Final Expense: Product Matching Guide

Purpose: This guide teaches Coach Kelly how to evaluate Final Expense product eligibility and recommend the best match based on age, health, benefit preference, and state-specific limitations. Kelly should reference the detailed carrier articles for verification and quoting.

Step 1: Identify Key Matching Criteria

• Client Age — Some carriers cut off at 80 or 85. Note if age is 50–55, 66+, or 80+.
• Health Conditions — Use simplified patterns. Common red-flag conditions:
  • Heart issues: CHF, recent MI, pacemaker, stroke
  • Diabetes: Especially insulin use with complications like neuropathy or amputations
  • Oxygen use or cancer within 2 years
  • Dementia, Alzheimer’s, or ADL assistance
• Benefit Priority — What matters more?
  • Lowest monthly premium
  • Immediate day-one coverage
  • Return of premium (ROP)
• Location & State Restrictions — Verify carrier availability in client’s state.

Step 2: Match to Carrier Options

Coach Kelly should use article tags and product summaries to determine eligibility and fit. Some basic pattern guidance:

• Preferred Health: Ages 50–75, no major conditions → Mutual of Omaha Living Promise Level, Americo Eagle Select 1, RNA Level Benefit
• Moderate Health: Insulin use, past cancer, COPD → Americo Eagle Select 2, RNA Graded Benefit
• Impaired Health: CHF, oxygen, stroke history → Americo Eagle Select 3, CICA, UHL GI, Mutual of Omaha Graded
• ROP Desired: Ask if client wants premium return → Family Choice ROP, Senior Choice ROP
• High Age (80–85): Use Mutual of Omaha or RNA; some carriers cut off at 80

Step 3: Recommend the Best Match

Return 1–2 product suggestions with carrier name, plan type, and why they match:

“Based on her age and use of insulin with no other complications, Royal Neighbors of America Ensured Legacy Final Expense Insurance would be a strong fit. It accepts insulin-dependent diabetics and provides day-one coverage. Mutual of Omaha Level Benefit is another good option if the diabetes is well controlled and no complications are present.”

Step 4: Link to Carrier Articles

Provide the link to the most relevant article for quoting and underwriting specifics. If unsure, redirect agent to LegacyAgent.com’s Agent Portal or quote tool for clarification.

Final Expense Product Matching: Lung Conditions

Oxygen Use

• Recommendation: Guaranteed Issue (GI) only
• Eligible Products:
  • CICA Choice GI
  • SBLI Living Legacy (GI)
  • UHL Guaranteed Issue Whole Life
• Tags: Agent Final Expense, Underwriting, Guaranteed Issue, AgentAI

COPD / Emphysema / Chronic Bronchitis

• Stable and no oxygen use: May qualify for Standard/Level plans
• Eligible Products (stable):
  • Americo Eagle Select 2 or 3
  • Mutual of Omaha Living Promise (Standard)
  • UHL Express Issue Premier
• Unstable or with complications: Use Guaranteed Issue options listed above
• Tags: Agent Final Expense, Underwriting, Simplified Issue, AgentAI

Inhalers Only (No oxygen, no hospitalizations)

• Recommendation: May qualify for Preferred/Level
• Eligible Products:
  • Mutual of Omaha Living Promise (Preferred)
  • Americo Eagle Select 1 or 2
  • UHL Express Issue Premier
• Tags: Agent Final Expense, Underwriting, Preferred, AgentAI

Final Expense Product Matching: Cancer History

Current Cancer or Cancer within the Last 2 Years

• Recommendation: Guaranteed Issue (GI) only
• Eligible Products:
  • CICA Choice GI
  • SBLI Living Legacy (GI)
  • UHL Guaranteed Issue Whole Life
• Tags: Agent Final Expense, Underwriting, Guaranteed Issue, AgentAI

Cancer History >2 Years Ago, No Recurrence

• Recommendation: Graded or Standard coverage possible
• Eligible Products:
  • Americo Eagle Select 2 or 3
  • Mutual of Omaha Living Promise (Standard)
  • Royal Neighbors Graded Benefit Plan
  • UHL Express Issue Premier
• Tags: Agent Final Expense, Underwriting, Graded, Cancer History, AgentAI

Minor Skin Cancer (e.g., Basal Cell)

• Recommendation: May qualify for Preferred/Level
• Eligible Products:
  • Mutual of Omaha Living Promise (Preferred)
  • Americo Eagle Select 1
  • UHL Express Issue Premier
• Tags: Agent Final Expense, Underwriting, Preferred, Skin Cancer, AgentAI

Final Expense Product Matching: Diabetes

Insulin Use with Major Complications (Neuropathy, Retinopathy, Amputation)

