APEX SALES COACH
Heartland Financial Group ยท Agent Portal
Live
๐ŸŽญ Role Play Active โ€” Will Kit Appointment
AC
Welcome to Apex Sales Coach ๐Ÿ‘Š

Three modes to help you win:

๐Ÿง  Coach โ€” Ask anything, get word-for-word answers
๐ŸŽญ Role Play โ€” Practice with a real fake client who throws objections
๐Ÿ“‹ Contracting โ€” Step-by-step guide for new agents getting licensed

What do you need?
New Agent Contracting
Follow these steps in order โ€” zero to licensed and contracted
๐Ÿ‘‹
Keaton Klinski
Team Lead ยท Heartland Financial Group
(419) 603-7840
1
Study for Your Life Insurance License Do This First
We use Xcel Solutions to study โ€” and we cover the cost using our team code. Go to xceledge.com, create an account, enter the code at checkout, select your state, and start studying Life Insurance.

Our Xcel Code:
FFLAPEX-HROJSF
๐Ÿ”— Go to Xcel Solutions โ†’
2
Get Fingerprinted Do Early โ€” Takes Days
Most states require fingerprinting for a background check before issuing your license. Do this early โ€” it can take several days to process.

Google: "[Your State] insurance license fingerprinting" โ€” most states use IdentoGO. Schedule online, bring a valid photo ID.
3
Pass Your State Licensing Exam Pearson VUE
Schedule your Life Insurance exam through Pearson VUE once you're consistently passing Xcel practice tests at 80%+.

โ€ข Bring photo ID to the testing center
โ€ข Results are instant โ€” you'll know right there
โ€ข If you don't pass, just reschedule โ€” it happens
๐Ÿ”— Pearson VUE โ†’
4
Apply for Your State License Online
After passing, apply through your state's Department of Insurance website.

Google: "[Your State] Department of Insurance license application"

State filing fee is usually $50โ€“$150. License arrives digitally within 1โ€“2 weeks. Save your license number โ€” you'll need it for contracting.
5
Text or Call Keaton โ€” You're Licensed! Critical Step
The moment your license is issued, contact Keaton with:

โ€ข Your full legal name
โ€ข Your state
โ€ข Your license number
โ€ข A photo or screenshot of your license

Keaton will send your contracting paperwork right away.
6
Complete Contracting Papers Heartland Financial Group
Keaton sends contracting agreements through the brokerage. Sign all documents electronically. You'll be contracted with our core carriers:

โ€ข Mutual of Omaha โ€” Primary permanent life insurance
โ€ข Transamerica โ€” Additional life products
โ€ข Ethos โ€” Online trust and will platform
โ€ข American Amicable โ€” Additional products
7
Get Trained & Start Selling ๐Ÿš€
Once contracted, you'll get leads and start training. Use the Coach and Role Play tabs to learn the scripts, handle objections, and build confidence before your first appointment.

Questions at any point? Text Keaton โ€” (419) 603-7840
Product Guidelines
Underwriting rules, issue ages, face amounts, and key details for all carriers
๐Ÿฆ Mutual of Omaha
Living Promiseยฎ โ€” Level BenefitWhole Life
Ages 45โ€“85$2,000โ€“$40,000Standard Tobacco/Nontobacco
Key Facts
Full 100% death benefit from day 1. Underwriting: MIB + pharmaceutical check + random phone interview. Non-smoker = no tobacco/nicotine 12+ months. Max $40,000 Level Benefit / $50,000 all simplified issue with United of Omaha. Annual policy fee $36.

