1. National Insurance Agency Critical Illness
Ken Smith
Director of Critical Illness & Disability
800/ ext 4409
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2. Attitude
The Shoe Salesman
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3. What is Critical Illness Insurance?
It Pays a Lump Sum Benefit on the
Diagnosis of a Covered Condition
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4. Purpose
Critical Illness Insurance was created to Remove Financial Stress so that the Person can Focus on Recovery
It’s About Survival
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5. Opportunity
We believe Critical Illness is the best opportunity our generation will have in the insurance business
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6. Opportunity Meets A Need Not Met by any Other Product
Makes a Difference in People’s Lives
No One Owns It - Everyone is a Prospect
Sets You Apart
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7. History of Critical Illness
Developed by Dr Marius Barnard
Originated in South Africa in 1983
Introduced in:
England 1987
Australia 1990
Japan 1993
Canada 1994
US 1999
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8. Successful In Every Country
Takes 5-7 years before sales start to develop
Sales Ideas are transferable
20 years of Sales Ideas
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9. CRITICAL ILLNESS ASG STRATEGY
Quality Product
Training – 2 hr. CE
Sales Tools and Sales Support
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10. Claims Experience UK Claims Paid Age Male Female Under 40 33% 45%
% 35%
% 14%
Over % 6%
Average Age of Claims Paid: 43
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11. Medical Advances have changed our lives and are changing our world
Due to medical advancements:
People are living longer
More critical illnesses are being diagnosed
People are surviving critical illnesses
Survival has a price
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12. Leading Causes of Death in 1900
Pneumonia 12 %
Tuberculosis 11 %
Enteritis %
Source: The Wall Street Journal, 08/27/01
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13. People are living longer
Average Life Expectancy
Source: National Center for Health Statistics 2002
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14. Lifestyles – Today We Smoke (Some of Us) Work more Sleep less Rush
Diet
Smoke (Some of Us)
Work more
Sleep less
Rush
The Result: More Stress
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15. Church Bulletin
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16. Critical Illness Insurance
Your chances of surviving are better than ever...
2000 Heart and Stroke Statistical Update, American Heart Association
2000 Cancer Facts & Figures, American Cancer Society
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17. Critical Illness Insurance
Surviving has a price...
Source: 2002 Cancer Facts & Figures, American Cancer Society
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18. Survival Has a Price Home modifications Experimental treatment
Indirect Expenses
Loss of income for self and / or spouse
Home modifications
Experimental treatment
Child care and domestic assistance
Transportation and lodging for family members and caregivers during treatment
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19. Survival Has a Price
Fifty percent Of The Bankruptcies In The United States Are Due To A Serious Medical Condition
Harvard Study 2005
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20. Simplified Critical Illness
Benefit Amounts
$5,000 – $50,000
Issue Ages
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21. Simplified Critical Illness
Covered Conditions and Definitions
100% Benefits
Invasive Cancer
Heart Attack
Stroke
Major Organ Transplant
(when registered with United Network Organ Sharing/UNOS)
Alzheimer’s Disease
Paralysis
Renal (kidney) Failure
Coma
Major Burns
As defined by the policy. May vary by state. Exclusions & limitations apply.
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22. Simplified Critical Illness
Pays 25% of Maximum Benefit
When you are diagnosed or require:
Cancer in-situ
Bypass Surgery
Pays 10% of the maximum benefit for Angioplasty
If a partial benefit of 10% is made, the maximum benefit amount is reduced and the premium is reduced. For example, if 25% of the policy benefit amount is paid, your policy still continues at a 75% benefit amount with a premium reduction.
As defined by the policy. May vary by state. Exclusions & limitations apply.
For Broker Use Only

23. Simplified Critical Illness Return of Premium Death Benefit
If you die while your policy is in force, you can receive:
100% of the premiums paid minus any claims
or:
The benefit amount (if from a covered condition)
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24. Simplified Critical Illness Optional Benefits
Return of Premium Rider
In the event you survive and do not have a covered condition, you can receive 100 percent of the premiums you’ve paid at age 75
The Return of Premium rider provides increasing percentages beginning in the fifth year.
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25. Simplified Critical Illness Optional Benefits
Spouse Rider – can purchase any amount not to exceed primary insured
Children’s Rider – amounts of $5,000 or $10,000
Waiver of Premium – total disability, 6 month elimination period – retroactive benefits
Accidental Death Benefit – any amount up to the maximum benefit amount
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26. Underwriting – Simplified
Must Answer Questions “No”
Must Be Within Build Guidelines
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27. Underwriting - Simplified
Build Guidelines
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28. Underwriting - Simplified
Tobacco Question-
Has the proposed insured(s) used any tobacco or nicotine during the past 12 months?
Tobacco Rates
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29. Underwriting - Simplified
Family History
Have any two or more of the Proposed Insured’s natural parents, brothers or sisters, either living or deceased, been diagnosed with the same condition(s) from the following list:
Heart disease, stroke, diabetes, kidney disease or breast cancer prior to age 60?
Colorectal cancer or Alzheimer’s or Senile Dementia prior to age 75?
Any other same cancer in both relatives prior to age 55?
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30. Underwriting - Simplified
MIB
Telephone Inspection
Telephone Inspection every twenty-fifth App
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31. Underwriting Simplified Issue – Assurity Advantage
Fully Underwritten – Don’t Promise a Policy Until You Have One in Hand
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32. Markets Major Medical Deductible Co – Pays Other Expenses Not Covered
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33. 50 percent of bankruptcies are due to a serious illness
Harvard Study
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34. Are You Selling A Stool With One Leg?
Health Insurance
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35. Are You Selling A Stool With One Leg?
Association
Critical Illness
Health Insurance
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36. If you could Increase Your Income by 40 Percent without talking to one additional prospect…
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37. Ask your prospects “If you have a major claim on your health insurance, what would be the reason?”
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38. Markets Mortgage Market
Only 3% of Mortgage foreclosures are due to death
48% of mortgage foreclosures are due to a Critical Illness
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39. Markets Supplement to Disability Income Self Employed
Supplement to Group DI
Occupations Not Eligible for DI
Teachers
Government Employees
Police and Fire
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40. What would you do if your employer asked you to take a 40 percent pay cut?
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41. After going through Chemo therapy treatments for 5 or 6 months, will you want to go back to work as soon as you can perform the material and substantial duties of your occupation?
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42. Personal Needs Analysis:
If you were diagnosed with cancer or suffered a heart attack or stroke, would you want all or part of your mortgage balance paid off? What amount would meet your needs? OR
In the event of a critical illness, would you want your credit card or other lines of credit paid in full? What amount would meet your needs? Or
Six Months of Income $ $ $
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43. How do you Sell Critical Illness?
Forget the Statistics
Doctors and good medicine created the problem
People survive today!
50 years ago they would have died
A Doctor created the Solution
You need to help the client with options to attach the dollars
ex. Mortgage, replacement of income, etc.
Personal Debt
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44. Presenting Critical Illness
Organized Presentation
Who do you know?
History of Critical Illness & Dr Barnard Story
Video
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45. If you knew you would be diagnosed with cancer in the next 6 months, would you buy this?
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46. Now it is promoted by 99% of the same market.
Critical Illness was only accepted by 3% of the market in England 10 years ago.
Now it is promoted by 99% of the same market.
Peter Dodd
Pegasus Life
London, England November 1999
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47. Do You Want to Know a Secret to Selling Critical Illness?
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48. Good Meeting
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