APEX SALES COACH
Heartland Financial Group ยท Clyde, OH
๐Ÿ“ž Keaton ยท (419) 603-7840
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.
๐Ÿ’ฌ Text Keaton ๐Ÿ“ž Call Keaton
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, and support for all 5 carriers
๐Ÿฆ
Mutual of Omaha
Primary carrier ยท Permanent life insurance ยท Final expense
Sales Support
(800) 693-6083
Commissions
(800) 475-4465
Life Underwriting
(800) 775-7896
Hours
Monโ€“Fri, Business Hours
๐Ÿ›ก๏ธ
American Amicable
Final expense ยท Whole life ยท Protecting generations since 1910
Agent Portal
americanamicable.com
Office Hours
Mโ€“F 8amโ€“4:45pm CT
Mailing Address
P.O. Box 2549, Waco TX 76702
Login Info
Agent # + Password from Welcome Email
๐ŸŒฟ
Ethos
Online trust & will platform ยท Clients complete on their own end
Support Phone
(415) 915-0665
Support Email
support@ethoslife.com
Hours
Mโ€“F 6amโ€“4pm PT / 8amโ€“6pm CT
Client Portal
app.ethos.com/login
โญ
TruStage
Bundled with Ethos trust packages ยท CMFG Life underwriter
Customer Care
(855) 591-9026
Agent & Client Support
(800) 533-2220 x4157230
Final Expense Support
(800) 621-7162
Client Portal
my.trustage.com
๐Ÿ’ผ
Combined Life Insurance
Supplemental life ยท Accident & health ยท A Chubb company
Customer Service
(800) 225-4500
Claims Phone
(800) 488-0603
NY Residents
(800) 951-6206
Hours
Mโ€“F 7:30amโ€“6pm CST