Riders: Accelerated Death Benefit (terminal illness or 90+ days nursing home), optional Accidental Death Benefit Rider.
Application Process
Part One YES = declined entirely. Part Two YES = Graded Benefit only. All NO = Level Benefit eligible. Mail to: United of Omaha, P.O. Box 2476, Omaha NE 68103. Fax: 1-402-997-1800. Underwriting questions: 1-800-715-4376.
Living Promiseยฎ โ€” Graded BenefitWhole Life
Ages 45โ€“80$2,000โ€“$20,000Not in AR, MT, NC
Key Facts
First 2 years natural death: premiums paid + 10%. After 2 years: full benefit. Accidental death = full benefit always. Standard class (no tobacco distinction). Annual policy fee $12. Max $20,000 Graded / $25,000 all graded with United of Omaha.
Term Life Express (TLE) / IUL ExpressSimplified Issue
Ages 18โ€“75 (TLE) / 18โ€“75 (IULE)$25Kโ€“$300K (varies by age)
Automatic Declines
Single impairment declines: Diabetes diagnosed before age 45, amputation from disease, chronic pancreatitis, chronic severe asthma, Hodgkin's Disease, moderate/severe rheumatoid arthritis on Humira/Enbrel/Methotrexate/Xeljanz, muscular dystrophy, sickle cell anemia, pacemaker.

Multiple impairment declines: Diabetes age 45+ with Table 2+ build, diabetes 45+ with tobacco, diabetes with any complications, Table 2+ build with rateable hypertension, Table 2+ build with asthma + tobacco, Table 2+ build with PVD.

Important numbers: Underwriting: 1-800-775-7896 | iGO e-App Support: 1-800-641-6557 | Sales: 1-800-693-6083
๐Ÿ›ก๏ธ American Amicable
Final Expense โ€” Older Age (IMD/GDB/ROP)Whole Life
Ages 50โ€“85IMD 50-75: up to $50K | IMD 76-85: $25K | GDB/ROP: $25K
Key Facts
Simplified issue, no exam. MIB + Script Check. PHI only if age 71+ with no Rx. Monthly modal: 0.088. Point-of-sale decision available.

IMD Riders: Accidental Death Benefit, Children's/Grandchildren's Insurance Agreement, Terminal Illness, Confined Care, Nursing Home Waiver of Premium.
GDB/ROP: No Accidental Death Benefit or Children's Insurance Agreement.
Final Expense โ€” Younger AgeWhole Life
Ages 0โ€“49IMD: $35K | ROP: $20K | Min: $10K
Key Facts
Simplified issue, no exam. MIB + Script Check. PHI only if SSN starts with 9 or 2. Monthly modal: 0.088.

Riders: Level Term Rider, Terminal Illness, IMD only: Accidental Death Benefit, Children's Insurance Agreement, Confined Care, Waiver of Premium.
Express ULFlexible Premium Universal Life
Non-Tobacco: 15โ€“75 | Tobacco: 18โ€“75$25Kโ€“$500K
Key Facts
Simplified issue, no exam. MIB + Script Check. PHI required ages 65+. No modal factors. Policy loan: 7.4% in advance after year 1.

Riders: Accidental Death Benefit, Accident Only Disability Income, Children's Insurance Agreement, Confined Care, Disability Income, Family Insurance Agreement, Terminal Illness, Waiver of Premium.
Easy Term / Term Made Simple / SafeCare TermTerm Life
Ages 18โ€“75 (varies by term)Up to $500K10, 15, 20, 30 yr terms
Key Facts
Simplified issue, no exam. MIB + Script Check. Point-of-sale decision. ROP options available on most products.

Riders: Accidental Death Benefit, Accident Only Disability Income, Children's Insurance Agreement, Chronic/Critical/Terminal Illness, Confined Care, Disability Income, Waiver of Premium.
Security SolutionParticipating Whole Life
Ages 18โ€“72$25Kโ€“$500K
Key Facts
Simplified issue. MIB + Script Check. Point-of-sale decision. Monthly: 0.088.

Riders: Accidental Death Benefit, Waiver of Premium, Guaranteed Insurability, Children's/Grandchildren's Insurance Agreement, Level Term, Flexible Premium Paid-Up Addition, Terminal/Chronic/Critical Illness, Confined Care.
๐ŸŒฟ Ethos
Ethos Term Life โ€” Prime (Best Risk)Term Life ยท Banner/Protective
Ages 20โ€“65$100Kโ€“$2M (age dependent)90% instant decision
Key Facts
Best risk product. Excellent/good health. Excellent CBI score. Terms: 10โ€“40yr (varies by age). Classes: Preferred Plus, Preferred, Standard Non-Tobacco, Standard Tobacco, Table ratings. 30-day free look. Monthly ACH. APS review for age 61+.