• Recommendation: Modified or Guaranteed Issue
• Eligible Products:
  • Americo Eagle Select 3
  • Mutual of Omaha Graded
  • CICA Choice Standard (case-by-case)
  • UHL Guaranteed Issue Whole Life
• Tags: Agent Final Expense, Underwriting, Diabetes Complications, Graded, Guaranteed Issue, AgentAI

Insulin Use without Complications

• Recommendation: Graded or Standard Benefit depending on control and duration
• Eligible Products:
  • Americo Eagle Select 2
  • Mutual of Omaha Standard
  • RNA Graded Benefit
  • UHL Express Issue Premier
• Tags: Agent Final Expense, Underwriting, Diabetes, Graded, AgentAI

Oral Medication Only, No Complications

• Recommendation: Preferred or Standard coverage
• Eligible Products:
  • Mutual of Omaha Preferred
  • Americo Eagle Select 1
  • RNA Level Benefit
• Tags: Agent Final Expense, Underwriting, Diabetes Controlled, Preferred, AgentAI

Final Expense Product Matching: Heart Conditions

Recent Heart Attack (within 12–24 months), Stroke, or CHF (Congestive Heart Failure)

• Recommendation: Graded or Guaranteed Issue
• Eligible Products:
  • Americo Eagle Select 3
  • Mutual of Omaha Graded
  • CICA Choice Standard
  • UHL Guaranteed Issue Whole Life
• Tags: Agent Final Expense, Underwriting, Heart Attack, Stroke, CHF, Graded, Guaranteed Issue, AgentAI

History of Stroke or Heart Attack Over 2 Years Ago, Stable

• Recommendation: Graded or Standard depending on control and meds
• Eligible Products:
  • RNA Graded Benefit
  • Mutual of Omaha Standard
  • Americo Eagle Select 2
• Tags: Agent Final Expense, Underwriting, Stroke History, Heart History, Graded, AgentAI

Pacemaker or Stents, No CHF or Recent MI

• Recommendation: Standard or Preferred depending on timing and control
• Eligible Products:
  • Mutual of Omaha Preferred
  • Americo Eagle Select 1 or 2
  • RNA Level Benefit
• Tags: Agent Final Expense, Underwriting, Pacemaker, Stents, Heart Surgery, AgentAI

This is the Legacy Agent onboarding guide for new agents. It includes step-by-step instructions on getting contracted, setting up commissions, using sales scripts, and accessing training and tools. Coach Kelly should reference this article when an agent asks how to get started, what to do first, or where to find sales or training materials.

Welcome to Legacy Agent!

We're excited to have you on board. Whether you're brand new to life insurance sales or bringing over years of experience, this guide is your roadmap to hitting the ground running with Legacy.

This isn't a hype shop or a push-to-recruit agency. We’re about helping producers write business, serve families, and grow at your own pace — with real mentorship, proven tools, and no nonsense.

1. Getting Contracted

• SureLC Approvals: Check your email for contracting links from SureLC. Approve them ASAP to get your appointments submitted.
• E&O Coverage: Required by all carriers. You can purchase it directly in SureLC if you don't already have it.
• AML Training: Most carriers require AML certification. If yours isn’t current, you can complete it for free via LIMRA.
• Timeframes: Most contracts are issued within 5–10 business days. Reach out to Michael if you’re waiting longer.

2. Commissions & Getting Paid

• How Commissions Work: You’re paid directly by the carriers unless you're on an LOA setup. Contact us if you're unsure.
• Advance or As-Earned: Most carriers offer 75% advances. If you’re not seeing payments, check if the policy has drafted.
• View Your Levels: You can request your commission level for each carrier anytime. Comp sheets will also be posted in the agent portal.

3. Your Sales Process – Simplified

Final Expense

• Script: Page 1 of the FE script packet
• Presentation: Watch the in-home training video
• App Flow: Use Legacy Quoter, then move into voice or eApp

Mortgage Protection

• Script: Found in the MP Coaching section
• Appointment: Set the appointment as a Field Underwriter
• Presentation: Quote three options, ask soft closes, and walk through the app

IUL & Annuities

• Start with the basics (coaching links provided)
• Use carrier illustrations (training in Agent Portal)
• Schedule a strategy call if unsure

4. Tools at Your Disposal

• Legacy Quoter: For simplified issue (FE, MP)
• FEX Quotes: Advanced quoting tool — link provided
• Training Portal: Access recordings, scripts, and cheat sheets
• CRM (Coming Soon): Track leads, notes, and follow-up like a pro

