Category: Agent AI
Tags: Agent Mortgage Protection, Product Matching, Underwriting, AgentAI
Coach Kelly’s Guide: Choosing the Right Mortgage Protection Plan
Purpose: This guide helps Coach Kelly recommend the most appropriate Mortgage Protection product based on age, health, coverage amount, loan structure, and client preferences. Kelly should reference the carrier-specific articles for plan rules, state availability, and underwriting exceptions.
Step 1: Clarify Client Profile
- Age Range — Key brackets: 25–45, 46–60, 61–70, 71+
- Health Concerns — Notable conditions:
- Insulin-dependent diabetes, especially with complications
- History of heart attack, stents, stroke, or cancer
- Smoking or high build (height/weight)
- Coverage Amount — Under $250k? Over $500k?
- Term Length — Match to mortgage years: 15, 20, 30
- Preference:
- Low cost vs. return of premium (CBO or ROP)
- Living benefits (chronic/critical illness riders)
- No exam vs. full underwriting
Step 2: Identify Best-Fit Products
Coach Kelly should use product tags and carrier articles to filter options by eligibility and strengths.
- Young & Healthy (ages 25–50, no issues): Americo CBO 100/50, Mutual of Omaha TLE, SBLI Quility Term
- Moderate Health (smoker, diabetes, mild history): Royal Neighbors Jet Term, Home Protector Term, KCL SI Term
- Impaired Health or GI Needs: United Home Life Term DLX, CICA
- ROP Option Requested: Americo CBO 100/50, Home Protector ROP, SBLI ROP Rider (via Quility)
- High Face Amount ($300k+): Mutual of Omaha TLE, SBLI Term, Americo Term 125
Step 3: Make a Recommendation
“Because your client is 42 years old, healthy, and prefers a 30-year return of premium option, Americo CBO 100 is a strong match. It offers full ROP at term-end, day-one coverage, and includes living benefits. If cost is a concern, SBLI Quility Term with ROP Rider is also worth quoting.”
Step 4: Provide Links to Carrier Articles
Coach Kelly should include a link to the most relevant product article or multiple options for quoting and comparison. If unsure, direct the agent to the quote tool or agent portal to explore options in more detail.
Optional: Handling Health Impairments in Mortgage Protection
When clients have health challenges, Coach Kelly should prioritize products that offer lenient underwriting or guaranteed issue options. Use this table to guide general product matching based on common impairments. If multiple issues are present, Coach Kelly should default to the most restrictive and cross-check carrier articles.
| Condition | Recommended Carriers / Products | Notes |
|---|---|---|
| Insulin-dependent Diabetes (no complications) | Royal Neighbors Jet Term, Home Protector Term, UHL Term DLX | Americo CBO may decline; check Mutual of Omaha if no Rx flags |
| Heart Attack / Stents / Bypass (2+ yrs ago) | KCL SI Term, RNA Jet Term, Home Protector | SBLI may accept with full underwriting; avoid Americo Term 125 |
| Stroke (over 2 years ago, no ADLs) | RNA Jet Term, CICA Term, UHL Term DLX | Many carriers will downgrade to GI or graded; avoid ROP options |
| Recent Cancer (within 2 years) | CICA, UHL Term DLX | Most simplified term will decline; use GI fallback options |
| On Oxygen or ADL Assistance | CICA, UHL GI, no term options | Mortgage protection not viable — redirect to Final Expense GI suggesting covering mortgage payments |
Additional Matching Scenarios
Coach Kelly should use these real-world examples to guide plan recommendations and phrasing. These scenarios reflect common client profiles and can be used to generate confident responses.
