Priority Insurance Concepts · Core CRM Advisory System
The Code
What we stand for. How we sell. Why it works.
The Manifesto
"I have learned from the best minds in sales, psychology, negotiation, and human behavior — not to become them, but to become better than I was. Every conversation I have ever studied, every principle I have ever applied, every uncomfortable silence I have ever held — it all points to the same truth:
People do not want to be sold. They want to be understood.
The greatest salespeople in the world are not closers. They are listeners who ask the right questions, reflect back what they hear, and create space for people to make the right decision for themselves. Pressure creates resistance. Empathy creates trust. Trust creates retention. Retention is the only business worth building.
We do not sell policies. We protect families. We do not hit numbers. We build relationships. We do not push product. We diagnose problems and offer solutions — only when they fit.
If you work here, you carry this standard. You prospect with purpose, you listen to understand, you present with clarity, and you close with confidence — never with manipulation. You do not sell someone something they cannot afford, something they do not need, or something that will not be there when they need it most.
We want retainable sales. We want clients who stay, refer their families, and trust us with their most important decisions.
If that is not who you are, this is not the right place for you. If it is — welcome. Let's build something that lasts."
People do not want to be sold. They want to be understood.
The greatest salespeople in the world are not closers. They are listeners who ask the right questions, reflect back what they hear, and create space for people to make the right decision for themselves. Pressure creates resistance. Empathy creates trust. Trust creates retention. Retention is the only business worth building.
We do not sell policies. We protect families. We do not hit numbers. We build relationships. We do not push product. We diagnose problems and offer solutions — only when they fit.
If you work here, you carry this standard. You prospect with purpose, you listen to understand, you present with clarity, and you close with confidence — never with manipulation. You do not sell someone something they cannot afford, something they do not need, or something that will not be there when they need it most.
We want retainable sales. We want clients who stay, refer their families, and trust us with their most important decisions.
If that is not who you are, this is not the right place for you. If it is — welcome. Let's build something that lasts."
— Jason Edlin, Founder · Priority Insurance Concepts
The Core CRM Standard
We listen to understand — not to respond. Discovery is not a checklist. It is a conversation.
We diagnose before we prescribe — no product recommendation before the gap is identified and confirmed.
We guide, we do not push — the client leads the decision. Our job is to organize the path.
We sell what fits — budget, health, situation, family. If it does not fit, we say so.
We button up every client — the close is not the end. It is the beginning of a relationship.
We protect retention — a policy that lapses is a failure. Sell what they can sustain.
We ask for referrals — because if we did our job right, the people they love deserve the same.
What We Are vs What We Are Not
WE ARE
WE ARE NOT
Trusted Advisors
Product Pushers
Patient Listeners
Fast Talkers
Retention Builders
One-Shot Closers
Family Protectors
Commission Chasers
Long-Term Partners
Pressure Machines
The Core CRM Advisory System — 7 Stages
1
Pattern Interrupt
First 7 seconds. Disarm before discovery.
2
Send Your Card
Credibility before questions.
3
Discovery
Listen 70%. Ask to understand.
4
Diagnosis
Reflect it back. Name the gap.
5
Solution
3 options. Anchored to their words.
6
Guided Decision
One question. Silence. They choose.
7
Button-Up + Referral
Retention locked. Ask for family.
The Agent Standard — What We Hire For. What We Keep.
✓ You listen more than you talk on every call
✓ Your retention rate stays above 85% at 12 months
✓ You ask for referrals on every close
✓ You never submit an application that does not fit
✓ You button up every client within 48 hours of issue
✗ We do not keep agents who sell and disappear
✗ We do not keep agents with lapse rates above 20%
✗ We do not keep agents who use pressure tactics
✗ We do not keep agents who sell what does not fit
✗ We do not keep agents who stop growing
"This is not a volume game. This is a trust game. The agents who build the biggest books here are the ones who build the most trusted relationships — not the ones who dial the fastest."
🎭 AI Roleplay — Practice Live Calls With AI as the Client
The AI plays a real client type. You practice the full Core CRM Advisory System. Get scored on all 7 stages after every session.
Choose Your Scenario
💀 FE Inbound — Warm
67F, Metformin, concerned about funeral costs, engaged
💀 FE Outbound — Aged
72M, aged lead, skeptical, does not remember opting in
🏥 Med Supp — T65
65F, just turned 65, confused about Medicare options
🏥 MAPD to Supp
70M, frustrated with Advantage, network problems
🏠 HI Cross-Sell
68F, just closed FE, warm, GTL GI window applies
💰 Price Objection
65M, interested but says costs too much, fixed income
💡 Think About It
69F, at the close, says needs to think about it
+ Custom Scenario
Describe any client type or situation
How Roleplay Works
1. Pick a scenario — AI becomes that specific client
2. Run your full Core CRM Advisory System flow
3. AI responds realistically — including real objections
4. End the call — AI scores all 7 stages
5. Get 3 specific coaching points for your next live call
Practice here before going live. Every scenario is based on a real PIC client profile.
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Dials
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Contacts
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Apps
$0
Est. Premium
⚡ Pre-Dial Checklist
🚦 Knockout Questions — First
❌ Currently in hospital / nursing home / hospice?
❌ Currently on dialysis / kidney failure?
❌ Using supplemental oxygen (not CPAP)?
❌ Active cancer treatment (chemo/radiation)?
If YES to any → GI only (AHL GI or Americo GI). Never run SI app.
💳 Bank Account Filter — Required
Must Ask
"Do you have a checking or savings account your bills come out of?"
NO bank account = not our client. End professionally.
📞 10-Minute Advisory Call — Quick Reference
Sec 1–30Pattern interrupt opener + credibility
Min 1–4Discovery — advisory questions, listen 70%
Min 4–5Diagnosis — reflect situation back, confirm gap
Min 5–7Send Popl card + solution architecture (3 options)
Min 7–8Guided choice question + silence
Min 8–10Application + button-up + referral ask
🏆 Carrier Routing — Quick Decision
Complex health / insulin / Parkinson's→ AHL Patriot
Good health, strong pricing→ Americo Eagle Select
Cleanest health, premium justification→ Corebridge SIWL
CHF / Dialysis / O2 confirmed→ AHL GI or Americo GI
HI ages 64½–75 → GI window→ GTL Elite
HI + DVH bundle→ ManhattanLife
Med Supp — any doctor nationwide→ Plan G, lead Aetna/UHC
⚠️ AHL exiting Med Supp market — no new enrollees after July 31, 2025.
🤖 PIC AI Sales Coach — Sub-2 Second Response
💭 Think about it
🎯 FE IB opener
💰 Price objection
🔄 FE→HI pivot
💉 Insulin routing
📋 3-option FE
👫 Spouse objection
🏥 Plan G vs N
❤️ A-fib routing
📞 Button-up + referral
PIC AI Coach
Welcome. I'm your dedicated PIC Sales Coach — the Core CRM Advisory System loaded. Ask me about any carrier routing, objection, script, or mid-call situation.Sub-2 second response. Go.
🎯 AI Call Audit — Gong/Chorus-Level Scoring for Insurance Telesales
Upload or Paste Call
Paste transcript (Deepgram output), call notes, or a summary. AI scores across 14 parameters — the same criteria used by top platforms like Gong, Chorus, and Observe.AI, adapted specifically for insurance telesales compliance and advisory standards.
Product
Call Outcome
Lead Type
Agent Experience
📋 14-Parameter Scoring System
Based on Gong.io, Chorus.ai, and Observe.AI scoring frameworks, adapted for insurance telesales with TCPA compliance overlay.
${['Pattern Interrupt Opener','Voice & Tone Quality','Discovery (Core CRM Method)','Diagnosis (Gap Identified)','Popl Card / Credibility','Solution Architecture','Objection Handling','Guided Choice + Silence','Application Transition','Referral Ask','TCPA Compliance','Talk-Listen Ratio','Follow-Up Set','Overall Advisor Standard'].map((p,i)=>`
${i+1}. ${p}
`).join('')}
💡 How to Use Call Audit
Option 1 — Deepgram Transcript: Deepgram transcribes your recorded call. Copy the full transcript, paste here. AI scores everything accurately.
