Start Here: Your Story in a Sentence

• What's the single event or concern that brought you to explore protection today?
• Which age range best describes you? Options: 30-35, 36-40, 41-45, 46-50, 51-55, 56+
• Who lives in your household and depends on your income? (select all that apply) Options: Spouse/Partner, Children under 18, Children 18–25 (student), Aging parent/elder care dependent, Other dependents, No dependents
• Which best describes your employment situation right now? Options: Salaried employee, Hourly/wage employee, Self-employed/freelancer, Business owner/partner, Between jobs, Retired
• What is your household's approximate gross annual income? Options: Under $75,000, $75,000–$150,000, $150,000–$300,000, $300,000–$500,000, Over $500,000

If Tomorrow Changed Everything...

• If something happened to you tomorrow, what would your family realistically have to give up?
• Which of these financial obligations would be most immediately at risk? (select up to 3) Options: Mortgage/rent, Monthly living expenses, Childcare/education costs, Debt payments (student/car/credit), Business obligations/loans, Retirement savings, Other
• Roughly how much would you estimate is needed to protect those obligations for the next 5 years? Options: Less than $50,000, $50,000–$150,000, $150,000–$500,000, More than $500,000, Unsure
• Do you currently have employer-provided life or disability coverage? Options: Employer life insurance, Short-term disability (employer), Long-term disability (employer), No employer coverage, Not sure
• How long would your emergency savings cover your current household expenses? Options: Less than 1 month, 1–3 months, 3–6 months, 6–12 months, 12+ months

What Really Keeps You Awake

• Which 'what if' scenario actually makes your heart race—losing income, a long illness, a caregiving crisis, or something else? Options: Premature death, Long-term disability (can't work), Chronic illness/need for long-term care, Major medical bills, Business disruption, Other
• Have you or someone close experienced a claim or benefit denial that changed how you think about insurance? Options: Yes — claimant received benefits as expected, Yes — claim was delayed or denied, No personal experience, Not sure
• How much does fear of being denied coverage or rated up because of health-related issues factor into your hesitation? Options: A lot, Somewhat, A little, Not at all
• When advisors present options, how worried are you that recommendations are driven by commission rather than your best interest? Options: Very worried, Somewhat worried, A little, Not worried
• When you think about these risks, what emotions come up—stress, relief at having a plan, confusion, or something else?

Where Policy Details Hide Surprises

• How often have you bought coverage that later didn't do what you expected? Options: Never, Once, A few times, Several times, Can't recall
• Which product differences feel most confusing or risky to you? Options: Term vs permanent life, Individual vs group disability, Traditional vs hybrid long-term care, Fixed vs indexed annuities, Riders and exclusions, Premium schedules
• Which of these policies do you currently carry? (select all that apply) Options: Term life, Whole/Universal life, Individual disability, Group disability through employer, Long-term care, Annuity, None
• Have you ever been surprised by an exclusion, waiting period, or rider limitation after purchasing a policy? Options: Yes — major surprise, Yes — minor surprise, No, I don't remember
• Would you like us to review one of your existing policy documents with you to highlight common pitfalls? Options: Yes — review an existing policy, Yes — compare multiple policies, Maybe later, No thanks

If You Could Fast-Forward a Year

• Imagine it's 12 months from now and your family feels secure—what changed to make that happen?
• What percent of your current income would need to be replaced for you to feel secure if you couldn't work? Options: 25%, 50%, 67%, 100%, More than 100%
• Do you have goals tied to insurance beyond income replacement—education funding, business continuity, or legacy planning? Options: Education funding, Estate/legacy planning, Business continuation/key person, Charitable gifting, No additional goals
• What monthly premium range feels realistic for providing the level of protection you just described? Options: Under $100, $100–$250, $251–$500, $501–$1,000, Over $1,000
• When weighing trade-offs, which matters most to you: lowest upfront cost, guaranteed protection, or flexibility to change later? Options: Lowest upfront cost, Guarantees/certainty, Flexibility to adapt, Balanced approach

Who Needs to Be in the Room?