Knockouts: BMI <18 or >48.9, BP too high by age, cholesterol >350, HIV/AIDS, cancer within 10 years, cardiovascular disease (heart attack, CAD, valve), organ transplant, felony/probation within 10 years, DUI within 5 years. Not in NY.
Ethos Term Life โ€” Choice (Moderate Risk)Term Life ยท Ameritas
Ages 20โ€“65$50Kโ€“$1M90% instant decision
Key Facts
Moderate risk. Good/fair CBI score. Terms: 10โ€“30yr. Classes: Preferred Plus, Preferred, Standard Plus, Standard + table ratings 1โ€“10, Tobacco. 30-day free look. Same knockouts as Prime.

Key difference from Prime: More accepting of moderate health conditions, fair credit, accepts ITIN/EAD/most visas.
TruStageโ„ข Term Life (via Ethos)Term Life ยท MEMBERS Life
Ages 20โ€“69$15Kโ€“$300K100% instant decision
Key Facts
Average to fair health, not currently disabled. Premiums INCREASE every 5 attained ages (renewable to 80). Monthly/quarterly/semi-annual/annual ACH. Standard Tobacco and Non-Tobacco only. No replacements. Not in NY.
TruStageโ„ข Advantage Whole LifeWhole Life ยท MEMBERS Life
Ages 20โ€“85Age 20-70: $5K-$100K | 71-75: $50K | 76-85: $25K
Key Facts
Good to fair health, not currently disabled. 100% instant decision. Non-Tobacco and Tobacco rates. Level premiums. ACH monthly/quarterly/bi-annually/annually. Not in CT or NY. Includes Ethos estate planning tools at no cost.
TruStageโ„ข Guaranteed Acceptance Whole LifeWhole Life ยท CMFG Life
Ages 45โ€“80$2Kโ€“$25K (graded)100% instant โ€” No health questions
Key Facts
For poor health clients who can't qualify elsewhere. First 2 years: return of premium + 10%. After 2 years: 100% benefit. Level premiums. Not in WA or NY. Last resort option for uninsurable clients.
Ethos Protection IULIndex Universal Life ยท Ameritas
Ages 20โ€“65$25Kโ€“$1MSelect agents only
Key Facts
Best to moderate risk. 90%+ instant decision. 4 non-tobacco classes (Preferred Plus down to Standard) + 2 tobacco. Monthly and annual ACH. No replacements. Includes Care4Life ABD, Lifetime Income rider, Overloan Protection. Not in NY.

Financial max: Age <30: 40x income | 30-39: 35x | 40-49: 25x | 50-59: 20x | 60-65: 10x
Ethos Underwriting โ€” Key RulesField Guide
How Ethos Routes Clients
Ages 20-65: Routed by CBI score โ†’ medical interview โ†’ product match.
Ages 66+: Routed directly to TruStage Advantage Whole Life.
If ineligible for one product: Automatically rerouted to next best option.
Last resort: TruStage Guaranteed Acceptance (ages 45-80, most states).

Ethos approves 90%+ of applicants using their smart-routing platform. No medical exams โ€” uses RX history, MIB, MVR, CBI score, and application questions.

Red flag tip: Clients on certain high-risk medications are generally ineligible for most products. Agent support: (415) 915-0665 | agents@getethos.com
๐Ÿ’ผ Combined Life โ€” Generational Life
Generational Life โ€” Level Benefit (Preferred/Standard/Substandard)Whole Life ยท A Chubb Company
Ages 0โ€“80Preferred/Standard: $5K-$50K | Substandard: $5K-$25K
Key Facts
100% death benefit from day 1. Monthly premiums only. ACH or credit/debit card (including Direct Express). $50 policy fee. Policy loan: 7.4%. Max $250K across all Chubb life policies. Digital application only โ€” instant underwriting, no exceptions after submission. Not available in CA, FL, NY, ND, SD.

Preferred class: All NO to underwriting questions + low-risk meds or no meds.
Standard class: All NO to questions + multiple low-risk or more serious past conditions.
Substandard class: NO to questions 1-4 + serious past conditions.
Generational Life โ€” Graded BenefitWhole Life ยท A Chubb Company
Ages 0โ€“80$5Kโ€“$25K2-yr graded period
Key Facts
First 2 years natural death: return of premium + 3.75% interest. After 2 years: 100%. Accidental death always pays 100%. Client qualifies if they answer YES to questions 4 or 5 (but not 1, 2, or 3).