Option 2 — Call Notes: Right after a call, paste your notes. What did they say? What objections? How did it end?
Option 3 — Summary: Brief description of what happened. AI will score based on what's present and flag gaps.
Score Guide: 90+ = Share as training. 75–89 = Strong. 60–74 = Review needed. Below 60 = Coaching required immediately.
📊 Today's Activity
Dials
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Contacts
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Presentations
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Apps Written
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Cross-Sells
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Referrals
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💰 Commission Estimator
Avg Monthly Premium
Comm %
Y1 Commission
$0
📞 Call Audit Trend
Run audits daily. Score trend shows your improvement over time.
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Final Expense
AHL Patriot · Americo Eagle Select · Corebridge SIWL · MOO Living Promise · Transamerica FE Express
📞 Inbound FE Script — Full Flow
Pattern Interrupt (First 7 Seconds)
"Hey." ⏸ [Let them respond] "Is this [Name]?" ⏸ "[Name], this is [Your Name] with Priority Insurance Concepts — you reached out about final expense coverage. Perfect timing. Do you have just a few minutes right now?"
Credibility Statement + Popl Card
"While we talk, I'm going to send you my digital business card — it has my contact info, our carriers, and a link to our agency page. Check your text messages in about 30 seconds. ..." [Send Popl] "...Did you get it? Great. So I work with several top-rated carriers — AHL, Americo, Corebridge, and others — and I'm going to help you find the right fit based on your health and budget, not just one company."
Discovery Opening (Core CRM — Core CRM Linguistic Framework)
"Can I ask — what prompted you to reach out about this today? What's going on?"
Situation Questions
"What coverage do you currently have in place, if any?" ⏸ "Who would you want to make sure is taken care of if something happened?" ⏸ "Have you had a chance to look into the cost of a funeral lately? Most people are surprised — we're talking $9,000–$15,000 minimum."
Problem Awareness (Core CRM Method Core)
"What concerns you most about not having this in place right now?" ⏸ [SILENCE — count to 7, do not speak first]
Consequence Question (Kahneman)
"What would happen to [family member] if something happened to you tomorrow and there was nothing in place to cover those costs?" ⏸ [Strategic silence — this is where they sell themselves]
🔍 Knockout Questions (Run Before Any Carrier)
Knockout 1
"Are you currently in a hospital, nursing home, or receiving hospice care?" → YES = GI only
Knockout 2
"Are you currently on dialysis or have kidney failure?" → YES = GI only
Knockout 3
"Are you using supplemental oxygen — not a CPAP machine for sleep, but actual oxygen?" → YES = GI only
Knockout 4
"Are you currently receiving chemotherapy or radiation for cancer?" → YES = GI only
If YES to any knockout → "I'm going to be straight with you — there are some options designed specifically for your situation. Let me tell you about those instead."
💳 Bank Account + Basic Health
Bank Filter
"Do you have a checking or savings account your bills come out of? Most policies draft automatically — that's what keeps them active."
Age Confirm
"And I just want to confirm — you are between 40 and 85? Perfect."
Health Frame (Core CRM Linguistic Framework)
"Most people your age qualify for our best available rate. There are just a few health questions I need to ask — I'll let you know exactly where you stand as we go through them."
📲 Outbound FE Script (Aged/Facebook Leads)
Pattern Interrupt
"Hey." ⏸ "[Name]?" ⏸ "[Name], this is [Your Name] with Priority Insurance Concepts. You had requested information about final expense coverage — I want to make sure I get that to you. Is now an okay time for literally two minutes?"
Aged Lead Reset
"I know it's been a little while since you reached out — is that something you're still thinking about, or has your situation changed?"
Accusation Audit (Core CRM Empathy Protocol)
"You're probably thinking — great, another insurance agent calling. I completely understand that. That's exactly why I want to be straight with you: if what I show you doesn't make sense, I'll tell you that right now and we'll end the call. Fair?"
Popl Card + Credibility
"Before I ask you a few questions, let me send you my digital business card so you can see exactly who you're talking to." [Send Popl] "You'll see I work with multiple top-rated carriers — I'm going to find you the best fit, not push one company."
Discovery
"Can I ask — is there anyone depending on you financially right now? Kids, spouse, anyone you'd want to make sure is protected?" ⏸ "And do you have anything in place for final expenses right now, or is that a gap we'd be filling today?"
Problem Awareness
"What made you reach out about this in the first place? What was going through your mind?"
📊 Outbound Stats Reality Check
Facebook leads conversion15–25% with the Core CRM Advisory Method
Aged leads conversion8–15% with context reset
Cold outbound conversion5–10% best case
Calls before conversion (aged)3–5 touches avg
Top producers don't panic at cold lead numbers. At 50 dials / 12 contacts / 4 presentations → 1 close. Stack calls, keep dialing.
🔄 Reconnect Script (2nd/3rd Touch)
Follow-Up Opener
"Hey [Name], this is [Your Name] from Priority Insurance Concepts — we spoke a few days ago about final expense coverage. I wanted to circle back. Last time you said [recap what they said]. Has anything changed, or is that still where you're at?"
If They Said "I Need to Think"
"Totally understand. A lot of our clients say that. The one thing I want to make sure you know is — your rate is based on your age TODAY. Every birthday it goes up. Can we take 5 minutes and get you the numbers while your rate is locked in?"
🔍 Discovery + Health Questions Flow
Transition to Health
"Now I need to ask you a few health questions to find your best available rate. These are the same questions you'd answer on the application — so I want to go through them now so there are no surprises."
Run knockout questions FIRST (above). If passes, continue below:
Heart & Circulatory
"In the last 2 years, have you had a heart attack, stroke, or been treated for heart failure?" [If YES and 2+ years ago → Level at AHL/Americo] ⏸ "Do you take any blood thinners like Eliquis, Xarelto, or Warfarin?" [If YES → ask what for]
Diabetes Check
"Are you diabetic? [YES] Do you take insulin injections or pump?" [YES → AHL route] "Any complications — nerve damage, eye problems, kidney issues?" [Each complication = downgrade]
Respiratory
"Do you have COPD, emphysema, or use an inhaler?" [Spiriva/Tiotropium = check carrier] "Any supplemental oxygen — not CPAP?" [O2 = GI only]
Cancer
"Any cancer history?" [YES] "Are you in remission? How long?" [2+ yrs = Level most carriers] "Are you currently in treatment?" [YES = GI only]
Neurological
"Any Alzheimer's, dementia, Parkinson's, or MS?" [Aricept/Namenda = automatic GI]
🎯 Carrier Decision After Health Questions
CLEAN HEALTH → Lead Corebridge SIWL (127% commission) or Americo Eagle (120%)
INSULIN / PARKINSON'S / MS / LUPUS → AHL Patriot (most lenient, 115%)
HEART ATTACK/STROKE 2+ YRS, CONTROLLED → AHL or Americo Level
COPD (NO O2), CONTROLLED → AHL or Americo Level
CANCER REMISSION 2+ YRS → All 5 carriers Level
CHF / DIALYSIS / O2 / ACTIVE CANCER → AHL GI or Americo GI (ES3)
ARICEPT / NAMENDA = STOP. GI ONLY.
💊 AHL Key Advantage — Day 1 Coverage For:
COPD (no O2)Level Day 1
Parkinson's (early)Level Day 1
Multiple SclerosisLevel Day 1
Lupus (any status)Level Day 1
Insulin (no complications)Level Day 1
Ages 40–89No height/weight table
📋 3-Option Presentation — Solution Architecture
Diagnosis Bridge (Before Any Options)
"Based on what you've shared — you want to make sure [family member] doesn't have to deal with the financial burden of a funeral or final expenses, and you want something that fits comfortably within your monthly budget. Is that right?" ⏸ [Get confirmation]
Option 1 — Essential / Budget-First
"The first option is what I'd call essential protection — this covers the core. A $10,000 policy with [Carrier], rated A-Excellent, locking in at $XX per month. This covers the funeral and immediate expenses. For someone prioritizing budget, this is the starting point."