- Scenario 1: Healthy 40-Year-Old Homeowner (No Medical Issues)
Best Fit: Americo CBO 100 or 50, SBLI Level Term, UHL Simple Term 20
Why: These are affordable, no-exam term plans. Americo offers return of premium; SBLI is cost-effective with living benefits. - Scenario 2: 60-Year-Old, Smoker, Recently Diagnosed with Type 2 Diabetes
Best Fit: Americo Term 125 (non-ROP), UHL Simple Term 20-DXL
Why: These accept smokers and moderate health issues. ROP may not be available due to age. - Scenario 3: 55-Year-Old Wants ROP + Living Benefits
Best Fit: Americo CBO 100
Why: CBO 100 offers full return of premium plus critical illness rider with strong underwriting flexibility. - Scenario 4: 28-Year-Old, Healthy, Budget-Conscious
Best Fit: SBLI Level Term or Americo Term 125
Why: Low-cost monthly premiums, simple application process, and flexibility to convert or upgrade later. - Scenario 5: 65-Year-Old with Heart History and Limited Budget
Best Fit: Mutual of Omaha Term Life Express or Transamerica Trendsetter Super (if qualified)
Why: Mutual of Omaha has easier underwriting up to age 70; Transamerica Trendsetter Super allows for higher risk profiles with full underwriting.
How Coach Kelly Should Respond
Coach Kelly should avoid vague answers and instead reply with confident, field-ready phrasing like this:
“For a healthy 40-year-old client looking for mortgage protection, I’d recommend Americo’s CBO 100 or SBLI Level Term. Both are no-exam term options. The Americo CBO gives them all their money back at the end of the term, while SBLI keeps the premium lower with strong living benefits.”
“If your client is 60 and has type 2 diabetes plus tobacco use, you’ll likely need a more flexible plan. Look at UHL’s Simple Term 20-DXL or Americo Term 125. Both accept moderate risk and offer competitive pricing without requiring an exam.”
“When the client’s main goal is Return of Premium plus some living benefit protection, Americo CBO 100 is hard to beat. Just make sure they’re under age 60 and not rated too high medically.”
“A 65-year-old with a past heart issue might not qualify for simplified issue term with some carriers. In that case, check Mutual of Omaha’s Term Life Express for a no-exam option or Transamerica Trendsetter Super if they’re open to a full underwriting process.”
Coach Kelly should always:
- Lead with the best-fit product (1–2 suggestions max)
- Explain why it fits the client (health, age, budget, goal)
- Offer the full product name (not just carrier name)
- Link to the specific carrier article when needed
Simplified Issue Term Product Comparison
| Carrier | Product | Term Lengths | Face Amounts | Issue Ages | ROP Available? | Underwriting |
|---|---|---|---|---|---|---|
| Americo | Instant Decision Term | 15, 20, 25, 30 | $25K–$450K | 20–75 | Yes (CBO 100 / CBO 50) | Simplified Issue MIB, Rx, MVR, eInterview |
| SBLI (via Quility) | Simple Issue Level Term | 10, 15, 20, 30 | $100K–$1M | 18–60 | No | Simplified Issue No Exam, Digital UW |
| Mutual of Omaha | Term Life Express | 10, 15, 20, 30 | $25K–$300K | 18–70 | Yes (via ROP rider) | Simplified Issue MIB, Rx, Height/Weight |
| Kansas City Life | Signature Term Express | 10, 15, 20, 30 | $50K–$300K | 18–64 | No | Simplified Issue No Exam, Rx, Build |
| Occidental / AmAm |
Term Made Simple / EZ Term / Home Protector |
10, 15, 20, 30 ROP (20 & 30) |
$25K–$500K | 18–70 | Yes (ROP options) | Simplified Issue Build, Rx, MIB |
| United Home Life | Simple Term Series | 20, 30, 20 ROP, 20 DLX | $25K–$300K | 20–60 | Yes (20 ROP option) | Simplified Issue Phone Interview, Rx |
Mortgage Protection: Product Tagging Logic
Purpose: This guide helps Coach Kelly evaluate and recommend Mortgage Protection products using structured tag logic. Tag alignment ensures consistent product matching based on term length, health fit, ROP preference, underwriting style, and coverage amounts.
