People and priorities that matter most

• Tell me who depends on your income and what they would struggle to replace.
• List every income source in your household and whether it is guaranteed monthly. Options: Your salary or wages, Partner or spouse income, Freelance or contract income, Rental income, Investment income, Other
• Estimate your monthly household debts and fixed expenses you would want covered.
• When did a life event last make you rethink your protection needs, such as a birth, diagnosis, job change, or a new mortgage? Options: Within 3 months, 3–12 months ago, 1–3 years ago, More than 3 years ago, No recent event
• Are there short-term cash cushions in your household already, such as emergency savings or access to family support? Options: Yes, strong emergency savings, Yes, limited cushion, Family support available, No meaningful cushion

Where coverage gaps surprise families

• What single shortfall in coverage would force your family to change their lifestyle immediately?
• Who handles bills and financial decisions day to day if you were unable to work? Options: You, Partner or spouse, Shared responsibility, A family member, A financial professional
• Describe a plausible scenario where your employer benefits or current policies fall short for your household.
• Which of these outcomes worries you most, loss of income, mortgage default, college funding shortfall, or estate complications? Options: Loss of income, Mortgage default, College funding shortfall, Estate complications, Other
• If we found a gap that could leave your family without three months of income, would you prioritize closing it in the next 30 days? Options: Yes, prioritize immediately, Yes, but need to discuss, Only if cost is acceptable, No, not a priority now

Money, monthly life, and worst-case math

• Are you confident the numbers you've been told actually cover your monthly obligations and future goals? Options: Very confident, Somewhat confident, Not very confident, Not confident at all
• How many years of income replacement do you think your family needs if you were to die or become disabled? Options: Less than 1 year, 1–3 years, 3–7 years, 7–15 years, 15+ years
• List the debts and future obligations you want covered by insurance, such as your mortgage, car loans, private school, or business loans.
• Estimate how much you would want available for your college fund, down payment, and final expenses combined. Options: Under $25,000, $25,000–$100,000, $100,000–$250,000, Over $250,000, Unsure
• What would make a recommended coverage plan feel like too much or too little for your situation?

Health, work, and life triggers that change everything

• When was the last time a health issue, job change, or family event forced you to pause and rethink protection for your household? Options: Within 6 months, 6–12 months ago, 1–3 years ago, More than 3 years ago, Never
• Do you have any ongoing medical conditions, recent diagnoses, or treatments that your insurer should know about? Options: Yes, ongoing condition(s), Recent acute issue, No significant conditions, Prefer not to say
• Who at your employer should we coordinate with when confirming group benefit amounts or payroll deductions? Options: HR benefits contact, Payroll, Manager, I will provide details, Not applicable
• Which medications or hospital stays in the past five years might influence underwriting timelines for you? Options: Prescription medications, Recent hospital stay, Chronic condition, None of the above, Other
• If a medical exam were required, how soon could you schedule it and who in your household or employer would need to approve taking time for it?

The other options you are weighing

• Name the options you are currently considering besides working with an advisor, including staying with your employer coverage or handling it yourself. Options: Keep employer coverage, Work with current advisor, Shop multiple advisors, Do it myself, Other
• Have you reviewed quotes, an incumbent advisor, or an internal plan that would replace working with an outside advisor for your coverage? Options: Yes, I have quotes, Evaluating an incumbent advisor, There is an internal plan, Not yet reviewed alternatives
• Under which conditions would you still keep your current approach to coverage instead of pursuing new policies?
• Does anyone in your family or circle believe you should handle this without an outside advisor? Options: Yes, family recommends DIY, Yes, colleague recommends DIY, No one recommends DIY, Unsure
• How quickly could you decide if a new plan matched your needs exactly, and what in your process would speed that to within two weeks? Options: Immediately, Within 30 days, 1–3 months, Longer than 3 months, Unsure

The facts that let us move forward

• Identify the single administrative gap that would block submitting applications for your household.
• Can you confirm whether you can complete e-signatures, schedule medical exams, and set up your initial premium payment within 30 days? Options: Yes, all within 30 days, Yes, but may need help, No, will take longer, Unsure
• Name the person at your employer who controls payroll deduction or group benefit elections and their role.
• Does your household have the documentation ready for income verification, mortgage statements, and beneficiary identification? Options: All documents ready, Most documents ready, Some documents missing, Few or none ready
• Would being unable to get required documents or an exam for your application within 60 days stop the process, or would you accept an alternate path? Options: Stop the application, Use alternate underwriting path, Delay until ready, Unsure