5 Underwriting Questions (YES/NO):
1. Terminal illness diagnosed in past 2 years, or currently in nursing home/assisted living/hospice?
2. Ever diagnosed with AIDS/HIV, Bipolar, Schizophrenia, Alzheimer's, Dementia, or progressive neurological disorder?
3. Ever require oxygen or dialysis?
4. Past 5 years: Cancer, Stroke, Heart Attack, Insulin Diabetes, Chronic Kidney/Liver Disease? Or pending diagnostic testing in past 6 months?
5. Past 5 years: Anemia, ALS, Huntington's, MS, Alcohol/Drug Abuse, Pulmonary Arterial Hypertension, or Hereditary Angioedema?

YES to 1, 2, or 3 = Declined entirely.
Generational Life โ€” RidersAdd-ons for All Classes
Available on All Rating Classes
Accelerated Death Benefit (included free): If terminal illness expected within 12 months, or continuous nursing home/hospice confinement until death โ€” can receive 100% of death benefit early. Policy terminates on use.

Child Term Life Rider: Ages 15 daysโ€“26 yrs. Up to $25K per child (up to 6 children). $0.42/month per $1,000. Converts to paid-up term at insured's death. Terminal illness ABD included for child rider too.
๐Ÿ“Š Transamerica โ€” Express Products
FFIUL II Express vs FE Express โ€” Quick ComparisonInstant Decision
Common Declines for BOTH products
ALS, Alzheimer's/Dementia, Intellectual disability, Down syndrome, Organ transplant, Paralysis, Suicide attempt, Single DUI within 2 years.
Key Differences
FFIUL II Express is stricter โ€” declines: BMI >39, Diabetes Type 2 under 60, Severe Asthma, Hospitalized 2x+ in 12 months, CAD, Bipolar, Seizure/Epilepsy within 2 yrs, Diabetes Type 1, Felony within 10 yrs, MS, Congestive Heart Failure, COPD/Emphysema, Stroke, PVD, Dialysis, Pacemaker, Cirrhosis.

FE Express is more lenient โ€” ACCEPTS most of the above conditions that FFIUL declines. BMI >48 is a decline. Felony within 2 years = decline.