Option 2 — Balanced (Your Recommendation)
"The second option — and this is the one most of my clients choose — is $15,000 with [Carrier]. This covers the funeral, any medical bills, and gives your family 3 months of breathing room for expenses. It's $XX per month. This is the one that makes the most sense for what you described."
Option 3 — Comprehensive / Full Protection
"The third option is full protection — $20,000 or $25,000 with [Carrier]. This covers everything: funeral, medical debt, the mortgage buffer, and a small legacy. It's $XX per month. This is for clients who want complete peace of mind with nothing left behind."
The Guided Choice Question
"Of those three options, which one feels like the best fit for what you want to accomplish?" ⏸ [SILENCE — do not speak. Count to 10 if needed. First person to speak = the client.]
📊 3-Option Psychology (Why It Works)
Industry research: 44% of prospects disengage when presented with more than 3 options. The 3-tier structure leverages the decoy effect — Option 2 (balanced) looks ideal when anchored by Option 1 (too little) and Option 3 (too much).
Option 1 selected~20% — budget-constrained clients
Option 2 selected~60% — most choose middle
Option 3 selected~20% — protection-first clients
ALWAYS present Option 3 at full face amount first — this anchors the price expectation high before you reveal Options 1 and 2.
💰 If They Ask for Recommendation
Advisor Recommendation (Core CRM Linguistic Framework)
"Based on what you shared about wanting solid protection without stretching your budget — most clients in your situation find the balanced option, the $15,000, gives them exactly what they need at a cost they feel good about. That said, the choice is absolutely yours."
✅ Application Transition + Button-Up
Application Transition (Calm, Not Rushed)
"Great choice. The next step is simply completing the application so we can get your coverage started. I'll walk you right through it — it takes about 5 minutes and I'll explain each question as we go."
e-Signature Setup
"I'm going to send the application to you right now via text. You'll see a link — it's from [Carrier name]. Open it, and I'll walk you through each field. Just type and sign with your finger — takes about 3 minutes."
Draft Date Confirm
"Which day of the month works best for your billing? Most clients pick the 1st or 15th — whatever lines up with your other bills."
Button-Up (24–48 Hours After Issue)
"Hey [Name], this is [Your Name] from Priority Insurance Concepts. Your [Carrier] policy was just issued — wanted to call and let you know it's official. Your coverage starts [date]. I'm going to confirm your address so the policy mails to the right place... [confirm] ...Perfect. A few things to know when the policy arrives: [free-look period, beneficiary info, claims process]. You're protected now. Is there anyone else in your family I should connect with about their coverage?"
🎯 Free-Look + Compliance Disclosures
REQUIRED: Disclose free-look at application AND button-up call.
Free-Look Script
"This policy comes with a 30-day free-look period. When it arrives, review everything. If anything doesn't look right or you change your mind, call me directly and we'll take care of it. No questions asked."
AHL30-day free-look
Americo Eagle Select30-day free-look
Corebridge SIWL30-day free-look
MOO Living Promise30-day free-look
Transamerica FE Express30-day free-look
📋 Americo Eagle — Key Notes
Americo Eagle Select uses instant decision via eApp. Uses MIB + Rx checks. Not available in NY.
Smoker advantageNon-nicotine rates yr 1–3; lock in if quit 12mo
Annual policy fee$40 (commissionable)
Application portaltools.americoagent.com
Ages40–85
👥 Referral Ask — 3 Moments
Moment 1 — Right After Application (Warmest)
"You know what, while I have you — you just made one of the best decisions you could make for your family. And I always ask: is there anyone in your family, a sibling, son, daughter, neighbor — anyone you care about who doesn't have this in place? Because I'd love to give them the same courtesy I gave you."
Moment 2 — Button-Up Call (High Trust)
"Now that your policy is in force — who's the one person in your life you'd want me to reach out to? Someone who might not know there's something like this available to them?"
Moment 3 — 30-Day Follow-Up
"Hey [Name], just checking in — did everything look good when the policy arrived? ...Great. And I promised myself I'd ask every client this: who's 2 or 3 people in your circle who still need this kind of protection? I'll treat them exactly the same way I treated you."
📊 Referral Stats — Why You Can't Skip This
Referral close rate40–65% (vs 15–25% cold)
Referral CAC~$0 vs $40–120 Facebook lead
Referral retention3× better than cold leads
Agents who ask every time1 referral per 3 closes avg
Core CRM Relationship Protocol: "Every client you close is a referral machine. You just have to activate it." The ask takes 20 seconds. Skip it once = potentially $3,000–$10,000 in lost commission.
🏥
Medicare Supplement (Medigap)
Aetna · UHC/AARP · Physicians Mutual · MOO · AHL (exiting July 2025)
📞 Inbound Med Supp Script
Opener
"Hey." ⏸ "[Name]? This is [Your Name] with Priority Insurance Concepts — you reached out about Medicare coverage. Perfect timing. Do you have a few minutes right now?"
Credibility + Popl
"Let me send you my digital card so you can see who you're talking to." [Send Popl] "I work with multiple top Medicare carriers — Aetna, UHC, Physicians Mutual, and others. I'm going to help you find the best rate for your situation, not just push one company."
Discovery
"Can I ask — are you coming up on Medicare eligibility, or are you looking to compare what you already have?" ⏸ "Do you currently have a Medicare Supplement, or are you on Medicare Advantage?" ⏸ "What matters most to you — the lowest monthly premium, the most flexibility with doctors, or the most complete coverage?"
The Gap Reveal
"I want to make sure you understand what Original Medicare actually covers — because most people are genuinely surprised. Medicare covers 80% of your medical costs. The other 20% is on you — with NO out-of-pocket maximum. If you had a $200,000 surgery, you'd owe $40,000. That's the gap a supplement fills."
2025 Medicare gaps: Part B deductible = $257/yr. Part A hospital deductible = $1,676/benefit period. SNF coinsurance days 21–100 = $209.50/day. No foreign travel coverage.
⚠️ AHL Med Supp — IMPORTANT UPDATE
AHL is exiting the Medicare Supplement market. No new enrollees accepted after July 31, 2025. Do NOT quote AHL Med Supp for new business. Lead with Aetna, UHC/AARP, or Physicians Mutual.
AHL combo sale note: If an AHL Med Supp is issued before July 31 cutoff, the client can be offered a Final Expense plan with only 2 additional questions — no full underwriting. This is the AHL "combo advantage" — use it while it lasts.
🏆 Carrier Selection Guide
Lead carrierAetna · UHC/AARP · Physicians Mutual
AlternateMOO
Selection logicRate + state dependent
GE (turning 65)Open enrollment — no UW
After GE windowFull underwriting applies
SEP triggersLosing employer coverage, moving
📲 Outbound Med Supp Script (T65 or Replacing MAPD)
T65 Outbound Opener
"Hey." ⏸ "[Name]? This is [Your Name] with Priority Insurance Concepts. You're coming up on Medicare eligibility and I wanted to make sure you had all the information before you make any decisions. Do you have literally two minutes?"
MAPD Replacement Opener
"Hey [Name], this is [Your Name] with Priority Insurance Concepts. You had reached out about comparing your Medicare coverage options. Are you currently on a Medicare Advantage plan? ...How's that been working for you — any issues with network restrictions or prior authorizations?"
The Bridge — MAPD Pain to Med Supp
"The reason most of our clients switch from Advantage to a Supplement is simple: freedom. With a supplement, you can see any doctor, any specialist, anywhere in the country who accepts Medicare — no referrals, no authorizations, no surprise bills. Does that kind of flexibility matter to you?"
Problem Awareness
"Have you ever had a situation where your plan didn't cover something you expected, or a doctor wasn't in your network?" ⏸ [SILENCE — let them share the pain]
📋 SOA Compliance — Required Before MAPD Discussion
Scope of Appointment (SOA) required 48 hours before any Medicare Advantage discussion. Document in CRM. Never discuss MAPD at a meeting where client only agreed to discuss Med Supp.
Med Supplement does NOT require SOA. You can discuss freely on any call where client expressed interest.
