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Agent/Broker Use Only
Agent/Broker Use Only
1
CIGNA
INDIVIDUAL WHOLE LIFE
(FINAL EXPENSE)
Insured by Loyal American Life Insurance Company
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Page 2
Agent/Broker Use Only
Cigna Individual Whole Life Insurance (Final Expense)
2Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
What is Final Expense insurance?
*National Funeral Directors Association, nfda.org, “Trends & Statistics”, accessed February 5, 2016.
Household bills and utilities
Airfare costs for family to attend the funeral
Help preserve financial well being
Fund a charitable donation of your customer’s choice
Help with grandchildren's education
Help pay off debt, including medical expenses
Did you know…
• Final Expense is more than
just burial insurance.
• Having life insurance is a
practical way to pay for final
expenses.
• The Beneficiary determines
how to spend the funds.
Final Expense insurance is also known as burial or funeral insurance. Final Expense can help pay for funeral and
other expenses, including:
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Agent/Broker Use Only
Life insurance behavior
Who owns life insurance?
54% of Americans own some sort
of life insurance1
Do they have enough?
83% of Americans say the most
important factor when buying life
insurance is that it is easy to
understand2
1. Source: 2018 Life Insurance Statistics and Facts. https://www.bestliferates.org/blog/2017-life-insurance-statistics-and-facts/.
Why do individuals own life insurance?
85% of the top reasons given for owning
life insurance is: To cover burial and final
expenses2
2. Source: Facts About Life 2017 Facts from LIMRA https://www.limra.com/uploadedFiles/limra.com/LIMRA_Root/Posts/PR/LIAM/PDF/Facts-of-Life_2017(1).pdf
83%54%85%
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Page 4
Agent/Broker Use Only
A sample exercise to conduct with your client.
When a spouse passes the
What2Lose worksheet will help with
planning of an Individual Whole Life
(Final Expense) insurance policy.
It will highlight what happens to the
spouse’s Social Security payment?
What happens to yours?
If the spouse who passed had a
pension or retirement plan, what
happens to it?
If you depend on this income, what do
you have in place to help protect
yourself from this financial loss?
4
What2Lose planning worksheet
1. Source: Facts About Life 2017 Facts from LIMRA
https://www.limra.com/uploadedFiles/limra.com/LIMRA_Root/Posts/PR/LIAM/PDF/Fact
s-of-Life_2017(1).pdf
Did you know…
• More than 4 in 10
consumers say they
haven’t purchased life
insurance because they
don’t know how much
they need or what type to
buy.1
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Page 5
Agent/Broker Use Only
Individual Whole Life Insurance (Final Expense)
5
A Final Expense policy helps customers concerned about leaving their loved ones
unprepared when they pass
*Only available if both individuals apply at the same time. Discount is applied to the policy of the youngest spouse.
Simplified issue underwriting
5% spousal premium discount*
Coverage for individuals, issue ages 50-85
Death benefits from $2,000 to $25,000
No annual policy fee
Level or Modified Benefit coverage
No height/weight chart
Premiums will not increase
1Subject to the company’s right to increase premiums on a class basis. See policy documents for details.
Issue age rated1
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
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Agent/Broker Use Only
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You need to tie health and wealth together as an integrated customer value. Customer insights
consistently demonstrate that life products:
• Are the insurance products that are most familiar to consumers
• Provide financial peace of mind
• Give customers a sense of proactively taking care of themselves and not being a burden on
their family
Individual Whole Life is an excellent complementary product with other ancillary supplemental
products.
Consumers consistently express interest in having increased options for insurance coverage which
meet their individual financial needs. Final Expense plans can do that.
Individual Whole Life Insurance (Final Expense)
Create a value proposition for the customer
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Page 7
Agent/Broker Use Only
Individual Whole Life Insurance (Final Expense)
7Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
MT
OR
WA
ID
OR
TX
NDMN
WIMI RI
ME
NH
VT
MA
CT
NY
PA NJ
DEMD
VAWV
NC
SC
GA
FL
ALMS
LA
NMAZ
CA
NV
UT
WYSD
NE
COKS
OK
IA
MO
AR
IL IN OH
KY
TN
HI
AK
DC
Product Available Product Filed No Product Available
Where we sell
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Agent/Broker Use Only
Level benefit plan
8Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Loss of life from...Level Benefit Plan
Death Benefit Amount
Non-accidental death within first two years of coverage 100% of benefit amount
Non-accidental death after being covered for two or more
years100% of benefit amount
Accidental death while covered 100% of benefit amount
• Pays the face
amount elected for
the loss of life.