5. Training & Development

• Video Coaching: Available for FE, MP, IUL, and Annuities
• Downloads: Each section includes PDFs, scripts, and visual guides
• Schedule: Live sessions and Q&A posted in the Group Chat weekly
• On-Demand: Everything is accessible 24/7 so you can train at your pace

6. What To Do This Week

• Approve SureLC contracting links – This ensures your carrier appointments begin processing right away.
• Download the Agent Success Guide – Keep this handy so you always have quick access to the steps, tools, and contact info you’ll need as you get started.
• Watch 1 training video (FE or MP) – Start with the product you’re most excited to sell.
• Practice your script – Confidence comes from preparation.
• Run 3 sample quotes in the Legacy Quoter – Learn how to present options clearly.
• Contact Michael if you need help – You’re never on your own here.

7. Support That Doesn’t Disappear

You’re not in this alone. If you ever feel stuck, unsure, or just need advice, reach out. We’re here to help you write business — not just sign you up and disappear.

You’ll also have access to our AI Assistant, Coach Kelly, inside the Agent Portal — like having a mentor on call 24/7 to help you find tools, get quick answers, or walk through next steps.

“Success here comes from consistent effort and real conversations — not hype or luck.”
— Michael Hrynewich

Quoting & Closing Cheat Sheet

Life Insurance Sales Flow for Mortgage Protection

Struggling to turn quotes into applications without feeling pushy? This cheat sheet outlines Legacy’s proven process for presenting life insurance quotes, reading the client’s reactions, and naturally guiding the conversation toward completing an application—without pressure or awkwardness. You’ll find exact phrases to use during the presentation, closing, and payment stages. This approach works whether you’re meeting in person, over Zoom, or on the phone.

1. Present with Purpose

Always present three quote options: a low, middle, and high tier. This gives the client flexibility and makes your recommendation feel balanced. Start the conversation with a confident transition such as:

“Let me show you a few programs you qualify for based on what you shared with me...”

Connect the policy to their desired outcome. For example: “This would give your family $X per month for the next __ years, so they can stay in the home.”

2. Read the Room

Pay close attention to body language and tone when quoting. Are they leaning in or pulling back? Are they nodding or silent? Are they asking questions or shutting down? These cues help you gauge interest and adjust your approach. Speak slowly and clearly—don’t assume they understand the numbers just because you do.

3. Use Closing Language That Works

Use calm, confident transitions that feel natural and pressure-free. Here are examples you can rotate:

• “Of these three, which one makes the most sense to you?”
• “Most families go with this middle option — it balances protection and budget really well.”
• “If we can get you approved for this, is that something you’d be comfortable starting today?”

4. Walk Through the Application Naturally

Once they’ve picked an option, start the application casually. Begin with the beneficiary section to ease them in. Ask: “Who would you want this to go to if something happened to you?”

This emotional decision helps solidify their commitment. Avoid asking, “Are you ready to apply?”—just begin the process and guide them through it.

5. Handle Payment Gently

If they hesitate about providing banking info, offer reassurance. Try saying:

• “No problem — all I need today is the first month’s premium. Most of our clients prefer a simple EFT to keep things easy and automatic.”
• “Try it for a few months. If you ever want to switch to billing, we can always adjust it later.”

6. Don’t Over-Talk the Close

Once they choose an option—stop talking. Begin filling out the application immediately. Over-explaining after they’ve said yes can introduce hesitation or second-guessing. Trust the process and keep the momentum going.

Final Tip

Remember, you’re not selling life insurance. You’re helping them protect the home and family they love. Speak with care. Guide with confidence. And help them get the protection they came for.

Mortgage Protection In-Home Presentation & Closing Walkthrough
Want to walk into a Mortgage Protection appointment fully prepared — and walk out with an app?
This step-by-step guide walks you through everything from scheduling the appointment and what to bring, to setting the tone in the home, presenting quotes, and smoothly closing the sale. It’s based on real field-tested experience and helps you build trust while guiding clients to the right decision. Whether you’re new or just want a cleaner process, this walkthrough keeps it structured, confident, and client-focused.
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✅ 1. Scheduling & Arrival
Appointment Setting:
•    Scheduling is 50% of the job when working direct mail.
•    Use the script provided in the manual or on the MP Field Help tool — it’s the same one I use.
•    Key tip: Practice until it sounds natural. Never sound like you’re reading.
•    Use a different name when calling to help defer objections to the “field underwriter.”
•    Keep the script open — I’ve scheduled thousands of appointments and still use it.
•    Smile when calling — people can hear energy and enthusiasm over the phone.
Day-of Preparation:
•    Carry a hard portfolio (yellow pad, leads, schedule).
•    Pack a messenger bag with:
o    Paper apps for each carrier
o    Brochures
o    Business cards
o    Laptop
o    Pens
•    Use your phone as a hotspot for your laptop.
•    Confidence and preparedness make a huge difference in the home.
Arrival Tips:
•    You are on stage the moment you drive up.
•    Dress sharp but simple — jeans and an ironed oxford shirt is fine.