AEPOct 15 – Dec 7
OEP (MA to MA)Jan 1 – Mar 31
SEP qualifiersLosing coverage, moving, LIS
T65 GE window6 months starting month of Medicare B
Plan G — Most Popular ⭐
After the $257 Part B deductible — you pay ZERO for any covered service. Best overall protection.
Part B deductibleClient pays ($257/yr)
Part B 20% coinsuranceCovered
Part A deductibleCovered
SNF coinsuranceCovered
Foreign travel (80%)Covered
Out-of-pocket max$257/yr then $0
Lead with Plan G for most clients. Simple story: "You pay $257 once a year. After that — zero."
Plan N — Lower Premium
Good for healthy seniors who want lower premiums and don't mind small copays.
Part B deductibleClient pays
Part B coinsuranceCovered (with copays)
Office visit copayUp to $20
ER copayUp to $50 (waived if admitted)
Part A deductibleCovered
Lead Plan N when client says "I want a lower premium and I don't go to the doctor often."
Plan G HD — Budget Option
High deductible means lowest premium. Best for very healthy, low-utilizers.
Deductible before coverage$2,870 (2025)
After deductibleSame as Plan G ($0)
Monthly premiumLowest available
Best forHealthy, budget-conscious
Present as Option 1 (budget) in your 3-option architecture when discussing Med Supp.
🎯 Med Supp 3-Option Presentation
Diagnosis Bridge
"Based on what you've shared — you want complete coverage without worrying about big bills, and you want the freedom to see any doctor anywhere. Is that right?" ⏸
Option 1 — HD-G (Budget)
"First option — lowest possible premium. Plan G High Deductible. You'd have a $2,870 deductible that resets each year — after that, zero out of pocket. Premium is around $XX/month. Perfect if you're healthy and want maximum savings."
Option 2 — Plan N (Middle)
"Second option — Plan N. Small $20 office visit copay, $50 ER copay. Everything else is covered. Premium is $XX/month. Great value if you go to the doctor occasionally but don't want a big deductible hanging over you."
Option 3 — Plan G (Complete)
"Third option — and this is the one most of my clients choose — Plan G. Pay your $257 deductible once in January. After that? Zero for the rest of the year. Any doctor, any hospital, any specialist who accepts Medicare. No surprises. Premium is $XX/month."
Guided Choice
"Of those three, which one sounds like the best fit for how you use your healthcare?" ⏸ [SILENCE]
💰 Medicare Gaps (2025 Numbers)
Part B deductible$257/yr
Part B coinsurance (no max)20% — no cap
Part A hospital deductible$1,676/benefit period
SNF coinsurance days 21–100$209.50/day
Foreign travel$0 covered
"If you had a $200,000 surgery, you'd owe $40,000 with Original Medicare alone. Plan G makes that zero."
📞 Assumptive Rate Close
Pull Quote to Close
"Based on your age and location, I'm pulling up your rates right now. I just need your date of birth and zip code to get you the exact number for each carrier... [get info] ...Perfect. Looking at Aetna, Physicians Mutual, and UHC — for Plan G you're looking at $XXX–$XXX per month. Which of those carriers have you heard of?"
🔄 Med Supp → Final Expense Cross-Sell
Bridge After Med Supp Close
"Now that we've got your Medicare gaps covered — there's one more piece I want to make sure you have, because a lot of our clients tell me they wish they'd heard about this sooner. Can I take 60 seconds?"
The FE Gap
"Your supplement takes care of medical bills — but it doesn't cover the cost of the funeral itself. The average funeral today is $9,000–$15,000. That's money your family would have to come up with immediately, at the worst possible time. Does that concern you at all?"
The Solution Frame
"Final expense life insurance is a permanent whole life policy — $10,000–$25,000 that goes directly to your beneficiary, tax-free, within 24 hours of a claim. It's one payment your family will be forever grateful for. For someone your age and health, we're talking $XX–$XX per month."
AHL Combo Advantage (Before July 31, 2025)
"And here's the great part — because you just qualified with AHL for your supplement, I can get you their final expense policy with just 2 extra questions. No full underwriting. Want me to do that right now while I have you?"
📊 Cross-Sell Value
Med Supp only~$100–150/mo premium
Med Supp + FE~$160–215/mo premium
Med Supp + FE + DVH~$200–260/mo premium
Client retention at 3 products3× higher than 1 product
Every Med Supp client is also a FE prospect. Same demographic, same conversation, 60 more seconds.
🏨
Hospital Indemnity
GTL Advantage Plus Elite · ManhattanLife HI Select
📞 HI Inbound/Standalone Script
Opener
"Hey [Name]. This is [Your Name] with Priority Insurance Concepts. You reached out about hospital coverage — perfect timing. Are you currently on Medicare or a Medicare Advantage plan?"
The Medicare Gap Reveal
"Here's what most people on Medicare don't realize: if you're admitted to the hospital, Medicare has a $1,676 deductible right off the bat. Days 61–90 you're paying $419/day out of pocket — with no cap. That can turn into thousands of dollars very quickly."
The GTL Solution
"GTL's Hospital Indemnity plan pays you cash directly — $[100–400]/day — for every day you're hospitalized. No receipts, no reimbursement process — they send the check straight to you. Use it for co-pays, groceries, the mortgage, whatever you need."
The GI Window Urgency (Ages 64½–75)
"The other thing I want you to know — GTL has a guaranteed issue window for people between ages 64½ and 75. That means no health questions — they cannot decline you for any reason. Once you turn 75, that window closes and they fully underwrite you. Getting this in place now protects you while you still can."
Guided Choice
"Based on your age, I can show you three benefit levels. Which one makes more sense for you — would you want enough to cover your Medicare co-pays, or full protection that also handles your daily expenses while you recover?"
💰 GTL Pricing Reference
Ages 65–69, $150/day, 365 days~$28–42/mo
Ages 70–74, $150/day, 365 days~$45–68/mo
Ages 75–79, $150/day, 365 days~$72–110/mo
Always quote in GTL portal for exact rates. These are directional estimates only.
📋 GTL Key Features
GI windowAges 64½–75 (no UW questions)
Issue ages (full UW)18–89
Daily benefit options$100–$400/day
Benefit periods3, 6, 10, 15, 21 days (state varies)
Restores after60 consecutive days no confinement
Rate increases since 2005ZERO
Commission Y165%
🔄 HI Upsell — After FE Close (90 Seconds)
Setup — Right After FE Application
"Now that we've got your family protected from a life standpoint — there's one more thing I want to make sure you know about, because almost every one of our clients says they wish they'd heard about this sooner. Can I take 90 seconds?"
The Medicare Gap
"Have you ever been hospitalized? Here's what most people don't know: every time you're admitted to the hospital, Medicare hits you with a $1,676 deductible. And from day 61 onward, you're paying $419 per day out of pocket. A 2-week stay could cost you $5,000–$8,000 on top of everything else."
Cash Benefit Frame
"GTL's hospital indemnity plan pays you cash directly — no receipts, no billing department, just a check — for every day you're in the hospital. Most clients our age pay $35–$60 a month for this. And because you're [age], you qualify for their guaranteed issue window — no health questions."
Dual App Close
"Want me to add it while I have you on the phone? We can get both applications done right now, same day, while your information is already pulled up."
🔄 HI Upsell After Med Supp
After Plan G Sale
"Now your 20% coinsurance is covered by Plan G — but your Plan G doesn't cover the Part A deductible, which is $1,676 every time you're admitted. Hospital Indemnity closes that gap. For $35/month, you get a cash lump sum every hospital day. Want to add that now?"
Wait — Plan G clients: Plan G covers Part A hospital deductible (Day 1 coinsurance $0). The HI pitch changes slightly — focus on cash benefit for daily expenses, transportation, recovery costs, NOT the deductible (which is covered by Plan G).
Plan G Client HI Frame
"Your Plan G covers the medical bills — but it doesn't cover the non-medical costs of a hospital stay. If you're admitted for a week, think about: someone may need to drive 2 hours a day, your regular bills don't pause, you might need home care when you leave. The cash benefit from GTL handles those real-life costs."