*Rates are for illustrative purposes only and are subject to change. Rates may vary by state. Benefits and plans may vary by
state.
Sample Monthly Rates* for $5,000 of ‘Level’ Benefits
Ages Female Non-Tobacco Male Non-Tobacco
50 $11.23 $15.60
65 $23.10 $30.51
75 $40.51 $51.94
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Agent/Broker Use Only
Modified benefit plan
9Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Loss of life from...Modified Benefit Plan
Death Benefit Amount
Non-accidental death within first two years of coverage 110% of premium paid
Non-accidental death after being covered for two or more
years100% of benefit amount
Accidental death while covered 100% of benefit amount
• The Modified Benefit
planS are for those
who do not qualify for
coverage under the
Level Benefit Plan.
Sample Monthly Rates* for $5,000 of ‘Modified’ Benefits
Ages Female Non-Tobacco Male Non-Tobacco
50 $17.12 $24.46
65 $36.26 $49.54
75 $58.12 $77.17
*Rates are for illustrative purposes only and are subject to change. Rates may vary by state. Benefits and plans may vary by state.
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Agent/Broker Use Only
How to calculate the spousal discount*
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*Example is for illustrative purposes only.
• 5% premium discount on spouse
rate if coverage is applied for by
both at the same time and both
policies are issued.
• The spousal discount only
applies to the younger of the two
applicants.
Spousal Discount Calculation*
For the discounted spouse rate, find the standard rate and
multiply by .95.
$ 40.61**
X .95
$ 38.58
When you use Express App, it will automatically calculate the discount!
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
**Rates based on state of TX, youngest applicant being 60 year old.
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Agent/Broker Use Only
11Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Other items to note
• A percentage of the Lump sum death benefit amount, not to exceed 50% of
the selected benefit amount, can be accelerated
• 12-month definition of terminal illness
• Automatically included at no additional charge (Level Benefit Plan only)
• Optional rider for additional premium
• Death benefit amounts ranging from $10,000 - $50,000
• Issue ages from 50-85; rider terminates upon attainment of age 100
Terminal illness
accelerated benefit
rider3
Accidental death benefit to
age 100 rider
• Non-forfeiture options
• Policy loan provisions available
Customize Policy with optional Riders1,2
Additional coverage and benefits
1Riders availability vary by state.2Require an additional premium.3Terminal Illness Accelerated Benefit Rider is not available or included with Modified Benefit Plan coverage.
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Agent/Broker Use Only
Simplified issue application questions
• Part 1: 7 questions. "Yes" answer to any question = no
coverage issued
• Part 2: 4 questions. "Yes" answer to any question = Modified
Benefit Plan
• "No" answer to all questions = Level Benefit Plan
Simplified issue underwriting
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Additional requirements
• MIB lookup
• Rx check lookup
• Declinable Drug List (DDL); applicant drugs obtained
from Rx check lookup
• Telephone Interview Phone Verification (PV) conducted
The underwriting questions is shown here are for illustrative use only. In some states underwriting questions
may be state specific.
1. Source: 2018 Life Insurance Statistics and Facts. https://www.bestliferates.org/blog/2017-life-insurance-statistics-and-facts/.
Almost 75% people think the greatest benefit an insurance company can offer
are simplified issue policies.1
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Page 13
Agent/Broker Use Only
13Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Phone Verification (PV)Submitting the application
NEW 80%
LARGER Completing the Phone Verification (PV) at the point of sale:
Application is processed faster
You get paid faster
A PV is a phone interview that
applicants must complete in order
for CSB to process applications.
The PV acts as an electronic
signature and also verifies medical
questions with the applicant.
During the PV, the applicant
will receive a PV case
number that should be
included on the app before
submitting.
What is a PV? What is a Case number? Where do I call?
