon $7,500 $9,250 $11,750

Pennsylvania $8,500 $10,250 $12,750

Rhode Island $8,500 $10,250 $12,750

South Carolina $8,000 $9,750 $12,250

South Dakota $7,500 $9,250 $11,750

Tennessee $8,000 $9,750 $12,250

Texas $7,500 $9,250 $11,750

Utah $7,500 $9,250 $11,750

Vermont $8,500 $10,250 $12,750

Virginia $8,000 $9,750 $12,250

Washington $7,500 $9,250 $11.750

West Virginia $8,000 $9,750 $12,250

Wisconsin $8,500 $10,250 $12,750

Wyoming $7,500 $9,250 $11,750

Funeral Home Charges Include:• Basic services of funeral director and

staff.

• Use of facilities and staff for visitation at funeral home, and for funeral ceremony at funeral home or church.

• Transfer of remains to funeral home.

• Embalming and sanitation of deceased; dressing, cosmeticizing and casketing the deceased.

• Printing package including register book, memorial cards or prayer cards, and acknowledgment cards.

• Death certificate; obituary notices.

• Church or clergy stipend.

Funeral Cost Estimates Traditional Burial

Good:• Casket: 20-gauge steel, or pine

• Grave liner: concrete box with drain holes (no sealing abilities)

• Transportation: casket coach, clergy coach, and flower car

• Flowers: casket spray and lid piece Better:• Casket: 18-gauge steel, or oak

• Burial vault: concrete top seal with plastic liner or steel air seal

• Transportation: casket coach, clergy coach, and flower car

• Flowers: casket spray and lid piece Best:• Casket: 16-gauge steel, stainless steel

or copper, or cherry, oak, maple or walnut

• Burial vault: concrete top seal with stainless steel liner or galvanized steel air seal

• Transportation: casket coach, clergy coach, limousine and flower car

• Flowers: casket spray, family piece and lid piece

Funeral Costs and Other Final Expenses Include:

  Funeral Home Services

  Casket

  Transportation — hearse

  Clothing and Flowers

  Outer Burial Container

  Cemetery Property — plot

  Grave Opening and Closing

  Monument or Marker

  Newspaper Notices

  Unpaid Medical Expenses

  Outstanding Debts

  Probate Costs

  Legal Fees

✓

✓

✓

✓ 

✓

✓

✓

✓

✓

✓

✓

✓

✓

1

Voice Application Tips (Page 2)

Voice Application Sample Script (Pages 3-7)

This script is a sample of how a Voice Application may be completed. It is not intended to be a complete process for a voice application in every state. Instead, it includes tips on how signatures and common forms may be completed. If you misspeak at any

point, just go back to the beginning of the sentence and start again.

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Voice Application Tips

1. ALL documents should be completed prior to calling in to complete a voice application recording. a. SecureApp is a great tool to make sure no required forms are missed. The application should not be

submitted until AFTER the voice application is completed.

2. Always disclose the recording at the beginning of the call and to any party who enters or re-enters the conversation (let the other party know that the call is being recorded). If the recording is not disclosed to all parties the recording cannot be used.

3. All forms and affirmation statements prior to obtaining signatures must be read verbatim.

4. The owner, applicant and payor must all sign for themselves on voice application calls. No signatures can be waived (unless the owner has power of attorney for the applicant). See item #5 regarding applications where POA or Guardianship is involved.

5. If applicable, a complete copy of the Power of attorney (POA) or Guardianship paperwork must be submitted in

order to issue the application. a. When recording signatures where the owner is the Power of Attorney (or Guardian), the owner and

applicant signatures will both be completed with the owner and they should be recorded as follows: i. Owner Signature: The owner/POA should state their own name for the signature of owner.

ii. Applicant Signature: The owner/POA should state their own name followed by “POA for” (or “Guardian for”) and then they should state the name of the applicant.

1. Example of the Applicant’s Signature: “John Smith Jr., POA for John Smith Sr.”

6. When an Existing Policy Form is required, if either question is answered YES, this will be a Replacement. For replacements, the entire Replacement form must be read verbatim on the recording including all fillable information.

a. Applications indicating replacement in Kentucky, Kansas or West Virginia will be declined.

7. Remember to write the word “Recorded” for all owner/applicant/payor signatures. Please be sure to complete the full name in any printed name sections on the forms.

8. The agent must always physically sign the application and all other documents which require the signature of the agent.