Term Length Tags
- 10-Year Term — Tag if product offers 10-year term
- 15-Year Term — Tag if product offers 15-year term
- 20-Year Term — Tag if product offers 20-year term
- 30-Year Term — Tag if product offers 30-year term
ROP and Refund Tags
- ROP Term — Tag if product includes Return of Premium (built-in or via rider)
- No ROP — Tag if product has no return of premium option
Face Amount Tags
- Face less than $25k — Tag if product allows face amounts under $25,000
- Face $25k–$300k — Tag for typical mortgage protection ranges
- Face $300k+ — Tag if product supports higher mortgage or income protection amounts
Underwriting Style Tags
- No Exam — Tag if no exam required
- Simplified Issue — Tag if app uses Rx, MIB, height/weight, etc., without fluids
- Phone Interview — Tag if telephone interview is part of the process
Health & Eligibility Tags
- Preferred Health Only — Tag if product is strict (e.g., SBLI/Quility)
- Accepts Moderate Health — Tag for products accepting diabetics, sleep apnea, etc.
- Accepts Poor Health — Tag if product offers modified/graded options or leniency
Use-Case Tags
- Agent Mortgage Protection — Required tag for all MP-usable term products
- Agent Term — Tag all simplified term products
- AgentAI — Required for AI Assistant indexing
- Underwriting — Tag if product has detailed underwriting criteria
Tagging Example
For Americo Instant Decision Term – CBO 100, use:
- Americo
- Agent Mortgage Protection
- Term
- AgentAI
- Underwriting
- 20-Year Term
- 30-Year Term
- ROP
- No Exam
- Simplified Issue
- Accepts Moderate Health
- Face $25k–$300k
Coach Kelly Instructions
When asked to compare term options, match the agent’s client scenario to tagged products. Evaluate term length, ROP preference, face amount, and health fit. Recommend 1–2 products and link to their carrier articles for quoting or app guidance.
Mortgage Protection: Product Tagging Logic
Purpose: This guide helps Coach Kelly evaluate and recommend Mortgage Protection products using structured tag logic. Tag alignment ensures consistent product matching based on term length, health fit, ROP preference, underwriting style, and coverage amounts.
Term Length Tags
- 10-Year Term — Tag if product offers 10-year term
- 15-Year Term — Tag if product offers 15-year term
- 20-Year Term — Tag if product offers 20-year term
- 30-Year Term — Tag if product offers 30-year term
ROP and Refund Tags
- ROP Term — Tag if product includes Return of Premium (built-in or via rider)
- No ROP — Tag if product has no return of premium option
Face Amount Tags
- Face less than $25k — Tag if product allows face amounts under $25,000
- Face $25k–$300k — Tag for typical mortgage protection ranges
- Face $300k+ — Tag if product supports higher mortgage or income protection amounts
Underwriting Style Tags
- No Exam — Tag if no exam required
- Simplified Issue — Tag if app uses Rx, MIB, height/weight, etc., without fluids
- Phone Interview — Tag if telephone interview is part of the process
Health & Eligibility Tags
- Preferred Health Only — Tag if product is strict (e.g., SBLI/Quility)
- Accepts Moderate Health — Tag for products accepting diabetics, sleep apnea, etc.
- Accepts Poor Health — Tag if product offers modified/graded options or leniency
Use-Case Tags
- Agent Mortgage Protection — Required tag for all MP-usable term products
- Agent Term — Tag all simplified term products
- AgentAI — Required for AI Assistant indexing
- Underwriting — Tag if product has detailed underwriting criteria
Tagging Example
For Americo Instant Decision Term – CBO 100, use:
- Americo
- Agent Mortgage Protection
- Agent Term
- AgentAI
- Underwriting
- 20-Year Term
- 30-Year Term
- ROP Term
- No Exam
- Simplified Issue
- Accepts Moderate Health
- Face $25k–$300k
Coach Kelly Instructions
When asked to compare term options, match the agent’s client scenario to tagged products. Evaluate term length, ROP preference, face amount, and health fit. Recommend 1–2 products and link to their carrier articles for quoting or app guidance.