PV Line: 866.825.4822
Live PV Associates are available
for you and your customer
Monday – Friday from 7 a.m. to
7 p.m. central time.
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Agent/Broker Use Only
When does my customer need a Phone Verification (PV)?
14
PV Line: 866.825.4822
Live PV Associates are available Monday – Friday from 7 a.m. to 7 p.m. Central time.
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
ProductExpress App
(no wet signature)
Phone/Fax(No wet signature)
Paper/Fax(with wet signature)
Individual Whole Life PV PV PV
Individual Whole Life
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Agent/Broker Use Only
Phone sales: saving time and money
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Benefits of doing business with CSB
Benefits of phone sales:
• Improved efficiency!
• Easy to write business in your Resident and Non-Resident licensed states
• Increase book of business
• Cover ground more quickly
• All Cigna Supplement Benefits products are eligible for Phone Sales!
• Submit the application via
EXPRESS APP or fax.
• If the sales requires a Phone
Verification, conference in your
customer and call the PV line
at the point of sale. If no PV is
required, skip this step.
• You can fill out the application
in EXPRESS APP while talking
to your customer.
+ +Conduct a
Phone
Verification
(PV).
Submit the
application.
Call your
customer.
Complete the entire application, over the phone!
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Page 16
Agent/Broker Use Only
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Welcome to AgentViewAccess to Express App
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Page 17
Agent/Broker Use Only
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Submitting your business
Express App
Paperless Quotes, Applications, and
Submissions
• 100% online quoting and application
• Automates business processing for fast
issue
• Get paid commissions lightning fast with
ExpressApp
• No wet signature needed
Click here
to quote
Access to Express App is through
www.AgentViewCigna.com – first time users will need to
register for both AgentView and Express App.
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
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Agent/Broker Use Only
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QuotingStart a quote
Enter the applicant’s information
into the fields
To continue click the Quick Quote
button
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Page 19
Agent/Broker Use Only
19Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Quote screen
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Agent/Broker Use Only
Individual Whole Life – NCIF FORM
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• In order for us to fulfill our
obligation under Federal Law,
to comply with an effective
anti-money laundering
program, Broker must obtain
Identifying information from
customer.
• This can be in the form of a
Drivers License/State ID,
Passport, etc.
FOR AGENT USE ONLY. NOT FOR DISTRIBUTION TO THE PUBLIC.
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Page 21
Agent/Broker Use Only
Individual Whole Life – ABTI FORM
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• This form explains what the ABTI
rider is, who qualifies, and when a
customer can receive the benefit.
• Customer does not have to pay
additional premium for the Rider, it
is included with the Level Benefit
Plan.
FOR AGENT USE ONLY. NOT FOR DISTRIBUTION TO THE PUBLIC.
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Page 22
Agent/Broker Use Only
Individual Whole Life – Replacement Form
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• The Replacement form states customer is
contemplating replacing their existing Individual Life
or Annuity contracts with this or any other company.
Read form aloud upon request.
FOR AGENT USE ONLY. NOT FOR DISTRIBUTION TO THE PUBLIC.
• IF there is a replacement, Broker will need to
certify that they provided the sales material
(either via email, or through express app ‘send
forms’, ‘Required Documents’ pop-up
window.)
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Page 23
Agent/Broker Use Only
23Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Completing the application EFT form
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Agent/Broker Use Only
Review & accept, accept & submit
24
• Application goes directly into the
workflow process
• Clean cases issued in 2-3 days
Supplemental Health Products:
• Customer may choose an effective
date
• Cannot backdate effective date
• For faster processing , complete
a PV at point of sale
• Click ‘Yes” and enter PV Case #
• Click ‘No’ to enter the best time
to for us to call your applicant for
PV
FOR AGENT USE ONLY. NOT FOR DISTRIBUTION TO THE PUBLIC.
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Page 25
Agent/Broker Use Only
Anti-Money Laundering (AML) training
25
Anti-Money Laundering for Insurance Producers course
• Agents must complete LIMRA’s Anti-Money Laundering for Insurance Producers
course prior to writing or submitting any Individual Whole Life business.
Already completed the LIMRA course?
• Just take the refresher course titled: Ramifications of Money Laundering – Anti-Money
Laundering for Insurance Review
Already completed an AML training with another company?
