Guides the plan to apply for — the carrier's pre-approval makes the final call. Never promise an approval.
1 · Opener
SAY: "Who do I have the pleasure of speaking with?" · "Existing coverage, or first policy?" · "Main purpose — funeral costs or leaving money behind?"
🔒 Form is locked until you capture phone + first + last name and tap the button — that files the contact in GHL and lights up the rest.
⚠ REPLACING = FL churning rules: document the specific benefit in your note. Gerber takes no FL replacements.
⚠ Owner ≠ insured: the INSURED must still know, consent, and complete any carrier phone interview — never write coverage the insured hasn't agreed to. Name & health answers below are the INSURED's, not the caller's.
⚠ POA/guardianship on the insured: Gerber will NOT issue. Other carriers vary — check before quoting, and document who signs.
2 · Verify — state, DOB, build
SAY: "Verify your state and zip?" · "Are you a resident of that state?" · "Were you born in that state — and in the U.S.?" · "Date of birth?" · "Height and weight on a good day?"
⚠ Not a resident: apps are written where the client resides — confirm which state governs before quoting.
⚠ Foreign-born: ask citizenship / permanent-resident status — Gerber requires citizen or permanent legal resident.
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3 · Fast path — type the case, tap Scan (Mike's feature)
Scans your words and taps the buttons below for you — review what it selected, then adjust. Raw input only: don't paste the finished GHL note back in here.
4 · Medications — type 3+ letters, tap the match
SAY: "What medications are you taking?" · "Any prescribed in the last 5 years you stopped?" · "Ever prescribed Nitroglycerine, Nitrostat, Donepezil, Namenda, or Suboxone?" (type each — they change the match)
5 · Health questions — tap what they confirm
6 · Goal & bene — before the hold
SAY: "Cremation or traditional burial?" · "Cremation runs $3–6K, burial $8–20K — about what you had in mind?" · "Who will be your beneficiary?" · "Bank account or card? Bank often gets discounts."
⚠ Direct Express = SS prepaid debit, not a bank account. Aetna takes checking/savings ONLY — verify each carrier before quoting.
7 · Close — app details (only if closing) ▸ tap to open
✓ Carrier & type pre-filled from your match — change if the app went elsewhere
Client app details — captured now = resubmit-ready forever
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Last-4 only, never full numbers or CVV — carrier keeps the credentials, we keep the receipt. Everything here is optional: the call stops where it stops, Save keeps whatever you got.
8 · Note, outcome & save
✓ Auto-built from your selections — spelling is always correct.
Call outcome — tap one before saving
Phone rides from the top of section 1 — that number is how the save finds the right contact.
⚠ UNSAVED — outcome tapped but not saved to GHL yet
Save to GHL files this note onto the contact automatically — phone number is how it finds the right card (same match as the deal sync). Copy note is your backup.
What each plan means — and what to tell the client
🟢 Immediate / Level
Best. Full coverage from day one.
Tell the client: “You’re covered in full right away.”
🟡 Graded
Benefit builds over ~3 years (30% → 70% → 100%). Accidents pay full immediately.
Tell the client: “Natural death in the first couple years pays a portion; full benefit after — accidents covered in full from day one.”
🟠 ROP (Return of Premium) / Modified
Like a landlord holding a bigger deposit. First 2 yrs, natural death returns premiums + ~10% — NOT the full benefit. Full after 2 yrs.
Tell the client: “For two years, if something happens naturally, your family gets your payments back plus interest. After two years, the full benefit is theirs — accidents covered from day one.”
🔴 No Coverage → 🔵 Guaranteed Issue
Can’t qualify for that carrier — route to GI (accepts everyone, no health questions). Two doors: Corebridge GI or Gerber GI (ages 50–80 · $5K–$25K · gated, code 122385). Gerber fine print: NY max age 75 · SD max $15K · not sold in MT · won’t issue if a POA/guardianship exists on the client · no replacements in FL — new coverage only. Same 2-yr waiting period both doors (Gerber pays 110% of premiums if natural death inside 2 yrs; accidents full from day one).
Tell the client: “I have a plan that accepts you regardless of health — two-year waiting period, then full benefit; accidents from day one.”
The flow
1
Age + state. 40–49 → Aetna only. 50+ → both carriers in play. Michigan → skip AMAM.
2
Try AMAM. Any plan? Apply. No Coverage? → step 3.
3
Try Aetna (60+). Any plan? Apply. No Coverage? → step 4.
4
GI — guaranteed accept. Corebridge GI, or Gerber GI (50–80, $5K–$25K, code 122385 · FL: no replacements).
★ Money seams
★ CHF: AMAM declines it — Aetna Grades it. Go Aetna, not GI.
▲ Recency: heart attack / stroke / cancer improve with age of event — within 2 yrs = ROP, 2–3 yrs = Graded, 3+ yrs = Immediate. Always ask “how long ago?”