Decision levers and next steps

• Imagine the plan balances cost and certainty, what condition about your situation would make you sign in the next two weeks?
• Tell me which parts of compensation or fee disclosure you worry might bias recommendations for your case. Options: Compensation split, Commission disclosure, Fee arrangement, Conflicts of interest, Other
• Rate the importance of premium predictability versus lowest initial cost on a scale: critical, important, somewhat, not important. Options: Critical, Important, Somewhat, Not important
• Do you have decision partners, such as a spouse, financial planner, or business partner, who must approve your coverage? Options: Spouse or partner, Financial planner or advisor, Business partner, No decision partner, Other
• Is there any obstacle that would prevent you from proceeding immediately if we produced a recommendation that wins underwriting at the rates you expect for your situation? Options: No obstacles, Timing constraints, Medical underwriting risk, Budget limits, Other

• Insurance Plan Walkthrough

• You confirm the demonstrated coverage option adequately closes the identified gaps and its estimated financial impact fits your priorities.
• Orientation: the end-to-end path
• Provide a tailored, side-by-side proposal that shows premiums, coverage limits, trade-offs, and a 10-year cost comparison for the options reviewed before the follow-up readiness session.
• You validate the trade-offs between cost, term length, and portability for the chosen options.
• Confirm the current state and its cost
• Provide updated household financial details and employer benefit statements needed for final premium calculations and underwriting assumptions.
• Schedule the application readiness review once you confirm the preferred plan.
• Proof step — recommended life insurance options
• You commit to a next step, either to proceed with application readiness or to request an adjusted proposal with specific changes.
• Proof step — disability and long-term care options
• Compare trade-offs and implementation responsibilities
• Validation: confirm this matches your intent
• Decision and next steps

• Insurance Plan Walkthrough
• Insurance Plan Walkthrough Deck
• Solution Brief: Insurance Plan Walkthrough

• meeting
• slides
• document

• Place Term Life Insurance Policy
• Place Permanent Life Insurance Policy
• Place Individual Disability Income Policy
• Place Group Supplemental Disability Policy
• Place Traditional Long-Term Care Insurance
• Place Hybrid Long-Term Care/Annuity Policy
• Place Fixed or Indexed Annuity
• Prepare and Submit Carrier Applications
• Coordinate Medical Underwriting and Exams
• Set Up Premium Payment and Billing
• Manage Policy Delivery and Issuance
• Provide Claims Assistance and Advocacy
• Annual Policy Maintenance and Coverage Updates

Place Term Life Insurance Policy

• Do you want term coverage for income replacement, mortgage protection, or both? Options: Income replacement, Mortgage protection, Both, Other
• Which term length in years do you prefer for the policy? Options: 10, 15, 20, 25, 30, Other
• What death benefit amount are you targeting (rounded to nearest $10,000) for underwriting and premium estimates?
• How should beneficiaries be designated on the policy (primary/contingent, percentage splits, or trust name)?
• Who will be responsible for completing and signing the carrier application and any ownership or beneficiary change forms? Options: You (applicant), Licensed advisor or representative, Trustee, Other
• Please list any riders required to support the term policy recommendation (accelerated death, waiver of premium, child term, return of premium).

Place Permanent Life Insurance Policy

• Would you consider which permanent product type best fits your goals (whole life, universal life, indexed universal life)? Options: Whole life, Universal life, Indexed universal life, Other
• Choose preferred premium structure for the permanent policy Options: Level guaranteed premiums, Flexible (target or flexible premiums), Single premium, Other
• Provide the planned death benefit target and cash value objectives to guide carrier illustrations.
• Indicate intended policy ownership and whether trust ownership or corporate ownership is required for estate planning (trust name if applicable). Options: Individual owner, Trust owner, Business owner, Other
• Identify required riders you want considered (guaranteed insurability, chronic illness/accelerated death, waiver of monthly deductions). Options: Guaranteed insurability, Chronic illness/accelerated benefit, Waiver of monthly deductions, Other
• Specify whether a Section 1035 exchange from an existing cash value policy will be used to fund the new contract Options: Yes, 1035 exchange, No, new funds only, Undecided

Place Individual Disability Income Policy

• Provide the target monthly benefit amount for disability income (round to the nearest $100) used in underwriting and carrier quotes.
• Indicate desired elimination period in days for the disability policy Options: 0-30, 31-90, 91-180, 181+
• Identify the desired benefit period for the policy (for example 2 years, 5 years, to age 65, or to retirement). Options: 2 years, 5 years, To age 65, To retirement age, Other
• Would you like an own-occupation definition, any-occupation, or a hybrid definition for disability benefits? Options: Own-occupation, Any-occupation, Hybrid/residual only, Undecided
• Specify if you require cost-of-living adjustment (COLA) or future purchase options built into the policy Options: COLA (cost-of-living adjustment), Future purchase option, Both, No
• Which party will be responsible for completing employer attestation or group coordination forms when coordinating with group disability benefits? Options: You, Employer HR, Advisor, Other