• You still must complete the LIMRA course to be able to write and submit Individual While
Life business.
Need more information?
• Visit AgentViewCigna.com, under Training>Basics, and select ‘AML Certification Training’
for more information.
Required, no-cost training for agents selling Individual Whole Life.
Did you know…
• Once you’ve completed the
course, LIMRA will
automatically send us a
notification. You will not
receive a certificate of
completion.
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Page 26
Agent/Broker Use Only
• Qualify with $3,000 in issued annualized
premium per month of final expense
Earn over $5,000 a year when you qualify
every month
• Earn 300% of IAP* for the sale of a Final
Expense policy toward the Agent Incentive Trip
• Program rules and more details:
• http://agentviewcigna.com/GASBAgent/Cache/
SalesPromotions/912216.html
Individual Whole Life bonus programYou can earn $450 every month for selling Final Expense
26Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
*Issued Annualized Premium
Page 27
27
*See program flyer on Agent View for details
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Your other life awaits in Monaco, June 7–11, 2020.
Qualification period* – March 1, 2019 through February 29, 2020
Qualifications*:
• NMOs with a minimum of $7,500,000 in production credits receives one qualifier and guest. NMOs with a
minimum of $15,000,000 in production credits will be able to bring two qualifiers and a guest for each.
• Recruiting Agencies with a minimum of $2,000,000 in production credits will be able to bring two qualifiers and a
guest for each.
• Agents with a minimum of $250,000 in production credits will be able to bring one guest.
• Earn 500% of IAP* for supplemental health
2020 Convention
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Agent/Broker Use Only
Contact list
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Contact Phone Fax Email
Agent resource line 877.454.0923 NA NA
Phone Verification (PV) hotline 866.825.4822 NA [email protected]
All claims 866.459.1755 512.531.1480 NA
New business 877.454.0923 888.695.2591 [email protected]
Underwriting 877.454.0923 NA [email protected]
Commissions 877.454.0923 512.531.1469 [email protected]
Licensing and website registration 877.454.0923 888.832.4154 [email protected]
Website login assistance 877.454.0923 NA [email protected]
Product availability 877.454.0923 NA [email protected]
Customer services 877.454.0923 888.670.0146 [email protected]
FaxApp submission NA 877.704.8186 NA
Premium accounting NA 888.670.0146 NA
Supplies NA NA Refer to AgentView for ordering.
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Addresses
New Business/Imaging
PO Box 559015
Austin, TX 78755-9015
Overnight and Express Mail
Cigna Supplemental
Benefits
11200 Lakeline Blvd., Suite
100
Austin, TX 78717
Customer Services
PO Box 26580
Austin, TX 78755-0580
Cigna Supplemental Benefits (CSB)
Page 29
Agent/Broker Use Only
Let’s recap
29
Questions
• When you pass do you know
what will happen with your
household income?
• What plans have you made
to cover the cost of final
expenses when you/one of
you pass?
• Use life insurance behavior
statistics to paint a picture for
your customer, this will help
sell the need.
• A good starting point is to use
the planning worksheet to help
highlight any potential areas
financial difficulties in the
event of someone’s passing.
• The beneficiary can use the
lump sum benefit as they
choose.
• If you are not contracted
with us yet, here’s how
you can:
• Simply contact your
upline
• Level or Modified Benefit
coverage
• Terminal Illness Accelerated
Benefit Rider (Level Benefit
Plan only)
• No height/weight chart
• Point of sale approval decision
Getting Started Positioning
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna
Individual Whole Life (Final Expense)
Have I motivated you to sell Final Expense?
Try bringing up Final Expense in your next conversation with your customers!
Features
Page 30
Agent/Broker Use Only
Agent/Broker Use Only
All Cigna products and services are provided exclusively by or through operating subsidiaries of Cigna Corporation, including Loyal American Life Insurance Company. The
Cigna name, logo, and other Cigna marks are owned by Cigna Intellectual Property, Inc.
887288v3 12/18 © 2019 Cigna. Some content provided under license.
Confidential, unpublished property of Cigna. Do not duplicate or distribute. Use and distribution limited solely to authorized personnel. © 2019 Cigna