Description: The article centers on giving the information with the topic of activities of daily living. The author will talk about the myriads of writers that you can throw on life insurance, the author is going to get into all the contents before you go any further though the material that is about life insurance riders.
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Now you’re edgy trainers national insurance columnist Steve savant, welcome everyone, I’m Steve savant, you’re edgy trainer and coach for our edutainment workshops and our entry level into our introduction into life insurance and all this week, we’re talking about the myriads of writers that you can throw on life insurance, these writers could be embedded in the policy, these writers could have no cost to them, they could cost, they could be mortality writers that could be morbidity writers.
We’re gonna get into all that over the next couple days before we go any further though if you’re coming to our class and this is our last week of our 16 video series, I can’t believe we have done this, you need to go out to our website.
So when you go back and start on our video day one which is about almost three months ago, you need to go back there and start from the beginning and we recommend that you go out to our sponsor site, Lincoln benefit and Allstate company and go out to their site and the website is www.antakungfu.com.
We believe that you’ll have a great learning experience, it’s one of the best tutorials for us for an illustration or proposal system I’ve ever seen, secondly, Lincoln benefit life and Allstate are also offering this, some good help, some good more marketing campaigns and good strategies for you to get out in front of your client.
On their page, you can see it’s a long URL at the bottom of our page and it’s also that same addresses on our search engine, engine optimizations attached to this video, so if you see it, go ahead and copy paste into your browser and it’ll put you here.
One of the things I like should be the facts of your life, it comes in a full book form, if you want it, it is absolutely free, or the attached email, so you can keep Khan, you can fill it out and then keep it as part of your client file either way, it’s excellent.
There are things in there that I would have never thought about and it’s quite exhaustive and I think it’s a good prospecting tool speaking about prospecting tools, they have excellent prospecting letters and prospecting postcards already done.
There’s several to choose from a good dozen and what I recommend is that you go through it especially if you’re not sure, I’ve never done this before, go ahead and go through that and you’ll see that it’s quite a good inventory of first contact material for a client for existing clients as well as prospecting clients and a heads up even though this has been approved by Allstate.
If you’re with your registered rep and you belong to a broker dealer, you’re going to still need to have compliance, look at this and approve it for you, their use with your practice and if you’re with an insurance agent, they have similar protocols to make sure that they’ve already looked at this and approved your use of these materials.
They’re excellent and the last thing I want to talk about before we get into our class today is our own website www.imtcva.org, show the business insurance zone, so lots out there and it’s tremendous material for education information.
I would say it is a good audience of retail clients checking us out all the time and coming to the videos and trying to help their educational process, so today what we’re going to do is that we’re going to talk a little bit more about life insurance riders.
The first thing I want to talk about yesterday is that we talked about the big one which I think is a big one morbidity definitions now, the reason why I have to go through is that I don’t want you to be shortchanged especially if you’re conditioned to selling life insurance and you’ve never played in morbidity products like disability or long-term care definitions.
The way they assess things may be very different than your understanding and especially if you’re more of an annuity life man and that this is an important thing to go through, so I want to go through a thing first called the ADL’s, because there’s going to be chronic illness, there’s going to be other critical illness writers that are going to look for ADL’s.
They’re going to ask you how many of these ADL’s you can service and now an ADL is activity of daily living, activity of daily living now, some people call them B ADL’s which is the basic activities of daily living, but whichever one you’d like to use, that’s fine with me.
The first one ADL that I want to talk about activity of daily living is that my client feed themselves now. I find this somewhat humorous, because now it goes there, they’re feeding themselves, but they’re not cooking for themselves, I’ve noticed certain geriatric demographics where everything is now canned or pre-made microwave very little cooking, what I call critical cooking.
But as long as they’re feeding themselves and they’re taking care of themselves whether it’s in there fully cooking or they’re using microwave or they’re eating out of that, feeding is the first ADL I want to look at.
The second is toileting, do they need assistance to go to the bathroom? Do they need escort? Do they need support services? Do they need sanitation services? I want to know, my clients have the ability to take care of themselves in the arena of toileting and it’s important area.
So I want to make sure whether you are able to be self-sustaining or you need assistance and if you need assistance, how much assistance do you need? Another one is selecting appropriate attire, I laugh at this, because one person’s modesty may be on another person’s modesty, but one of these ADL’s is selecting attire, the appropriate attire.
If I’m going out to shop and you’re living in a zone which has heavy winter and you’re wearing a light coat or no code at all and you do that consistently and then you become sick and you have pneumonia things like that, are you wearing proper attire? Are you wearing proper protection?
Maybe you’re out in Arizona like we are, where we broadcast and you’re not wearing appropriate attire and you’re getting sunburned and remember our status has a higher rate of melanoma things like that, are we selecting the appropriate attire?
It’s important to know it grooming, am I taking care of myself? Am I taking my proper baths? Am I taking shower? Do I need help to do such things? I want to be able to look at this area of grooming, am I straggly? Am I letting my beard go of as a man?
Am I getting haircuts? Am I still being able to go to places and take care of myself? Grooming is one of those personal items that tells me if I can’t rule myself or if I can’t use the bathroom facilities without assistance, then all of a sudden, I’m having problems with activities of daily living, these things we think about every day.