GTL Advantage Plus Elite
GI windowAges 64½–75 (confirmed)
Issue ages18–89 standard
Daily benefit$100–$400/day
Benefit period3/6/10/15/21 days (state varies)
Elimination period0 days (Day 1 pays)
Restores after60 days no confinement
Riders availableAmbulance, Outpatient Surgical, DVH, Cancer
Rate increases since 2005ZERO
Commission Y165%
Y2–10 renewal8%
Lead GTL for any client ages 64½–75. No health questions = no objections = fastest close.
ManhattanLife HI Select
GI windowAges 64½–70
Issue ages18–85
Daily benefit$100–$500/day
Benefit period30/60/90/365 days
Elimination period0 days
DVH bundle optionYes — one payment
Free-look30 days
Commission Y1 (ages 18–79)60%
Y2–10 renewal10%
Lead Manhattan when bundling HI + DVH (Their Choice) or for under-65 clients. GTL leads for Medicare-age clients in GI window.
🦷
Dental / Vision / Hearing
NCD (National Care Dental) · Ameritas · ManhattanLife DVH
📞 DVH Standalone/Inbound Script
Opener
"Hey [Name], this is [Your Name] with Priority Insurance Concepts. You reached out about dental coverage — are you currently on Medicare?" [YES] "Perfect. Medicare doesn't cover dental, vision, or hearing — I want to make sure you have those gaps filled."
The Gap Reveal
"Most people on Medicare are surprised to find out that Medicare covers almost nothing for dental, vision, or hearing. No cleanings, no crowns, no glasses, no hearing aids. These are usually out of pocket — and the costs add up fast."
NCD Solution Frame
"NCD's dental plan has a $0 deductible, $1,500 annual maximum, covers cleanings day one, and pays toward crowns, extractions, root canals — all the big stuff. For $38/month, that's real value."
Bundle Option
"We can also bundle dental, vision, and hearing together — one payment covers all three. Most clients add vision for glasses/contacts and hearing for screenings. It's usually $60–$80 total for the bundle depending on plan."
Guided Choice
"Would you want to go with dental only, or does it make more sense to bundle all three since it's one payment and saves you money per benefit?"
📋 NCD Commission Reference
NCD Dental21% lifetime
NCD Vision34% lifetime
Manhattan DVH (Y1)40%
Manhattan DVH renewal5%
NCD's lifetime commission is a key retention advantage. Every month the client keeps the policy = ongoing income with zero re-effort.
💰 Average Monthly Premiums
NCD Dental only~$35–42/mo
NCD Vision only~$12–18/mo
NCD Dental + Vision~$47–58/mo
Manhattan DVH bundle~$55–75/mo
🔄 DVH Upsell After FE or HI Close
Third-Product Bridge (Core CRM Relationship Protocol)
"Last thing while I have you — and this one is quick. Medicare doesn't cover dental, vision, or hearing at all. You already know the gap we filled with [FE/HI]. This is the third piece: for $38/month with NCD, you get dental cleanings, X-rays, and up to $1,500 toward crowns and work every year — starting day one. Want me to add it?"
Manhattan Bundle Option
"Or if you want dental, vision, and hearing all in one payment — ManhattanLife has a bundle. One bill, three benefits, usually $65–$75/month. A lot of our clients prefer that simplicity."
The third product is the easiest sell and the most important for retention. A 3-product client has a 70% lower lapse rate than a 1-product client.
📊 3-Product Stack Impact
1 product lapse rateHigh — ~25%/yr
2 product lapse rateModerate — ~15%/yr
3 product lapse rateLow — ~7%/yr
Referral rate at 3 products4× higher
Average FE only monthly premium~$65
FE + HI + DVH monthly premium~$130–165
Annual commission at 3 products~$1,500–2,500/client Y1
NCD — National Care Dental
Deductible$0
Annual max dental$1,500
Day 1 benefitsCleanings, X-rays
Commission structure21% lifetime (dental)
Vision commission34% lifetime
Best standalone dental/vision option. Lifetime commission = set-it-and-forget-it recurring income.
ManhattanLife DVH — Their Choice
Bundle optionDVH in one payment
Issue ages18–85
Commission Y140%
Renewal5%
Under-65 strengthFull product suite available
Lead Manhattan when bundling with HI or for under-65 clients. "Their Choice" is excellent as a standalone or add-on.
🔄 Cross-Sell / Upsell Engine — Full Product Stack by Client Profile
📊 Optimal Product Stacks
Age 65+ on Medicare: Med Supp Plan G → FE ($10–20K) → GTL HI (GI window) → NCD Dental/Vision = ~$165–220/mo client
Age 65+ on Medicare Advantage: FE → GTL HI (GI window, fills MA gaps) → NCD DVH = ~$120–160/mo client
Age 50–64 (Under Medicare): FE → Manhattan HI Select → Manhattan DVH → Manhattan Cancer/CI = ~$150–200/mo client
Budget Client: FE ($10K minimum) → DVH ($38/mo) = ~$95–120/mo. Two products = still 40% better retention than one.
🗺️ Upsell Sequence Map
Primary Close → HI Bridge (90 sec)
FE or Med Supp close → immediately pivot to HI. "Now that we've got [primary] in place, there's one more gap I want to make sure you know about..."
HI Close → DVH Bridge (60 sec)
"Last one while I have you — Medicare covers zero for dental, vision, and hearing. For $38/month with NCD, that changes. Want me to add it now?"
Full Stack → Referral Ask
After 3+ product close: "You just did something most people don't — you protected yourself completely. Who in your family hasn't done this yet?"
💰 Revenue Impact — The Math of Cross-Selling
$780
FE Only Y1 (avg $65/mo × 120%)
$1,320
FE + HI Y1 (add $45/mo HI @ 65%)
$1,640
FE + HI + DVH Y1 (add $38/mo @ 21%)
$1,900+
Full Stack Y1 avg client value
The same conversation that writes one policy can write three. The third product takes 60 seconds and can double your annual income from that client. Every single time.
🔍 Search any condition or medication — all 5 FE carriers. AHL · Americo · Corebridge · MOO · Transamerica
🔍
🟢 AHL Patriot
Lead forComplex health, insulin, neuro
Ages40–89 · No build chart
COPD/Parkinson's/MS/LupusLevel Day 1
Insulin (no complications)Level
CommissionGA16 = 115%
🔵 Americo Eagle Select
Lead forGood health, competitive pricing
Heart attack 2+ yrsLevel
Instant decision eAppMIB + Rx check
Smoker advantageNon-nic rates yr 1–3
CommissionLevel 12 = 120%
⚫ Corebridge SIWL
Lead forHealthiest clients, premium rate
Cancer remission 2+ yrsLevel
Active cancer/O2Declined
SIWL commissionLevel J = 127%
GI commissionLevel J = 80%
🔴 Universal Knockouts
Hospital / Nursing Home / Hospice
Dialysis / Kidney Failure
Supplemental Oxygen (not CPAP)
Active Chemo / Radiation
Aricept / Namenda = GI ONLY, no exceptions
💊 Auto-GI Medications
Aricept / DonepezilALL = GI
Namenda / MemantineALL = GI
Entresto / SacubitrilAHL + CB = Decline
O2 concentrator / tankUniversal knockout
NitroglycerinAll = Graded
AmiodaroneAll = Graded
💉 Medication lookup — FE carrier impact + Med Supp context
💊
🚨 Instant GI Flags
Aricept/Donepezil — Alzheimer's confirmed. ALL = GI.
Namenda/Memantine — Dementia confirmed. ALL = GI.
Entresto/Sacubitril — CHF indicator. Route GI.
Chemo/Radiation (active) — ALL = GI.
O2 concentrator/tank — Universal knockout.
✅ Safe Medications
Metformin — Diabetes oral. ALL = Level.
Lisinopril/Amlodipine — BP controlled. ALL = Level.
Statins (Lipitor, Crestor) — ALL = Level.
Eliquis (A-fib stable) — ALL = Level.
SSRIs/Antidepressants (stable) — ALL = Level.