Place Group Supplemental Disability Policy

• Are you enrolling under an employer-sponsored supplemental disability program or seeking a new group arrangement? Options: Yes, employer offers, No, seeking group through association, Unsure
• Which coordination approach with existing employer disability benefits do you need (integration to offset, benefit stacking, supplement only)? Options: Integration to offset employer benefit, Benefit stacking, Supplement only
• How many employees or participants will be covered by the group supplemental policy? Options: 1-5, 6-25, 26-100, 100+
• Indicate any participation or minimum group size thresholds the carrier must accept for issuance
• Which party will provide census and payroll files for enrollment and ongoing attestation? Options: Employer HR, You, Third-party administrator, Other
• Identify the required reporting cadence for payroll or participant changes for carrier billing reconciliation Options: Monthly, Quarterly, Annually, As-needed

Place Traditional Long-Term Care Insurance

• Specify the desired daily or monthly benefit amount for long-term care coverage used in carrier quotes.
• Choose the inflation protection you want applied to the LTC benefit Options: None, Simple inflation, Compound inflation, Indexed
• Indicate preferred elimination (waiting) period in days for LTC benefits Options: 0-30, 31-90, 91-180, 181+
• Identify the benefit period you prefer for LTC coverage (years or lifetime) Options: 2 years, 3 years, 5 years, 10 years, Lifetime
• Which signer will execute activities-of-daily-living (ADL) acknowledgments and health disclosures required by carriers? Options: You, Authorized representative, Other
• Provide your preference for facility versus home care coverage percentages or limits

Place Hybrid Long-Term Care/Annuity Policy

• Which hybrid structure do you prefer: life policy with an LTC rider or an annuity with an LTC rider? Options: Life policy with LTC rider, Annuity with LTC rider, Undecided
• State the target guaranteed refund or premium return features you require for the hybrid contract
• Specify required elimination period and exact benefit triggers for LTC payments under the hybrid contract
• Indicate whether you require index-linked growth credits, guaranteed fixed crediting, or a specific crediting formula Options: Indexed crediting, Fixed guaranteed, Other
• Identify whether you will use existing cash value from another policy or new funds to purchase the hybrid contract Options: Existing policy cash value, New funds, Combination
• Who must be authorized to sign annuity withdrawal or benefit election forms and any trust distribution instructions? Options: You, Joint owner, Trustee, Other

Place Fixed or Indexed Annuity

• Which annuity product type do you prefer for the allocation (fixed, indexed equity-linked, deferred fixed, or immediate income)? Options: Fixed, Indexed (equity-linked), Deferred fixed, Immediate income
• Provide the target premium amount and indicate whether the purchase is a single premium or periodic premium schedule
• Specify the surrender period length and the maximum permitted free withdrawal percentage you require
• Indicate which income options will be needed at annuitization (period certain, lifetime single, joint life, period-certain-plus-lifetime) Options: Period certain, Lifetime single, Joint life, Other
• Identify whether a Section 1035 exchange is planned to fund the annuity purchase Options: Yes, No, Undecided
• Which party will set up beneficiary designations and contingent payee instructions for annuity proceeds? Options: You, Trustee, Agent/advisor, Other

Prepare and Submit Carrier Applications

• Please list all carrier applications and product lines we will prepare and submit on your behalf (policy type and carrier to target).
• Provide applicant personal data required for e-application (full legal name, social security number, date of birth, mailing address, phone, and email).
• Attach or indicate your preference for medical authorization and HIPAA release execution (e-sign HIPAA authorization, paper HIPAA authorization, or deferred). Options: E-sign HIPAA authorization, Paper HIPAA authorization, Deferred / not provided yet
• Which e-application platforms or carrier portals do you prefer the applications to be submitted through? Options: Carrier e-application portal, Advisor portal/e-submission, Paper application signed and mailed
• Confirm acceptance criteria for application completeness before submission (for example: signed application pages, ID verification, and initial premium collected). Options: Signed application and ID only, Signed application, ID, and initial premium, Signed application and ID plus pending ACH authorization
• Which authorized signer will be recorded on the application attestations and premium receipts? Options: You, Joint applicant, Authorized representative, Other