We don’t think about them until we get older and all of a sudden that becomes an issue, then this issue of continents, what’s my actual cognitive power now? As you’ve seen, they’ll ask you for the clock, can they do the time? They’ll have other exercises to measure your clients mental state kindness is a big deal, because they want to know whether I am dealing with somebody that can make a decision for a contract which life insurance is a contract.
So I have to make sure that my client has the wherewithal and the mental capacity to do this and that becomes an issue, then all of a sudden, I got to talk about beneficiaries, I got to get somebody in there who has power of attorney, I need to know what’s going on.
But can they do day-to-day chores in their thinking? Are they doing their checkbook? They’re basic parts of their investment and their retirement monies that are coming in, do they know how to take care of it? Are they taking care of it?
All those things are true, now remember we talked about selecting a tire, another one that goes with it says can I dress myself, can I dress myself? Do I need assistance now? I’m not talking about assistance where I need a little pin in the back here or my zippers.
I can’t reach, I’m talking about it, I need real help every day getting dressed, if I need help getting dressed, that’s an issue, because that is a critical one for activities of daily living, so not only selecting the right attire, but my dressing correctly.
In other words, I can dress myself, do I need assistance or can I do this by myself and then one of the other things I talked about in grooming is bathing, we’ve changed a lot of our protocols, as you go into senior geriatric living, I’ve noticed the walk-in showers, walk-in bathrooms now that have seats, the whole side, there’s nothing to hop over.
You walk in itself, you sit down and very comfortable, very easy to do, but can I do it by myself? Can I get there? Can I perform? Can I draw water? Can I take care of myself? Do I need assistance and one of those big areas is whether I need assistance bathing.
The last one is that I need walking or transfer issues from my bed to a wheelchair from my wheelchair to the bathroom from my wheelchair to the kitchen, I need to know whether I have walking or transferring skillsets, can I still physically pull this off myself?
I want to know those things and look at some of these ideas for ADL’s, because some contracts are going to call for morbidity definitions, we’re going to go to another area that you’re not as familiar with, when we’re talking about these kinds of writers.
This is a kind of a different phrase that we use, it’s called instrumental activities of daily living, ADL’s now in iadls are instrumental activities for daily living, I want to know and I alluded to this already, can you manage your money? Are you being able to take care of your income, your pension, your social security?
Are you able to go ahead and maybe not do your taxes so much, but at least be able to collect the information, you’re taking care of your checking account, you’re doing basic management of Finance and those are some of the things I want to look at.
Then another one is about transportation, you’re not driving anymore, but you can get to a public bus, you can order a taxi I’m looking for, do you have basic support skillsets to take care of this even if you’re not driving any longer, you can always outsource to public transportation or commercial transportation like taxis.
I’m looking for that kind, can you navigate the public system or the commercial system and get to where you want to go, where do I want to go shopping? I want you to know every Wednesday in our community, the first Wednesday of every month is like senior citizens and everybody goes there, because they give breaks, so there could be a 10% discount that could be coupon specific.
But the place is packed especially in summer months early on because of the heat in Arizona and I’ve noticed that these places are packed out with people that are exceeding 7075 even though it starts at a lot earlier than that at 55.
But their heavy traffic with what I call real seniors and when I see shopping, I see many come in on there under their own power, they take their carts out, they’re a little slower, they walk a little more tenuous, but they’re doing everything they’re getting.
Father ‘s not driving anymore, it doesn’t matter, can they shop? Can they do it? If they can’t, are they getting escorted to it? They know what they’re doing, they’re making their decisions, they need help and I always like it when the young man says to me, may I take these bags out to your car? I always answer them about 20 years from now, I’ll take you up on that.
Then another issue we talked about earlier preparing meals now is this open area. I brought up before. because preparing meals is what do you mean by preparing meal, am I cooking baking? Am I doing prep work for this or am I now starting to buy pre-done meals prefabricated meals? Am I eating out of it? What can I prepare my own meals.
That’s a huge issue, how do I prepare my own meals? Am I still doing it? Am I still making a different kinds of regiments for breakfast, lunch and dinner? It depends upon your client and what they’re doing, but preparing meals, that’s a big deal.
Then another one is can I use the telephone? Can I have communication and I remember sometimes especially with dementia and Alzheimer’s patients, they’ll have a very big dial up, very big sizeable telephone on the wall.
All they have to do is to hit the picture of their children and they can get and it rings their phone and they can get to them, they may also have emergencies devices around their neck, so they can press it, if they fell, they couldn’t get up all those issues.
The last one is whether they are doing any maintenance at home, whether they are doing any of their own housecleaning, if not, are they outsourcing it? Is that a basic idea that they’ve done by choice or they can’t clean house any longer.
I want to look at these things called instrumental activities of daily living in combination with our normal ADL’s how we think about it and that’s once I understand that I can tell you whether or not we think the morbidity writers on our life insurance is going to be appropriate, this has been an edutainment workshop, the educational division of the National Insurance Clearing House the marketing arm of brokers alliance and sponsored by Lincoln benefit life an all-state company.