💰 Final Expense Quote
Age
Face Amount
Gender
Health Class
📋 Commission Quick Reference
AHL Patriot (GA16)115%
Americo Eagle (Level 12)120%
Corebridge SIWL (Level J)127%
Transamerica FE Express130%
MOO Living Promise115%
GTL HI (Y1)65%
Manhattan HI Select (Y1, 18–79)60%
NCD Dental (lifetime)21%
NCD Vision (lifetime)34%
Manhattan DVH (Y1)40%
Manhattan Cancer/Heart/Stroke55%
MAPD new enrollment$694 flat
MAPD replacement/renewal$347
The 7-stage advisory call framework — every stage sourced from your training curriculum and sales influences.
Stage 1 — Pattern Interrupt (7 sec)
Never say this
"Hi this is [name] from [company], how are you today?" — You sound like every other agent. Trust is lost in 3 seconds.
Do this instead
"Hey." ⏸ [Let them respond. One word. Forces engagement. You've already differentiated yourself before the first sentence.]
Accusation Audit
"You're probably thinking — here's another agent calling. I get it completely. That's exactly why I want to be straight with you: if what I show you doesn't make sense, I'll tell you right now."
Stage 2 — Discovery (Min 1–4, Listen 70%)
Core CRM Method: Problem awareness questions create urgency WITHOUT pressure. The client convinces themselves.
Open-Mind (Core CRM Linguistic Framework)
"How open-minded are you to taking a look at what you actually have in place — and what might be missing?"
Core Core CRM Method
"What concerns you most about your current situation?" ⏸ [SILENCE — count to 7]
Mirror (Voss)
Repeat last 3 words as question. ⏸ Every explanation = a buying signal.
Stage 3 — Diagnosis (Min 4–5)
The turning point. Most agents skip this. This is where you become an advisor, not a salesperson.
Diagnostic Summary
"Based on what you've shared, your main concern is making sure [their stated priority]. At the same time, you want something that fits comfortably within your monthly budget. Is that right?" ⏸ [Get confirmation before any option]
Stage 4 — Solution Architecture (Min 5–7)
3 options only: Essential → Balanced → Comprehensive. 44% disengage with more than 3.
Bridge Statement
"Based on what we've discussed — there are a few ways we can structure this to accomplish exactly what you described..."
Always present Option 3 first (Anchoring). Then 1. Then 2 as "the one most clients choose."
Stage 5 — Guided Decision + Silence (Min 7–8)
Do NOT close. Guide. "Which plan do you want?" = pressure. The guided choice question = advisor.
The Only Question That Matters
"Of the options we discussed, which one feels like the best fit for your situation?" ⏸ ⏸ ⏸ [DO NOT SPEAK. First person to speak after this question = the client. ALWAYS.]
If They Hesitate
"That makes complete sense — this is an important decision. What part of the decision would you like to think through together?"
Stages 6 & 7 — Application + Referral
Application Transition
"Great choice. The next step is simply completing the application so we can get your coverage started. I'll walk you right through it."
Referral Ask (Non-Negotiable)
"While I have you — is there anyone in your life you'd want me to reach out to the same way I reached out to you?"
Day 8 framework: Clarify → Reconnect → Guide. Hesitation is not rejection — it's a request for clarity.
🔍
⚙️ VitalEdge CORE Tech Stack — Full Architecture for 95% AI Automation
🎙️ Deepgram — Real-Time Transcription
Project: 1897da42-04a6-49fe-a398-ed00212b4b12
Every call recorded in GHL/Twilio → Auto-transcribed by Deepgram within 60 seconds of call end → Transcript saved to Airtable Call Log (tblrvA0vGL6ieBL8j) → Triggers n8n call audit workflow → AI scores sent back to agent within 2 minutes.
🤖 n8n — Workflow Automation Hub
31-workflow system | GHL API calls routed through n8n (not direct)
All GHL API calls must go through n8n (Cloudflare blocks direct calls from Claude's servers). Key workflows: Post-call AI audit, Lead intake → GHL contact creation, TCPA consent logging, Agent coaching report generation, Cross-sell trigger detection, Lapse prevention sequences.
📞 Retell AI — AVA Voice Agent
API Key: key_4dba9469851cf40ac535363d952a | Agent IDs in Airtable VitalEdge Alert Recipients
AVA handles: Inbound call qualification (FE leads), Outbound aged lead reconnects, Warm transfer pre-qualification, Appointment booking via GHL calendar (Whereby video link sent). 9-node Core CRM conversation flow with GHL pipeline push on qualification.
📊 Airtable — VitalEdge CORE
Base: appSD3HTFwqZ6HMck | 13 tables
Call Log (tblrvA0vGL6ieBL8j) — every call scored. Agent Coaching Reports (tbljEqhxJEDSDPmEP) — daily AI coaching. TCPA Consent Log (tblueXnhpt15kCQB9) — legal compliance. Lead Intake (tblD7vFJyXy1HtgXX) — full lead lifecycle tracking. Agents (tbltpidvuVP4fcvtm) — all agent data.
⚡ OpenAI — Fast AI Coaching (Sub-2 sec)
GPT-4o Mini for real-time coaching | GPT-4o for deep call analysis
GPT-4o Mini: Real-time mid-call suggestions via GHL AI Employee "suggestive mode." Sub-2 second response time. GPT-4o / Claude: Post-call audit scoring (2 minutes after call ends). Claude Sonnet 4.6: This command center's AI coach and call auditor.
💳 Popl — Digital Business Card
Send at Step 2 of every call — credibility establishment
Send Popl card immediately after pattern interrupt and before discovery questions. Link includes: agent photo, PIC branding, carrier logos, license number, Whereby video link, GHL appointment booking link. Use during discovery to build trust while asking questions. Track link opens as buying signal.
🎥 HeyGen — AI Video Agent
R2 bucket: pic-heygen-videos | Used for ad creative + AVA video
HeyGen avatar videos used for: Facebook ad creative (FE, HI, DVH campaigns), Post-close welcome video (sent via GHL automation 24hrs after policy issued), Agent recruiting videos (dialdomination.com), Education sequences ("What is Final Expense? Watch this 90-second video").
🔄 Make / Zapier — Secondary Automations
Backup for simple triggers | n8n handles complex flows
Make: Stripe → Airtable for DD member management. Simple webhook triggers. Zapier: Legacy integrations, GHL → Google Sheets backups. n8n is the primary automation engine — Make/Zapier handle edge cases and simpler single-step triggers.
📋 Call Audit Flow — Step by Step
1
Call ends in GHL/Twilio → Recording saved to R2 bucket (pic-call-recordings)
2
n8n webhook fires → Deepgram transcribes full call → Transcript stored in Airtable Call Log
3
Claude/GPT-4o scores transcript across 14 parameters → Returns JSON with scores, flags, coaching
4
Score → GHL agent dashboard + Airtable Coaching Reports + SMS to agent within 2 minutes
⚔️ Daily War Room — Agent Operating System
🌅 Morning Protocol — Before First Dial
6:00–7:00 AM — Physical movement. Non-negotiable. State before skill.
7:00–7:30 AM — Review The Code. Read your manifesto out loud. Set your standard for the day.
7:30–8:00 AM — CRM prep. Pull today's leads. Prioritize: callbacks first, fresh inbound second, aged outbound third.
8:00 AM — First dial. No exceptions. The first call sets the tone for the day.
Pre-dial checklist — State confirmed, knockout questions memorized, Popl card ready, GHL open, carrier portal open.
📞 Daily Dial Block Schedule
Block 1: 8:00–11:00 AM — 3 hours. Primary dial block. Fresh inbound + callbacks. Most people are reachable before lunch.
11:00–11:30 AM — Admin. GHL notes, application follow-up, button-ups from yesterday.
Block 2: 11:30 AM–2:00 PM — 2.5 hours. Outbound aged leads. TX clients (lunch = free time = answering calls).
2:00–3:00 PM — Training + roleplay. 30 min in the AI Roleplay tool. 30 min reading scripts.
Block 3: 3:00–6:00 PM — 3 hours. Best window for reaching retirees. NC/VA clients winding down.
6:00–7:00 PM — End-of-day wrap. Log all activity, set tomorrow callbacks, review call audit scores.