• Who could realistically stop this plan from moving forward—your spouse, a business partner, or someone else?
• Who must be involved in or sign off on insurance decisions for your household or business? (select all that apply) Options: Me only, Spouse/partner, Co-owner/business partner, Financial planner/advisor, Attorney/CPA, Trustee/executor
• How quickly do your decision-makers usually act—immediately, with a week to research, or only under urgency? Options: Immediately, Within a week, 2–4 weeks, Several months, Only under urgency
• Do you anticipate obstacles to completing required underwriting steps (medical exams, records, scheduling)? Options: No obstacles, Scheduling/time constraints, Health or mobility issues, Privacy concerns, Other
• Are there specific timing constraints we should plan around (mortgage closing, job change, upcoming surgery, open enrollment)? Options: Mortgage/loan closing, Job change/open enrollment, Scheduled surgery/medical procedure, Childbirth/adoption, None, Other

Small Steps That Unlock Big Protection

• What would make choosing and buying protection feel like an obvious next step rather than a leap?
• Which deliverables would make deciding easier—side-by-side cost scenarios, carrier rationale, replacement outcome illustrations, or real client examples? Options: Side-by-side cost scenarios, Carrier financial strength and rationale, Replacement outcome illustrations, Case studies of similar clients, Underwriting and application plan
• How do you prefer to receive and review proposals and explanations? Options: Interactive online meeting, PDF proposal by email, Phone walkthrough, In-person meeting, Short explainer video
• Are you comfortable sharing paystubs, tax returns, or benefits statements so we can run precise illustrations? Options: Yes — happy to share, Yes — prefer secure upload, Maybe — need more info on security, No
• What's a realistic timeline for you to review proposals and make a decision? Options: Within 48 hours, Within 1 week, 2–4 weeks, 1–3 months, Undecided
• Would you like us to schedule the next step now (needs analysis, carrier run, or application prep)? Options: Yes — start needs analysis, Yes — run carriers for quotes, Yes — prepare application package, Not yet, need more conversation

• Data & Current-State Confirmation
• Solution Experience — Coverage Scenarios Workshop
• Scenario Sensitivity & Cost-Tradeoff Review
• Solution Validation & Readiness to Recommend

• Quantify immediate consequences of protection gaps in concrete financial terms.
• Agree the one-sentence future-state outcome that scenarios must demonstrate.
• Welcome & Meeting Objectives
• Demonstrate, with client data, how each scenario achieves (or fails) the defined future-state outcome.
• Force validation for each scenario so there are no surprises later.
• Agree on 1–3 preferred scenarios to take forward to sensitivity and scope analysis.
• Advisor: Produce the scenario output files (PDF/worksheets) with assumptions and a one-line proof statement for each scenario.
• Client: Flag any assumptions that feel incorrect and provide priorities for trade-offs (cost vs coverage vs underwriting risk).
• Both: Select which scenarios advance to sensitivity analysis and scope drafting.
• Recap Chosen Scenarios & Key Assumptions
• Ensure the client understands how resilient each scenario is to reasonable variations in assumptions.
• Identify affordability limits and any underwriting risks that require alternate approaches.
• Produce a prioritized list of solution adjustments to be incorporated into the formal recommendation.
• Advisor: Run final sensitivity models with agreed adjustments and prepare a short comparative memo showing worst/likely/best case outcomes.
• Client: Confirm acceptable premium cadence, riders, and which underwriting risks are deal-breakers.
• Advisor: If underwriting risk is high, prepare alternate product structures (e.g., hybrid LTC, graded death benefit) for decision meeting.
• One-sentence Future-State Confirmation
• Obtain explicit client validation that the chosen solution proves the defined future-state.
• Document remaining risks and confirm required items to move into formal recommendation and application work.
• Create a clear, time-bound handoff to the Solution Scope stage with assigned responsibilities.
• Advisor: Draft the Solution Scope packet (recommended policy types, amounts, carriers rationale, premium schedule) for formal review.
• Client: Provide signed consent to proceed and any remaining documents (medical authorization, beneficiary decisions) so applications can be prepared.
• Both: Schedule the Solution Scope review meeting and confirm underwriting timeline expectations.
• Produce a crystal-clear, one-sentence current-state that both parties agree is accurate.
• Client: Upload pay stubs, benefit summaries, mortgage statement, current policies, and recent tax return.
• Advisor: Build baseline financial model and draft the one-sentence current-state and future-state statements for validation in the workshop.
• Both: Schedule the Solution Experience workshop and confirm attendees.
• Recap Current State & Consequence (one sentence each)
• One-sentence Current State
• Proof: Show how the selected scenario delivers the future-state
• Sensitivity Runs — Income & Inflation Variations
• Scenario A — Life Insurance (replacement outcome)
• Validate Scenario A
• Tiebacks: Problem → Feature → Outcome
• Confirm Financial Inputs & Documents
• Premium Schedule & Cashflow Impact
• Scenario B — Disability Income Protection
• Underwriting & Timing Risks
• Surface Consequences
• Outstanding Risks, Timing & Documents
• Define Target Future State (one sentence)
• Agreement on Next Steps & Responsibilities
• Confirm Adjustments & Prioritization
• Validate Scenario B
• Scenario C — LTC and Income Longevity (annuity options)
• Next Steps & Pre-work for Workshop
• Comparative Summary & Trade-offs
• Forced Validation & Agreement on Which Scenarios to Refine