•    If you smoke, air out the car and freshen your breath.
•    Silence your phone.
•    Greet with confidence and introduce yourself.
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✅ 2. In-House Presentation
Settle In:
•    Sit at the kitchen table if possible — fewer distractions.
•    Spark 2–5 minutes of friendly conversation.
•    Don’t set anything up yet — just build rapport.
Begin the Presentation:
•    Show them the lead they sent in:
o    “John, here’s the form you sent back. Most folks I work with are looking to pay off or protect the mortgage if something happens. Is that why you sent this in?”
Explain Mortgage Protection:
•    It’s funded through life insurance.
•    Compare to:
o    Final Expense: For burial/cremation.
o    Job Coverage: Temporary income protection.
o    Mortgage Protection: Protects the roof over their head.
Soft Transition to Field Underwriting:
•    “As the field underwriter, I just need to confirm a few things and ask some health questions. Sound good?”

•    Begin asking:
o    Mortgage amount, term, payment
o    Date of birth, smoker status
o    Health history and medications
o    Last A1C or BP readings
o    Inhalers (always ask)
Take neat notes on the lead form. Capture all key info.
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✅ 3. Quoting & Closing
Scenario 1: Does not qualify for term
•    Focus becomes payment protection — 2 to 5 years of mortgage payments.
•    Use the Legacy Quoter or carrier quoting tools.
•    Write down options on the lead — keep it neat and easy to understand.
•    Tell a story to connect emotionally:
o    “My mother-in-law had a policy to protect her home’s payments for 2 years after she passed…”
Present the Options:
•    “Here are the programs we qualify for. This one covers X years, this one Y…”
•    Use the good/better/best model when appropriate.
•    Then ask: “So John, which one of these makes the most sense to you?”
Scenario 2: Qualifies for term + more options
•    Present simplified issue term options (e.g., 20 or 30 years for $100k+).
•    Include SmartUL or ROP options if available.

•    Explain:
o    Term = living benefits, convertible
o    Whole Life = locked-in premium/benefit
o    UL = potential return of premium, flexibility
Ask again: “John, which program works best for you?”
Then stop talking.
Wrap-Up & Application:
•    Begin the app casually:
o    “What’s your full legal name?”
o    “Who would you list as the beneficiary?”
•    Snap a photo of their driver’s license — underwriting may ask for it later.
•    Leave behind a product brochure and your business card.
•    Let them know underwriting will review and you’ll follow up.
Before You Leave:
•    Ask: “Any other questions I can answer for you?”
•    Reassure them you’ll be in touch.
Follow-Up Option:
•    “If you ever want help with another case or just want to role-play a presentation, feel free to schedule time with us through the Executive Team page.”

Final Expense Closing & Referrals Cheat Sheet

Want to close Final Expense sales with confidence and generate more referrals—without sounding pushy? This cheat sheet walks you through the exact language Legacy agents use to move from presenting options to guiding the application and naturally asking for referrals. Whether you're a new agent or a seasoned producer, this script can help you sharpen your close and finish strong.

1. Present with Purpose

Always offer three policy options: low, middle, and high. Begin with a confident but casual introduction such as: “Let me show you a few programs you might qualify for based on what you shared with me…” Then tie the benefit to their personal goal: “This would make sure your family isn’t left with a financial burden, and gives them peace of mind that everything’s taken care of.”

2. Read the Room

Pay attention to non-verbal cues during your presentation:

• Are they leaning in or pulling back?
• Are they nodding or going quiet?
• Are they asking thoughtful questions or changing the subject?

Slow down your pace. Don’t assume they understand insurance terms or numbers—take the time to explain anything that might be confusing.

3. Closing Language That Works

Use calm, open-ended language to transition into the close:

• “Of these three, which one feels most comfortable to you?”
• “A lot of people choose the middle option — it’s affordable and still provides strong coverage.”
• “If you’re okay with this one, we can go ahead and lock it in today so you’re covered.”

4. Walk Through the Application Naturally

Anchor the application with an emotional decision. Start by asking: “Who would you want this to go to if something happened to you?” Once they respond, continue completing the application without pausing for additional permission. Keep the process smooth and uninterrupted.