Rule of thumb: If client has serious conditions, try FE Express first.
Living Benefit Rider โ€” Ineligible If (past year)
Uses scooter/walker/cane/catheter/Hoyer lift, needs assistance with daily activities (meds/dressing/eating/walking/bathing/toileting), unable to work due to chronic illness, receives Medicaid, has handicap placard. Also ineligible if diagnosed in past 5 years with: blindness, chronic pain 6+ months, connective tissue disorder, immune disorder, peripheral neuropathy, myasthenia gravis, optic neuritis, neuromuscular disease, polio, rheumatoid/psoriatic arthritis, ulcerative colitis/Crohn's, vasculitis.
Carrier Resources
Agent portals & phone numbers for all 18 Heartland carriers
๐Ÿฆ
Mutual of Omaha
Primary carrier ยท Final expense ยท Permanent life
Sales Support
(800) 693-6083
Underwriting
(800) 775-7896
iGO e-App
(800) 641-6557
Commissions
(800) 475-4465
๐Ÿ›ก๏ธ
American Amicable
Final expense ยท Whole life ยท Term
Agent Support
americanamicable.com
Hours
Mโ€“F 8amโ€“4:45pm CT
Mailing
P.O. Box 2549, Waco TX
Login
Agent # + Welcome Email
๐ŸŒฟ
Ethos
Trust & will platform ยท Term ยท Whole life ยท IUL
Agent Support
(415) 915-0665
Text Support
(415) 702-1844
Email
agents@getethos.com
Hours
Mโ€“F 8amโ€“6pm CT
โญ
TruStage
Bundled with Ethos ยท Whole life ยท Term
Customer Care
(855) 591-9026
Final Expense
(800) 621-7162
Agent Support
(800) 533-2220
Client Portal
my.trustage.com
๐Ÿ’ผ
Combined Insurance (Chubb)
Generational Life ยท Final expense whole life
Customer Service
(800) 225-4500
Claims
(800) 488-0603
Hours
Mโ€“F 7:30amโ€“6pm CST
Client Portal
my.combinedinsurance.com
๐Ÿ“Š
Transamerica
Express IUL ยท FE Express ยท Term
Sales Support
(877) 234-4848
New Business
(800) 797-2643
Hours
Mโ€“F Business Hours
Website
transamerica.com
๐Ÿ”ด
Americo
Final expense ยท Whole life ยท Annuity
Agent Support
(800) 231-0801
New Business
(866) 214-0054
Underwriting
(800) 395-9179
Hours
Mโ€“F 8amโ€“5pm CT
๐ŸŒฒ
Foresters Financial
Whole life ยท Term ยท Final expense
Sales Support
(866) 466-7166 opt 1
New Business/UW
(866) 466-7166 opt 2
Contracting
ezcontract@foresters.com
Hours
Mโ€“F 9amโ€“6pm ET
๐Ÿ—ฝ
Liberty Bankers Life (Cap Life)
Final expense ยท SIMPL ยท Modified whole life
Agent Support
(844) 770-2400
Fax App
(855) 493-9242
Tech Support
(844) 550-1200
Pre-Check Tool
lbig.com/precheck
๐Ÿ‘‘
Royal Neighbors of America
Final expense ยท Whole life ยท Annuity
Agent Line
(866) 733-9758
Direct
(309) 788-4561
UW Email
uw@royalneighbors.org
Hours
Mโ€“F 8amโ€“5pm CT
๐Ÿ 
United Home Life
Whole life ยท No exam ยท Diabetic life insurance
Life Contact Center
(800) 428-3001
Hours
Mโ€“F Business Hours
Specialty
No exam ยท Most health conditions
Website
unitedhomelife.com
โš–๏ธ
Baltimore Life
Final expense ยท Term ยท Whole life
Main Line
(800) 628-5433
Hours
Mโ€“F 9amโ€“5pm
Email
info@baltlife.com
Website
baltlife.com
๐Ÿ‘ถ
Gerber Life Insurance
Whole life ยท Guaranteed issue ยท Term
Agent Services
(800) 704-2180
Hours
Mโ€“F 8amโ€“8pm ET
Specialty
Guaranteed issue ยท All ages
Website
gerberlife.com
๐ŸŒ
American General (Corebridge)
Term ยท Universal life ยท Final expense
Agent Support
(800) 888-2452
New Business
(800) 231-3655
Hours
Mโ€“F Business Hours
Website
corebridgefinancial.com
๐Ÿ’น
Fidelity & Guaranty Life
Annuity ยท IUL ยท Life insurance
Agent Support
(800) 445-6758
Hours
Mโ€“F Business Hours
Specialty
Fixed annuities ยท IUL
Website
fglife.com
โšก
Fidelity Life โ€” Instabrain
Rapid decision term ยท Final expense ยท RAPIDecisionยฎ
Agent Support
(800) 369-3990
Hours
Mโ€“F Business Hours
Specialty
Instant decisions ยท No exam
Website
fidelitylife.com
โค๏ธ
Aetna Inc.
Medicare supplement ยท Life ยท Health
Producer Services
(888) 800-2742
Hours
Mโ€“F 8amโ€“6pm ET
Specialty
Med Sup ยท Group ยท Individual
Website
aetna.com
๐Ÿ›๏ธ
Columbus Life
Universal life ยท Whole life ยท Term
Agent Support
(800) 677-9595