• Underwrite and Place Term Life Policy
• Underwrite and Place Permanent Life Policy
• Prepare and Submit Individual Disability Application
• Place Group Supplemental Disability Coverage
• Underwrite and Place Traditional Long-Term Care Policy
• Underwrite and Place Hybrid LTC-Life Policy
• Place Fixed Annuity Contract
• Place Indexed Fixed Annuity Contract
• File and Advocate on Life Insurance Claim
• File and Advocate on Disability Insurance Claim
• Manage Policy Replacements and 1035 Exchanges
• Add or Modify Policy Riders
• Process Beneficiary and Ownership Changes
• Implement Premium Financing Arrangement
• Coordinate Carrier Underwriting Exceptions

Underwrite and Place Term Life Policy

• Which term lengths should we consider for placement? Options: 10-year, 15-year, 20-year, 25-year, 30-year, Custom
• Target face amount or range required (enter numeric or range)
• Preferred underwriting pathway for this case? Options: Full medical underwriting (APS/paramed), Simplified issue (questionnaire), Guaranteed issue, Paramed exam only
• Which riders or supplemental features should be quoted or included? Options: Accelerated death/CHIP, Waiver of premium, Conversion privilege, Child term rider, Disability waiver of premium, None
• Please provide key applicant qualifiers that affect scope (age, tobacco status, occupation, avocations).

Underwrite and Place Permanent Life Policy

• Which permanent product families are acceptable for consideration? Options: Whole Life, Universal Life (UL), Indexed UL (IUL), Variable Life, Guaranteed Universal Life (GUL), Open to advisor recommendation
• What is the target death benefit and intended premium funding strategy?
• Primary policy goals—check all that apply to scope the illustrations and carriers. Options: Cash accumulation/retirement supplement, Lifetime income/retirement, Estate/legacy transfer, Premium minimization, Policy loan flexibility
• Preferred underwriting route (traditional vs accelerated underwriting programs)? Options: Traditional full underwriting (APS/exams), Accelerated or e-application programs, Simplified issue, Medical Records only
• Which riders or policy options must be available (e.g., LTC rider, chronic illness, paid-up additions)? Options: Chronic/critical illness accelerated rider, Long-term care rider, Paid-up additions, No-lapse guarantees, Other (describe)

Prepare and Submit Individual Disability Application

• Which form(s) of disability coverage should be prepared? Options: Own-occupation long-term, Any-occupation long-term, Residual/partial disability, Short-term disability, Business overhead expense
• Desired monthly benefit amount and elimination (waiting) period?
• Will this coordinate with employer/group benefits (we will need plan documents)? Options: Yes — employer/group details will be provided, No — standalone individual policy
• Which underwriting documents should we expect to gather for submission? Options: Attending physician statement (APS), Financial documentation (tax returns/psas), Functional capacity/IMEs, Non-med exam (telephone/paramed), None/applicant qualifies for simplified issue
• Are there occupation, travel, or hobby exposure notes to include (describe if yes)? Options: Yes — will provide details, No

Place Group Supplemental Disability Coverage

• How many eligible employees and what anticipated participation rate should we plan for?
• Which benefit structure is required for the group supplement? Options: Flat benefit amount, Percentage of salary (e.g., 60%), Tiered benefits by class, Custom schedule
• Desired elimination period(s) and maximum benefit duration? Options: 14 days, 30 days, 60 days, 90 days, 2 years, To age 65
• What employer contribution model will be used (affects enrollment and billing setup)? Options: Employer-paid, Employee-paid (voluntary), Shared/contributory
• Does the implementation require payroll/HRIS enrollment and premium remittance integration? Options: Yes — name system and contacts, No

Underwrite and Place Traditional Long-Term Care Policy

• Which LTC benefit structure should be quoted? Options: Indemnity (daily benefit), Reimbursement (actual costs), Cash benefit (flexible), Shared/partner benefits
• Target benefit amount and maximum benefit period (years or lifetime)?
• Preferred elimination period and inflation protection options? Options: 0 days, 30 days, 90 days, 180 days, No inflation, Simple indexing, Compound indexing
• Which underwriting evidence should we expect to collect for placement? Options: Full medical records (APS), Cognitive screening, Activities of daily living assessment, Paramed/telephone interview
• Are there any prior LTC denials, claims, or chronic condition disclosures that affect carrier selection? Options: Yes — will provide details, No