🎯 Daily KPI Targets — Minimum Standard
60+
Dials / Day
15+
Contacts / Day
6+
Presentations
1–2
Apps / Day
At 1 app/day × $65 avg premium × 120% commission × 250 working days = $19,500/yr from daily activity alone. Stack cross-sells and that number doubles. Stack referrals and it doubles again.
📊 Weekly Targets
Dials300+ per week
Contacts75+ per week
Apps written5–10 per week
Cross-sells3+ per week
Referrals collected2+ per week
Button-ups completed100% of issued policies
Call audit score avg75+ minimum
Roleplay sessions3+ per week
⏰ Call Window by State (REQUIRED)
VA / NC / SCEastern — 8:00 AM – 8:30 PM ET
TXCentral — 8:00 AM – 8:30 PM CT
NVPacific — 8:00 AM – 8:30 PM PT
Never call outside these windows. TCPA violation risk. GHL enforces timezone automatically — confirm Contact_Timezone field is set.
🔄 Follow-Up Cadence — The Sequence Most Agents Never Run
Industry data: 80% of sales happen on the 5th–12th contact. Most agents quit after contact 2. This cadence is what separates producers from pretenders.
📋 Universal Follow-Up Sequence (All Products)
Day 0 — Same Day (Within 1 Hour of Call)
"Hey [Name], this is [Your Name] from Priority Insurance Concepts. It was great speaking with you. I'm sending over my digital card right now — it has everything we discussed plus a link to book a follow-up. Looking forward to getting you protected."
Action: Send Popl card + GHL SMS confirmation
Day 1 — Next Business Day
"Hey [Name], following up from yesterday. I wanted to make sure you got everything I sent. I also had a quick thought about your situation — do you have two minutes right now?"
Action: Call + SMS if no answer
Day 3 — Value Add
"Hey [Name], [Your Name] from PIC. I was looking at your information again and wanted to share one thing that I think could really change the picture for you. Worth two minutes?"
Action: Call with a new insight or carrier option
Day 7 — Pattern Interrupt
"Hey." ⏸ "[Name], this is [Your Name]. I know you've been thinking about this. I want to be straight with you — your rate locks in at your age TODAY. I'd feel terrible if you waited and it cost you $20 more a month. Can we just get this handled right now?"
Action: Call + rate-lock urgency frame
Day 14 — Soft Re-Engage
"Hey [Name], [Your Name] here. I haven't wanted to bother you — but I also don't want to give up on making sure your family is protected. Has anything changed on your end?"
Action: Call + GHL automated SMS if no answer
Day 30 — Final Touch
"[Name], I'm going to stop reaching out after today — I don't want to be that agent. But I want you to know, the offer and the rate I showed you are still available. If you ever want to revisit this, I'm one call away."
Action: Final call. Tag in GHL as "30-day-no-contact" for AVA re-engage in 90 days.
✅ Post-Close Button-Up Sequence
Day 0 — Application Submitted
SMS: "Your application with [Carrier] is submitted! You'll receive a welcome letter within 7–10 days. I'll call you when it's issued to walk you through everything. — [Your Name], PIC"
Day 1–3 — Policy Issued (Button-Up Call)
"[Name], your [Carrier] policy was just issued — you're officially protected. I want to confirm your address, walk you through the free-look period, and make sure you have my direct number. Then I want to ask you something important..."
This is your referral ask moment. Never skip it.
Day 30 — First Month Check-In
"Hey [Name], [Your Name] from PIC — just checking in 30 days out. Did the policy arrive? Does everything look right? Any questions? ... And — who's one person in your life you'd want me to take care of the same way I took care of you?"
Annual — Anniversary Call
"[Name], your policy anniversary is coming up — one full year protected. I just want to make sure everything still fits your situation and see if anything has changed in your life or your health coverage."
This is your cross-sell and upsell opportunity. Review all products annually.
📊 Follow-Up Stats That Should Change Your Behavior
Sales on 1st contact2%
Sales on 2nd contact3%
Sales on 3rd–5th contact10%
Sales on 5th–12th contact80%
Agents who follow up past contact 2Only 10%
"The fortune is in the follow-up. Every callback in your CRM that doesn't get touched is money you're leaving on the table for the agent who will."
🗺️ State Reference Guide — VA · NC · TX · NV · SC
📋 State-by-State Quick Reference
Virginia (VA) — Eastern Time. Strong FE market. Large retiree population. Richmond, Virginia Beach, Northern VA metros. Good for Med Supp Plan G. One-party recording consent.
North Carolina (NC) — Eastern Time. Best CPL state. Large rural + retiree demographic. Strong FE close rates. Charlotte, Raleigh, Greensboro. One-party recording.
Texas (TX) — Central Time. Volume state. Massive population, lower avg income in target demo. Strong MAPD market (HMO-heavy). Dallas/Houston/San Antonio. One-party recording.
Nevada (NV) — Pacific Time. Home state. Lower volume, supplemental market. Las Vegas metro. One-party recording consent.
South Carolina (SC) — Eastern Time. Scaling state. Similar to NC demo. Strong retiree coastal markets. One-party recording.
All 5 states = one-party recording consent. You can record as long as ONE party (you) consents. Always disclose anyway — it's standard practice and builds trust.
🎯 Lead Priority by State
NC / VALead first — lowest CPL, strongest demo
TXVolume play — scale spend here
NVSupplemental — our backyard
SCOn deck — scaling when ready
Facebook target demoAges 50–75, homeowners, retirees
Exclude alwaysMedi-Medi, DSNP, food card traffic
⚖️ State-Specific Compliance Notes
All States: TCPA consent required before AVA or auto-dial calls. Disclose recording. Suitability documentation required on every app.
Texas: Strong AG enforcement on insurance solicitation. Ensure all FB ads include proper disclosures. Do not use "free" in ad copy for insurance products.
North Carolina: Strong DOI. Med Supp replacement requires specific replacement forms. Always use NC replacement notice when replacing existing coverage.
Virginia: Requires disclosure of compensation on life applications. Standard DOI oversight.
Medicare States (All): CMS regulations apply equally in all states. SOA required 48 hrs before MAPD discussion.
🕐 Timezone Enforcement
CRITICAL: GHL must have Contact_Timezone field populated for every lead. This drives AVA call windows and SMS sequences automatically via n8n.
VA / NC / SCAmerica/New_York (ET)
TXAmerica/Chicago (CT)
NVAmerica/Los_Angeles (PT)
Call window all states8:00 AM – 8:30 PM local
Best contact window10 AM – 12 PM and 4–7 PM local
📝 Application Submission — Step-by-Step by Carrier
NIGO (Not In Good Order) apps = delayed commission, frustrated clients, and potential lapses. Run through this checklist every single time before hitting submit.
✅ Universal Pre-Submit Checklist
${['Client full legal name matches ID exactly','Date of birth confirmed — affects rate','Social Security Number confirmed (last 4 minimum)','Address confirmed — policy mails here','Phone number confirmed — carrier may call for phone interview','Bank account information confirmed (routing + account number)','Draft date confirmed (1st or 15th — not 29/30/31)','Beneficiary full name + relationship confirmed','Face amount confirmed with client','Health questions reviewed — no undisclosed conditions','Free-look period disclosed verbally','Recording consent given','Suitability documented in GHL notes','E-signature link sent and completed by client','Submitted in carrier portal — confirmation number saved to GHL'].map((item,i) => `
${i+1}.${item}
`).join('')}
🏦 Carrier Portal Links
🟢
🔵
⚫
🔴
🏥
🏙️
📊
🎥
AHL — American Home Life
amhomelife.com · Agent portal login
Americo Eagle — Agent Portal
portal.americoagent.com · eApp at tools.americoagent.com
Corebridge — Producer Portal
producer.corebridgefinancial.com
MOO — Producer Portal
producer.mutualofomaha.com
GTL — Agent Portal
gtlic.com/agents · Hospital Indemnity eApp
ManhattanLife — Agent Portal
agent.manhattanlife.com
GHL — CRM Dashboard
app.gohighlevel.com · Your primary CRM
Whereby — Video Close
whereby.com · No download needed for client
⚠️ Most Common NIGO Reasons
Wrong draft date (29/30/31)Use 1st or 15th only
Beneficiary missingAlways required
Name mismatch with IDLegal name only
Undisclosed health conditionMIB/Rx check will catch it
E-sig not completedStay on the phone until signed
Wrong carrier for health profileRun UW lookup first
🎥 Video Close Guide — Whereby + E-Signature Flow
Video closes increase application completion rates by 30–40%. When a client can see you, trust goes up and objections go down. Use Whereby on every close where possible.