9. Always write in the State that the owner was in at the time the recording was completed.

10. If the owner and payor are different, all payment information must be recorded with the payor.

11. Do NOT record a full credit card number. If a full credit card number is provided at any time during the

recording, the entire recording will be invalid. The Sequence number, name on the card, card type, expiration date & last four digits of the card should be the only credit/debit card info on the recording.

12. After a health question or other questions are read verbatim on the recording once, an agent can then further

explain the question if the applicant needs clarification. Once the applicant clearly understands the question, they must answer the question with a clear “YES” or “NO” without any assistance, coaching or encouragement from the agent. If the applicant does not answer on their own a corrected recording may be required.

13. Please be aware that the wording of the legal paragraphs on state-specific forms differ in some states and the

wording must always be read verbatim.

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Introduction and Recording Disclosure This is agent (state your name) with Lincoln Heritage Life Insurance and I’m on the line with (state the name of the owner/applicant/payor). Today we’ll be completing your recorded application for life insurance. Today’s date is (state the full date including month/day/year) and I need to advise you that this call is being RECORDED.

Application (required on all recordings)

Owner Information The name of the owner on the application is _____. The owner’s address is _____.

Applicant Information The name of the applicant is _____. The applicant’s relationship to the owner is _____. The applicant’s address is _____. The applicant’s Social Security Number is _____. The applicant’s age is _____. The applicant’s date of birth is _____. The applicant’s gender is _____. Is everything correct so far?

Beneficiary Information Now we’re going to list the beneficiaries on the application… If there are multiple Primary or multiple Contingent Beneficiaries, be sure to state the percentage of the benefit for each beneficiary. The name of the Primary Beneficiary is _____. The Primary Beneficiary’s relationship to the policy applicant is _____. The name of the Contingent Beneficiary is _____. The Contingent Beneficiary’s relationship to the policy applicant is _____. Does all of that sound correct?

Policy Information Ok, moving on to the policy information… The number of child rider units is _____. The number of children on the child rider application is _____. The number of AD&D units is _____. The plan type being applied for is _____. (Final Expense – 20Pay – Modified) The payment method is _____. (checking, savings, credit card/debit card or Direct Bill) The coverage amount being applied for is _____. The total monthly premium is _____. Does all of that sound correct?

Health Questions Ok, now we’re going to go over the health questions and I just need a yes or no answer for each question… Read the tobacco question, uninsurable health questions and significant health conditions verbatim from the state-specific application and have the applicant answer yes or no. If any of their answers are unclear, be sure to have them repeat their answer

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for the recording. Please be advised that the wording of these questions may be different depending on which state you are writing in.

Replacement Questions and Existing/Replacing Form (as applicable) Now I have 2 Replacement questions from the application to ask you and I just need a yes or no answer for each question… Read these two questions verbatim and have the owner OR applicant answer yes or no:

1. Does the applicant have existing life insurance or annuity contracts? 2. Will this policy replace or change other insurance or annuities?

• If the answers are no/no, move on to the Automatic Premium Loan question below.

• If the answers are yes/no and you are writing in a state that requires the Existing Policy Form, read the two questions from the Existing Policy Form (as shown below). If your state does not require the Existing Policy Form, move on to the Automatic Premium Loan question below. Existing Policy Form States: AK, AL, AZ, CO, CT, HI, IA, KY, LA, MD, ME, MO, MS, MT, NC, NE, NH, NJ, NM, OH, OR, RI, SC, SD, TX, VA, VT, WI and WV.

1. Are you considering discontinuing making premium payments, surrendering, forfeiting, assigning to the insurer or otherwise terminating your existing policy or contract?

2. Are you considering using funds from your existing policies or contracts to pay premiums due on the new policy or contract?

o If either of these questions are answered Yes, the state-specific Replacement form must be read verbatim in its entirety including all fillable information.

▪ AR - If writing in the state of Arkansas, the 2-page Memorandum must also be read including all fillable information.

▪ KY, KS, WV - We do not allow replacements in KY, KS or WV.

• If the answers are yes/yes, the state-specific Replacement Form must be read verbatim in its entirety including all fillable information.

o AR - If writing in the state of Arkansas, the 2-page Memorandum must also be read verbatim including all fillable information.

o KY, KS, WV - We do not allow replacements in KY, KS or WV.

Automatic Premium Loan Automatic Premium Loan is/is not being requested on this application (the agent can state whether or not APL is being requested).

Legal Statements Now I’m going to read you the two legal statements from your application… Read the Rx Authorization and Affirmation paragraphs from the application (these are the two paragraphs just above the signature lines). Please be advised that the wording of these paragraphs may be different depending on which state you are writing in, and must be read verbatim.