Underwrite and Place Hybrid LTC-Life Policy

• Is the priority death benefit protection, LTC-first access, or a balanced hybrid? Options: Primary death benefit, Primary LTC access, Balanced (both)
• Preferred funding method for the hybrid product? Options: Single premium, Limited pay (e.g., 10-pay), 10/20-pay, Flexible ongoing premiums, Premium financed
• Do you require specific LTC triggers, inflation riders, or return-of-premium features to be available? Options: Inflation rider required, Return of premium required, Specific LTC trigger definition required, No specific rider required
• Surrender expectations and portability needs (describe any exchange or cash-surrender constraints).
• Are there existing life policies to consolidate or use in a 1035 into this hybrid? Options: Yes — provide details, No

Place Fixed Annuity Contract

• Primary objective for the fixed annuity? Options: Guaranteed income stream, Principal protection, Short-term safe accumulation, Legacy/estate planning, Liquidity with surrender schedule
• Preferred guarantee term or surrender period? Options: 1 year, 3 years, 5 years, 7 years, 10 years, Custom
• Planned premium amount and funding source (new funds vs 1035 exchange)? Options: New funds, 1035 exchange, Partial 1035 + new funds, IRA/qualified funds
• Do you require immediate income (SPIA) or deferred accumulation with an optional income rider? Options: Immediate payout (SPIA), Deferred with income rider, Deferred without rider
• Beneficiary, joint-annuitant, and payout successor instructions for the contract.

Place Indexed Fixed Annuity Contract

• Which index crediting strategies are acceptable? Options: Annual point-to-point (cap/participation), Monthly sum/volatility control, Multi-year point-to-point, Strategy mix — advisor to choose
• Risk/return preference impacting caps vs participation rates? Options: Prefer higher cap/low participation, Prefer higher participation/lower cap, Prefer guaranteed floor priority
• Preferred surrender period and allowable withdrawals/penalties? Options: 3 years, 5 years, 7 years, 10 years, Custom
• Will this be funded via 1035 exchange, new funds, or a mix? Options: 1035 exchange, New funds, Partial 1035 + new funds
• Are enhanced liquidity features or income/bonus riders required? Options: Enhanced liquidity (penalty-free withdrawals), Income bonus rider, No special riders required

File and Advocate on Life Insurance Claim

• Is the claim type a standard death benefit, accelerated/terminal illness claim, or other? Options: Death benefit, Accelerated/terminal illness claim, Living benefit/CHIP, Other
• Provide policy identifiers and date of claim trigger (date of death or diagnosis).
• Are there potential contestability, policy lapse, or suicide clause timing concerns? Options: Yes — details available, No, Unknown — need review
• Does beneficiary require probate, trust coordination, or tax/estate counsel involvement? Options: Probate required, Trust involved, Need estate counsel, No additional processes
• Do you want us to handle carrier communications, forms assembly, and follow-up advocacy? Options: Yes — full advocacy, Yes — forms only, No — client will manage

File and Advocate on Disability Insurance Claim

• Which claim type should we file or support (short-term, long-term, residual/partial)? Options: Short-term disability, Long-term disability, Residual/partial disability, Other
• Provide date disability began and current benefit payment status.
• Is employer/group LTD coordination required and are employer plan documents available? Options: Yes — employer plan documents will be provided, No — individual only
• What medical evidence is available to support the claim (treating physician statement, test results, IME)? Options: Treating physician statement, Diagnostic test results, Independent medical exam (IME), No documentation yet
• Is appeals advocacy or vocational rehabilitation support anticipated? Options: Yes — appeals expected, Yes — vocational support needed, No

Manage Policy Replacements and 1035 Exchanges

• Is the requested action a full replacement, partial 1035 exchange, consolidation, or policy conversion? Options: Full replacement, Partial 1035 exchange, Consolidation of multiple policies, Policy conversion/internal
• Please provide existing policy details required for analysis (carrier, issue date, face amount, cash value, loans, surrender charges).
• Are replacement notices, suitability forms, and client disclosures required for the carrier(s)? Options: Yes — standard replacement process, No — internal transfer/1035 only, Unknown — please advise
• Are there surrender charges, market value adjustments, or reduced paid-up values to model? Options: Yes — will provide details, No, Unknown — need carrier statements
• Do you require illustrations, net cost comparisons, and break-even analysis for client decision? Options: Yes — full illustrations, Yes — summary comparison only, No