Hours
Mโ€“F Business Hours
Specialty
IUL ยท Term ยท Whole life
Website
columbuslife.com
๐Ÿ™๏ธ
Kansas City Life Insurance
Whole life ยท Term ยท Universal life
Agent Support
(800) 258-4525
Hours
Mโ€“F Business Hours
Website
kclife.com
Specialty
Traditional life products
Quote Tool
Calculate estate needs + build Bronze/Silver/Gold packages with live carrier rates
Step 1 โ€” Client Info
Step 2 โ€” Select Carrier
Step 3 โ€” Estate Cost Calculator
Estate Cost Breakdown
Probate Cost (assets ร— %)โ€”
Attorney / Settlement Feesโ€”
Funeral Costโ€”
Final Bills / Debtsโ€”
Total Insurable Need (Silver)โ€”
๐Ÿฅ‰ BRONZE
โ€”/mo
Coverage Amountโ€”
What it coversFuneral + partial estate
Mutual of Omaha ยท Living Promise
American Amicable ยท Senior Choice
Foresters Financial ยท PlanRight
Transamerica ยท FE Express
๐Ÿฅˆ SILVER โ€” Recommended
โ€”/mo
Coverage Amountโ€”
CoversFull estate need
Total Insurable Needโ€”
Mutual of Omaha ยท Living Promise
American Amicable ยท Senior Choice
Foresters Financial ยท PlanRight
Transamerica ยท FE Express
๐Ÿฅ‡ GOLD
โ€”/mo
Coverage Amountโ€”
CoversFull estate + extra safety net
Mutual of Omaha ยท Living Promise
American Amicable ยท Senior Choice
Foresters Financial ยท PlanRight
Transamerica ยท FE Express
Rates shown are annual premiums รท 12 (monthly BSP factor 0.089). For illustration purposes only โ€” always verify with carrier quoting tools.
CLIENT PRESENTATION
Heartland Financial Group
The 4 Costs Your Family Will Face
๐Ÿ›๏ธ
Probate
โ€”
Court-supervised process on your total assets โ€” freezes your family out for months while bills pile up.
Coverage Allocated
โ€”
๐Ÿ›ก๏ธ
โšฐ๏ธ
Funeral & Burial
โ€”
Paid upfront within 72 hours of passing. Most families are completely unprepared for this cost.
Coverage Allocated
โ€”
๐Ÿ›ก๏ธ
โš–๏ธ
Attorney & Settlement Fees
โ€”
Required to file probate, settle all debts, and distribute assets โ€” your family has no choice.
Coverage Allocated
โ€”
๐Ÿ›ก๏ธ
๐Ÿ“‹
Final Bills & Debts
โ€”
Medical bills, credit cards, utilities โ€” must be settled before your heirs receive a single dollar.
Coverage Allocated
โ€”
๐Ÿ›ก๏ธ
The 6 Promises of Your Benefits
01
๐Ÿ 
Never Expires
It's not a bill โ€” it's an investment you own. Your family is getting this for sure. Think of it like owning your home instead of renting. You own this permanent benefit.
02
๐Ÿ”’
Fixed Rate
Whatever you set aside today will never change. You've heard stories where families have insurance that doubles or triples unexpectedly โ€” we have everything set up so that'll never be a problem you run into.
03
๐ŸŽ›๏ธ
Flexible
Once you get approved, they let you change it if you need to. You can add to your benefits, or reduce them โ€” it's completely flexible so you're always in control.
04
โšก
Instant Payout
It's the only benefit that pays out within 24โ€“48 hours โ€” which is exactly what you need to pay for all of those things we talked about.
05
๐Ÿ“ˆ
Cash Value
Your benefits grow with interest for you. So on top of everything they cover, you'll have access to your personal account and can borrow from it as well.
06
๐Ÿ•Š๏ธ
Early Bird Exit
Most families have those pay-forever policies โ€” premiums that never stop. With these benefits it's different. They give you an option to keep most of your coverage, but they take over the premiums so you don't have to.
Choose Your Protection Level
๐Ÿฅ‰ BRONZE
Coverage per person: โ€”
โ€”/mo
โœ“ Covers funeral & burial costs
โœ“ Partial estate protection
โ—‹ May not cover all costs
โ˜… RECOMMENDED
๐Ÿฅˆ SILVER
Coverage per person: โ€”
โ€”/mo
โœ“ Full funeral & burial
โœ“ Full probate coverage
โœ“ Attorney & settlement fees
โœ“ Final bills & debts
๐Ÿฅ‡ GOLD
Coverage per person: โ€”
โ€”/mo
โœ“ Everything in Silver
โœ“ Extra safety net for family
โœ“ Leaves a legacy
For illustration purposes only. Rates subject to underwriting and carrier approval.