Signatures Ok (state the name of the owner), for your verbal signature as the owner on this application, please state your name (have the owner state their first & last name). What state are you currently in? (have the owner say the name of the state that they are currently in at the time of signing the application) Ok (state the name of the applicant), for your verbal signature as the applicant on this application, please state your name (have the applicant state their first & last name). And today’s date is _____. (month/day/year)

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Please see the following pages for additional forms you may need to record. An example of how to close the call with your client is provided at the end of page 6.

Additional Forms

Payment Authorization Form (required on all policies, unless the recurring method of payment is Direct Bill)

This section must be recorded with the payor. Just a reminder that our call is being RECORDED. Now we’re going to go over the payment information on the application for (state the name of the policy applicant). The name of the payor is _____. The payment method is _____. (Checking, Savings, Credit Card/Debit Card or Direct Bill)

• For payment via checking/savings, record the following information: o The financial institution is _____. o The routing number is _____. o The bank account number and type of account (checking/savings) is _____. o The initial draft date is _____. o The recurring draft date is _____. o The total monthly premium is _____. Now move on to the payment authorization paragraph below.

• For payment via credit/debit, record the following information: o The sequence number is _____. (DO NOT read the 16-digits card number on this recording) o The card type is _____. (Visa, Mastercard, etc.…) o The expiration date on the card is _____. o The initial draft date is _____. o The recurring draft date is _____. o The Total Monthly Premium is _____. Now move on to the payment authorization paragraph below.

• For payment via Direct Bill, no additional payment information needs to be recorded.

Payment Authorization Paragraph: Now I’m going to read you the authorization for your payment information: I authorize Lincoln Heritage Insurance Company (hereafter “You”) to collect the initial premium and any future payments for this insurance by electronic or other means from the account identified above. I agree that the treatment of such payment, and all rights with respect to it, will be the same as if it were signed and initiated by me. I further agree that if any check, draft, or debit is dishonored for any reason, You will not be under any liability, even though dishonor results in the forfeiture or lapse of insurance. This authorization is to remain in effect until You receive written notice from me of its revocation, unless You end it earlier. I understand that no insurance will go into effect until Lincoln Heritage has, (a) received and approved the application for life insurance, (b) issued a policy based on the application, and (c) withdrawn the first premium from the designated account. The applicant(s) must be alive at the time the payment is honored.

Payor Signature: Ok (state the name of the payor), for your verbal signature as the payor on this application, please state your name (have the payor state their first & last name. And today’s date is _____. (month/day/year)

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Child Rider Application (only required if applying for child rider coverage)

Now we’re going to record the application for child rider coverage…

Policy Information We’re adding ____ child rider applicants onto the policy. (state the number of child rider applicants) We’re applying for _____ units of coverage per child.

Child Rider Applicant Information The name of the first child is _____. (first and last name are required) The child’s gender is _____. Their date of birth is _____. (month/day/year is required) The child’s relationship to the policy applicant is _____. The beneficiary for the child rider coverage is _____. (If other than the owner) If there are additional child rider applicants, review their name/gender/date of birth/relationship to policy applicant and beneficiary now.

Health Questions Now I’m going to read you four additional health questions with regard to the children being added to the policy and I’ll need a yes or no answer for each question. Read all 4 of the health questions from the child rider application and have the applicant answer yes or no to each question. These questions differ by state so be sure that you are reading from the correct state-required form.

Signatures Ok (state the name of the owner), for your verbal signature as the owner on this application, please state your name (have the owner state their first & last name). Ok (state the name of the applicant), for your verbal signature as the applicant on this application, please state your name (have the applicant state their first & last name). And today’s date is _____. (month/day/year)

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Supplemental Application (only required if the applicant’s SSN is not being provided OR if the application is for more than $20,000 in coverage)

Now we’re going to record the Supplemental Application which lists all of your medications… List any medication(s) the proposed insured has been prescribed or taken in the past (2) years and the reason for its use. State the name of each medication and its reason for use. (This information can be provided by the agent). If there are no medications, confirm with the client that there are no medications and make sure that is stated on the recording. Is all of that information correct?

Signatures Ok (state the name of the owner), for your verbal signature as the owner on this application, please state your name (have the owner state their first & last name). Ok (state the name of the applicant), for your verbal signature as the applicant on this application, please state your name (have the applicant state their first & last name). And today’s date is _____. (month/day/year)

Closure

Ok, Mr./Ms. ____, that will conclude our recorded application. Thank you for your time today and for choosing Lincoln Heritage. Your application will now be submitted to Underwriting for review and I will be in touch with you again soon.