5. Handle Payment Gently

If they hesitate to provide banking information, reassure them with a soft touch:

• “Totally fine — we just need the first month’s payment to get this started. Most people go with automatic draft so they don’t have to worry about missing anything.”
• “Try it out for a few months. If you ever want to switch to a paper bill, we can adjust it later.”

6. Don’t Over-Talk the Close

Once they’ve chosen a plan, stop talking and begin writing. Overexplaining after they've made a decision can introduce unnecessary doubt. Maintain quiet confidence and keep the momentum going.

7. Asking for Referrals (Without Pressure)

After completing the application, casually open the door for referrals: “Is there anyone else — a friend, family member, or neighbor — who might appreciate getting info on this too? I’m happy to give them a quick call and see if it makes sense for them.” If they seem unsure, follow up with: “No pressure at all. If someone comes to mind later, just shoot me a text or pass along my card.”

Final Thought

You’re not selling insurance — you’re giving their family peace of mind and financial dignity when it matters most. Speak with care. Guide with confidence. Finish strong.

Final Expense In-Home Presentation Flow & Scripting Guide
Not sure what to say during an in-home Final Expense appointment?
This step-by-step guide walks you through exactly what to say and do — from the moment you arrive at the door to asking for referrals after the app is written. It includes Legacy’s trusted scripting for building rapport, explaining Whole Life vs Term, handling objections, and presenting options that close without pressure. Whether you’re new to face-to-face sales or just want a clear framework, this flow keeps it simple and effective.
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✅ 1. Introduction at the Door
•    Smile, introduce yourself: “Hi [Client Name], I’m [Your Name] — I’m the licensed agent who’s been assigned to get you the info you requested about Final Expense coverage.”
•    Light small talk — weather, their dog, front porch, etc.
•    Ask: “Is it okay if I take my shoes off?” (shows courtesy)
•    Sit where they direct you — usually the kitchen or dining table.
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✅ 2. Set the Tone Inside
•    Thank them again for taking time.
•    Frame the visit:
“My job today is pretty simple. We’re just going to go over what these Final Expense programs do, see what you might qualify for, and help you find something that makes sense — if it makes sense. Fair enough?”
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✅ 3. Build Trust & Gather Info
•    Ask soft fact-finding questions:
o    “Did you request this info for yourself or someone else?”
o    “Do you have anything in place currently?”
o    “Do you prefer burial or cremation?”
o    “Roughly what would you want this to cover?”
o    “Are you more concerned with price or with getting enough coverage?”
•    Listen carefully and take light notes.
•    Sprinkle in affirmations:
“That makes sense.”
“I hear that a lot.”
“You’re definitely not alone there.”
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✅ 4. Explain the Basics
•    Start with a brief education:
“Most people I meet have seen a lot of ads, but not many understand how these plans really work.”
•    Break down the difference:
o    Term Life: “It cancels at a certain age — like 80. The premiums go up. It’s not meant for final expenses.”
o    Whole Life: “Premium never increases, benefit never decreases, and it’s designed to be there when your family needs it most.”
•    Use examples:
“One woman I met had a $9.95 plan from TV — it only covered $700, and her kids were still left paying out-of-pocket.”
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✅ 5. Show Options the Right Way
•    Use a quote sheet with 3 options (good / better / best).
•    Frame it like this:
“These are the three options most folks choose from. Nothing has to happen today, but if you were to pick one that makes the most sense, which would it be?”
•    Let them talk. Stay quiet. Let them own the decision.
•    Gently affirm once they pick:
“That’s a solid choice. That’s the one most folks in your age group go with.”
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✅ 6. Close Confidently & Smoothly
•    Transition naturally:
“All right, let’s get this started so you’re covered as of today.”
•    Begin filling out the app casually, with soft prompts:
o    “What’s your full legal name?”
o    “And who would you want as your beneficiary?”
o    “What’s your mailing address?”
•    Reassure as you go:
“There’s no medical exam — just a few health questions to qualify.”
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✅ 7. Handle Any Hesitation
•    Objection: “I need to think about it.”
“I completely understand. If you’re like most people, you’re just trying to make sure this fits your budget. The good news is, we can always start small — even $5,000 helps your family.”
•    Objection: “Can I talk to my kids first?”
“Absolutely — and they’ll probably be glad you took care of this. I can leave the info with you either way, but just so your family isn’t left unprotected, would you be okay starting with the smaller plan today?”
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✅ 8. Ask for Referrals Without Pressure
•    After the app is done, smile and say:
“Most of my clients think of someone else — a sibling, neighbor, or friend — who might also need something like this. Is there anyone who comes to mind that I should reach out to?”
•    If they hesitate:
“No pressure at all — even if someone just needs a little education, I’m happy to help.”