foresters delphi training course.md
The document is an internal CGH training manual for agents and case managers on Foresters Financial. It outlines Foresters' unique positioning—most flexible carrier for diabetic clients via the Strong Foundation Rating Calculator, highest living‑benefits percentage (~95%), and a weight‑table that serves as a guideline rather than a hard cutoff. Two primary product lines are covered: Strong Foundation Term and Smart UL (a universal life product that is not a true indexed universal life). The manual details when to recommend Foresters, when another carrier may be preferable, and enumerates carrier strengths and limitations. A step‑by‑step case‑manager workflow (Tanya’s evaluation steps) guides agents through assessing why the case is at Foresters, running the rating calculator, confirming product type, weight‑table context, tobacco classification, and commission split defaults. A comprehensive FAQ provides expert answers to common agent questions about diabetes, weight, tobacco, AFib, living benefits, quoting tools, commission splits, state appointment rules, and more. The guide lists the top five mistakes agents make (skipping the calculator, misrepresenting Smart UL, assuming auto‑decline on weight, incorrect commission splits, and ignoring the AFib two‑year rule) and how to prevent them. Coaching style instructions emphasize direct, practical, and compliance‑focused communication mirroring Tanya. Decision‑training scenarios illustrate correct reasoning for diabetic, Smart UL, tobacco, AFib, and weight cases. Knowledge‑check questions reinforce key points. Escalation training defines triggers (missing calculator result, unclear AFib duration, unverified tobacco type, unknown Smart UL guarantees, complex overlapping conditions, state‑specific queries) and provides escalation language. The final takeaways recap the five core principles and common mistakes. The document is dated 2026‑07‑02 and is intended for internal CGH use only.
Topics
Foresters' Core Differentiators for Agents
Highlights why Foresters stands out: flexible diabetic underwriting via the Strong Foundation Rating Calculator, ~95% living benefits, and a weight‑table used as a guideline rather than a hard cutoff.