📋 When to Flip to Video
Always offer video when: Client says "I need to think about it," at the presentation stage, or when you sense hesitation. Seeing your face = trust.
Script for the flip: "Would it be okay if I jumped on a quick video with you? It's easier to walk you through the options when I can show you exactly what you're getting. No download needed — I'll text you a link and you just click it."
Whereby advantage: Client clicks your personal link, no account needed, works on phone or desktop. Send your room link via SMS while on the call.
Video close protocol: Turn camera on. Professional background (virtual or clean). Good lighting. Look at the camera — not the screen. This is your handshake.
🖥️ Screen Share During Application
Share your screen when walking through the application. Client can see exactly what you're filling out — zero surprises, zero "what did I sign?"
Script: "I'm going to share my screen so you can see exactly what I'm filling in. You'll see every field before we submit — nothing goes through without your eyes on it."
Keep the carrier portal clean before sharing — no other tabs with personal info visible.
After screen share — stop sharing before sending e-sig link. Let them complete it privately on their device.
✍️ E-Signature Flow
Step 1 — Send the Link
"I'm sending the application link to your phone right now — it's from [Carrier name]. Do you see the text?" [Wait for confirmation]
Step 2 — Stay on the Call
"Don't hang up — I'm going to stay on with you while you complete it. It's very simple — just your basic information and a signature at the end. I'll walk you through each section."
Step 3 — Walk Through Each Field
Name, DOB, address, beneficiary, draft date, health questions. Confirm each one out loud as they fill it in.
Step 4 — The Signature
"Now you'll see a signature box — you can just use your finger on your phone or your mouse on the computer. Sign exactly how you'd sign a check."
Step 5 — Confirm Submission
"Perfect — that's submitted. You'll get a confirmation email. I'll call you the day your policy is issued to walk you through everything." [Log in GHL immediately]
💡 Video Close Pro Tips
Room linkSet a personal Whereby room — same URL every time
Camera angleEye level. Not looking down.
BackgroundClean wall or PIC virtual background
LightingLight source in FRONT of you, not behind
AudioHeadset always. Never laptop mic on video.
If client can't videoContinue voice only — don't force it
Post-closeThank them on camera. Warm human moment.
💵 Income Calculator — Know Your Number Before You Dial
The agents who hit their income goals are the ones who know exactly what activity produces exactly what income. Build your plan here before you dial.
🧮 Annual Income Projector
Working Days / Year
Dials / Day
Contact Rate %
Close Rate %
Avg Monthly Premium ($)
Avg Commission %
Cross-Sell Rate %
Cross-Sell Avg Premium ($)
Apps / Year
—
Y1 FE Income
—
Cross-Sell Add
—
Total Y1
—
Y2+ renewal income (at 8%): — / year passive
🎯 Income Milestone Targets
${[
['$50K/yr','2 apps/week at $65 avg · No cross-sells needed · Achievable in 90 days'],
['$75K/yr','3 apps/week + 1 cross-sell/week · Strong but realistic for focused agents'],
['$100K/yr','4 apps/week + 2 cross-sells + referral engine running · Year 1 top performer'],
['$150K/yr','6 apps/week + full cross-sell stack + active referral system · Elite level'],
['$200K/yr','Agent + small team or 8+ apps/week full stack · Build mode'],
].map(([target,desc]) => ``).join('')}
${target}
${desc}
📊 The Compound Effect — Why Renewals Change Everything
Year 1: You earn 120% commission on new apps. You're building the base.
Year 2: Renewals start flowing in at 8%. Every policy you wrote still pays you monthly.
Year 3: Renewals + new apps + referrals = income stacks. The math accelerates.
Year 5: An agent with 500 active policies at $65/mo avg earns $31,200/yr in renewals alone — while still writing new business.
This is why retention is not optional. Every lapsed policy is income you earned that you will never get back.
🚀 Agent Quick Start — Read This First. Day One.
Day 1 — Your First 24 Hours
1. Read The Code — Click "The Code" in the sidebar. Read the manifesto. Understand what this agency stands for. If it doesn't resonate, we are not the right fit.
2. Set up GHL — Log into app.gohighlevel.com. Get your sub-account access from Jason/Debbie. Your CRM is your business.
3. Get your Popl card — Set up your digital business card at popl.co. Add your photo, phone, license number, and Whereby link. You send this on every call.
4. Set up your Whereby room — Go to whereby.com. Create a free room. Get your personal link. This is your virtual office for video closes.
5. Study the FE script — Click Final Expense in the sidebar. Read every tab. Run the AI Roleplay — FE Inbound Warm scenario — until it feels natural.
6. Memorize the knockout questions — Hospital / Nursing Home / Hospice / Dialysis / O2 / Active chemo. These come first on every FE call.
7. Run 3 roleplay sessions — FE Inbound, FE Outbound, Price Objection. Get scored. Read the coaching points. Run them again.
Week 1 — Foundation
✓ All scripts read and practiced (FE, HI, DVH minimum)
✓ FE UW Lookup tool used to understand your 3 primary carriers
✓ 10 roleplay sessions completed and scored
✓ All 12 objections in the Objections tab memorized
✓ State guide reviewed for your assigned states
✓ Pre-submit checklist understood
✓ First live call made by Day 5
📱 The Command Center — What Each Section Does
${[
['⚡ The Code','Your manifesto. Read it daily. This is who you are.'],
['🏠 Dashboard','Pre-dial checklist, carrier routing, call framework quick ref.'],
['🤖 AI Coach','Ask anything mid-call. Carrier questions, objection help, scripts.'],
['🎯 Call Audit','Paste your transcript after a call. Get scored on 14 parameters.'],
['🎭 AI Roleplay','Practice with AI as the client. Get scored on 7 stages.'],
['📊 Tracker','Log your daily activity. Track dials, contacts, apps, cross-sells.'],
['💀 Final Expense','Full FE system — inbound, outbound, UW, presentation, close, referral.'],
['🏥 Med Supplement','Full Med Supp system — inbound, outbound, Plan G/N/HD, presentation.'],
['🏨 Hospital Indemnity','HI scripts + GTL/Manhattan comparison + upsell bridges.'],
['🦷 Dental/Vision','DVH standalone + upsell scripts + carrier comparison.'],
['🔄 Cross-Sell','Full cross-sell engine — product stacks by client profile.'],
['💊 FE Underwriting','Search any condition or medication — all 5 FE carriers.'],
['💉 Medication Lookup','Drug → FE carrier impact + Med Supp notes.'],
['💰 Quick Quote','FE + HI estimator + commission reference table.'],
['⚔️ Framework','The Core CRM Advisory System — 7 stages with exact scripts.'],
['🛡️ Objections','12 searchable objections with full response scripts.'],
['💬 Magic Phrases','Every phrase in the system with the psychology behind it.'],
['🌟 Core CRM Principles','The 25 principles behind every technique in this system.'],
['⚔️ War Room','Daily schedule, KPI targets, call windows by state.'],
['🔄 Follow-Up','Day 0/1/3/7/14/30 cadence + post-close button-up sequence.'],
['🗺️ State Guide','VA/NC/TX/NV/SC — compliance, call windows, lead priority.'],
['📝 App Submission','Pre-submit checklist + carrier portal links + NIGO prevention.'],
['🎥 Video Close','Whereby setup, screen share protocol, e-sig walk-through.'],
['💵 Income Calculator','Build your annual income projection from daily activity targets.'],
['⚙️ Tech Stack','Full VitalEdge CORE architecture — how everything connects.'],
['⚖️ Compliance','TCPA, recording, suitability, Medicare rules, state licensing.'],
].map(([icon,desc]) => `
${icon}${desc}
`).join('')}
⚠️ Non-negotiable. These protect your license, your clients, and PIC.