Coordinate Medical Underwriting and Exams

• Which paramedical exam vendor or network would you prefer for required medical exams (carrier panel vendor, preferred local paramed, or no preference)? Options: Carrier panel vendor, Preferred local paramed, No preference
• Provide details of any recent labs, existing attending physician statements (APS), diagnostic reports, or hospital records we should collect for underwriting review.
• Please indicate whether you authorize release of pharmacy prescription (Rx) history to carriers for underwriting purposes Options: Yes, release Rx history, No, decline
• How quickly can you schedule required labs or paramed exams if the carrier orders them? Options: Within 7 days, Within 14 days, Within 30 days, Longer
• Identify any known underwriting impairments we should flag to carriers up front (for example diabetes diagnosis, tobacco use, hazardous avocations, BMI threshold exceedance).
• Confirm the evidence-of-insurability completion standard required to proceed (for example: signed paramedical exam report and lab results, APS required for specific conditions). Options: Signed paramed exam and labs, APS required for specific conditions only, Other

Set Up Premium Payment and Billing

• Which premium payment mode do you prefer for each policy (annual, semi-annual, quarterly, monthly ACH)? Options: Annual, Semi-annual, Quarterly, Monthly ACH
• Provide the bank account details or preferred billing method for ACH draft or recurring premium setup (account holder name and routing instructions to be collected securely).
• Indicate whether premiums will be paid from a personal account, trust account, corporate account, or via employer payroll deduction Options: Personal account, Trust account, Corporate account, Employer payroll, Other
• Specify how premium notices, invoices, and billing communications should be delivered (email, paper mail, or both). Options: Email, Paper mail, Both
• Confirm the acceptance evidence required to validate payment setup before binding (for example verified ACH authorization or cleared initial premium) Options: Verified ACH authorization, Initial premium check cleared, Other
• Which payer will be responsible for ongoing premium remittance and monitoring (applicant, designated payer, trustee, employer)? Options: Applicant, Designated payer, Trustee, Employer, Advisor-managed

• Client Engagement Agreement
• Compensation & Fee Disclosure
• Carrier Selection & Coverage Acceptance
• Applicant Authorization for Underwriting & Medical Information
• Medical Exam & Testing Consent
• Premium Payment Authorization
• Appointment of Agent / Broker of Record Authorization
• Replacement & Policy Transfer Authorization (if applicable)
• Interim Coverage & Binding Receipt (if applicable)
• Privacy Notice & Data Use Consent

• Go-live Health Check
• First Coverage Outcomes Review
• Quarterly Service Check-in
• Annual Coverage Review

• Circulate the annual coverage summary and the agreed adjustment plan to the shared channel for client records.
• Open service requests and claims are on track to be resolved within agreed service timeframes.
• Policy change turnaround time is within acceptable limits or has a remediation plan.
• Any life-event driven coverage updates are scheduled for implementation.
• Process the queued policy changes and provide expected completion dates for each request.
• Provide required documentation or evidence for any open claims to support timely resolution.
• Publish an updated service-channel response-time guideline and circulate it in the shared channel.
• Restate the agreed protection goals and commitments
• Confirm whether annual coverage outcomes meet the protection goals or document specific shortfalls.
• Agree a set of defined adjustments with target completion dates for any identified shortfalls.
• Ensure beneficiary and policy ownership records are current or a plan is in place to update them.
• Implement agreed coverage adjustments and provide estimated completion dates.
• Update beneficiary designations and policy ownership records where required and confirm completion.
• Re-confirm commitments and ownership
• All issued policy documents and beneficiary records are confirmed accurate or a remediation plan is created.
• Shared service channel is active and the client understands how to submit claims or service requests.
• All go-live blockers are captured and have remediation actions with target dates.
• Provide any missing policy documents and a one-page summary of coverages for the client's records.
• Set up or confirm premium payment method and provide instructions for automated payments.
• Activate the shared service channel and circulate access instructions and expected response times.
• Present first outcome data
• Coverage gap closure rate and time-to-issue are measured and any variance from targets is explained.
• A set of corrective actions with clear timelines is agreed for each identified gap.
• A verification date for assessing progress toward the corrective actions is scheduled.
• Schedule outstanding medical exams and confirm appointments within 14 days where needed.
• Submit any outstanding documentation required for underwriting and track submission dates.
• Update the coverage summary to reflect implemented protections and outstanding recommendations.
• Review open service requests and claims activity
• Delivery and document validation
• Policy changes and turnaround times
• Present annual outcome metrics
• Diagnose gaps and root causes
• Verify delivery and surface exceptions
• Agree corrective actions and timelines
• Service channel and access check
• Outstanding coverage or beneficiary updates
• Confirm next milestone and verification method
• Close persistent issues and refresh SLAs for service channel
• Agree adjustments and next steps
• Early adoption signals and blockers
• Agree immediate remediation actions