3 Components to Life Insurance Determination:

1. Health - This is where you ask about their health including simple questions necessary for a life application

a) When is the last time you went to the doctor (primary care provider)? Ask month and year to keep it simple

b) What is your doctors name? Facility (Kaiser, Regional Medical Hospital, Private Doctor Office)? Facilities address (help them look it up through Yelp, Google search etc.)

c) And what are the results? What medication did your Doctor prescribed? (restroom is one of many places a client put their medication for name and doctor's information on them)

Additional questions you may ask (their habits): These are to initiate more concerns and habit which they may choose to quit later to improve their overall life insurance rating.

a) Do you smoke? How often?

b) Do you drink alcohol? How often?

* Write these information closest to them. I.e if they are to your left, write these notes to your left, if they'r to your right, write them furthest to the right of the paper

2. Age

a) How old are you turning?

b) When is your birthdate? (you will also get this information once they provide you an ID/Driver's License later one)

3. Plan

a) What are you and your families plan right now? (Many prospect do not have a plan. Utilize feel, felt found method. No plan is a plan)

b) Do you have 401k, IRA, Company pension plan? ( this question is to initiate a future 401k rollover in writing business with your clients in the near future)

c) Do you have group life insurance or life insurance provided by your employer? If yes how much? ( some prospect do have life insurance with their employers. Ensure you include them as part of their overall planning). Ask what kind of life insurance (mostly term). That's great, what are your plans if you ever leave your job or when your job do not offer this benefit anymore?

Tip: Utilize the feel, felt found, method to relate to them. Remember, you are part of their long term planning. Praise when necessary. Recognize their contribution to their overall long term planning. I.E, " That's great that your employer offers you 100k in term life insurance, what I found with my clients is that they do not have plan to replace their work's life insurance. Do you have a plan?