Add or Modify Policy Riders

• Which rider(s) are to be added, increased, reduced, or removed? Options: Accidental death benefit, Chronic/critical illness rider, Waiver of premium, Paid-up additions, Guaranteed insurability, Other (describe)
• Will adding/modifying the rider require underwriting or evidence of insurability? Options: Yes — medical/financial evidence required, No — automatic rider available, Unknown — need carrier confirmation
• Desired effective date for the rider change (policy issue, anniversary, immediate upon approval). Options: At policy issue, At next policy anniversary, Immediate upon approval, Custom date
• What premium or cash value impact is acceptable (describe expected tolerance)?
• Do you require new illustrations or recalculated benefits to show post-change values? Options: Yes — full illustrations, Yes — summary only, No

• Statement of Work (SOW)
• Policy Selection & Confirmation
• Fee & Compensation Disclosure
• Beneficiary & Ownership Election
• Application Authorization & Declarations
• Medical Authorization & HIPAA Release
• Premium Payment Authorization
• Replacement & Existing Coverage Acknowledgement
• Underwriting Contingency & Timeline Agreement
• Service Agreement & Ongoing Review Plan
• Policy Delivery & Acceptance

• Coverage Confirmation & Policy Handoff
• Annual Review Scheduling & Life-Event Planning
• Claims Readiness & Assistance Walkthrough
• Policy Changes & Adjustment Planning
• Shared Communication & Digital Workspace Setup

• Collect signed authorizations and submit any applications or change forms to carriers.
• Client knows how to securely deliver sensitive documents when needed.
• Upload a personalized claims checklist and sample forms to the client's shared folder.
• Save designated claims advocate and carrier contact numbers in the client's profile and confirm preferred contact method.
• Confirm secure document upload capability and test a sample upload with the client.
• Document the escalation process and estimated timelines for each carrier in the workspace.
• Review Common Change Scenarios
• Client understands options, costs, and underwriting implications for any requested changes.
• Clear decision(s) and signed authorizations are obtained for immediate changes.
• A tracking plan with milestones and owner responsibilities is established.
• Prepare and deliver illustrations/quotes for each requested change.
• Welcome & Meeting Objectives
• Set up milestone tracking for underwriting and issuance, including notification triggers.
• If medical underwriting required, schedule required exams or coordinate records release.
• Purpose & Scope of the Shared Channel
• Shared workspace is provisioned and the client can access all critical documents.
• Permissions and notification preferences are configured to match the client's privacy needs.
• Client can use the channel to request changes, start claims, and schedule reviews without friction.
• Invite the client and any authorized parties to the workspace and confirm successful login.
• Upload master policy summaries, claims checklist, and the annual review pre-work to the agreed folders.
• Set notification rules and document the escalation contacts in the workspace.
• Provide a short 'how-to' guide for using the channel and archive it in the workspace.
• All recommended policies are verified as in force with correct ownership and beneficiaries recorded.
• Client has received and understands single-page summaries for each policy.
• Clear assignment of who to contact for policy questions and delivery confirmation.
• Send signed carrier confirmation pages and one-page summaries to the client and upload to the shared workspace.
• Record policy numbers, issue dates, and beneficiary confirmations in CRM and client file.
• If corrections needed, submit beneficiary/ownership change forms and track completion.
• Schedule the Annual Review meeting and add it to the client's calendar.
• Purpose & Pre-Work Review
• A recurring annual review is scheduled and on all relevant calendars.
• Client and advisor have a shared list of life events that trigger an ad-hoc review.
• Pre-work checklist and data responsibilities for the next review are clearly assigned.
• Send and track completion of the Annual Review pre-meeting questionnaire.
• Create a recurring calendar invite for the annual review with required attendees.
• Prepare an updated needs analysis and any new illustrations prior to the scheduled review.
• Update the client's event-trigger list in the shared workspace for future reference.
• Claims Overview: What to Expect
• Client can confidently initiate a claim and understands required documents and timelines.
• Claims support contact and escalation map are documented and accessible in the shared workspace.
• Access, Permissions & Security
• Client's Current Needs vs. Options
• Step-by-Step Claim Submission
• Life-Event Inventory
• Verify In-Force Status
• Assigned Claims Support & Escalation Path
• Review One-Page Policy Summaries
• File Structure & Naming Conventions
• Quick Needs Re-check
• Underwriting, Timing & Cost Implications
• Notifications, Escalations & Emergency Contacts
• Document Access & Secure Transfer
• Decision & Authorization Steps
• Agree Review Cadence & Scheduling
• Confirm Ownership & Beneficiary Designations
• Quick Training & Validation
• Define Ad-Hoc Trigger Criteria
• Q&A and Validation Exercise
• Document Delivery & Secure Storage
• Follow-up Process & Tracking