INSURANCE AFTER DARK: EPISODE 5 TRANSCRIPT. Accident and Injury Policies

EPISODE 5 TRANSCRIPT

START OF TRANSCRIPT:

Oh. Hello. And good evening. It’s a nice night, isn’t it? Kids are asleep. House is…acceptably semi-clean. Have a nice glass of cold cranberry juice in the mug. And once again it’s time to sit back, relax, and talk about insurance.

I’m Rudy Lurz. And this is Insurance After Dark: Episode 5. Tonight’s topic: accident and injury policies.

So (takes sip of drink). Tonight, I’m on the couch. And the reason I chose this location is because if you’re lucky, after you have an accident or injury, you’ll be spending a lot of time right here. I know that from experience.

During my time playing high school football, I had a severe high ankle sprain, a partially torn meniscus…(pause)…those left me on the couch for a long time. And also (shows messed up thumb) a broken thumb, and I spent a lot of time right here when I was recovering from those injuries.

In that time I was playing some Sega Genesis. Some N64. Some GoldenEye. Got really good at it. But, if any of those things happened today, and my job required me to be on my feet, or to use my hand, then I would have had a hard time getting work done, or even going to work at all.

So accident and injury policies vary, and go from very (pause) specific coverage, to much more broad areas of coverage. And they’re designed to help you pay the bills if you’re unable to work due to an accident or injury. So they range from the very simple, very gruesomely named policies like “Accidental Death and Dismemberment” which are limited to you dying of an accidental cause or losing a limb or being severely maimed due to an accident or injury.

The ones that I sell typically are much broader in scope and include things such as, an initial injury or accident payment if you’re admitted to the hospital as a result of an injury, and then daily hospital confinement payments for every day that you’re in the hospital, because if you’re in the hospital you’re not working, and much more, or many more options such as payments for surgery, diagnostic tests, home modification if you need to have a ramp installed or guard rail in the shower, or even things such as casts, prosthetics. Lot of different options. Concussion tests.

So the accident and injury policies also include those payments for accidental death and dismemberment, but they are much more suited for the everyday things that can cripple people as well as budgets. Those injuries that I talked about back when I was playing football. Those aren’t going to be crippling injuries. But they can really put a strain on a household budget. Because I don’t know about your major medical insurance policy, but mine has a fairly high deductible. And if I have X-rays, tests, MRIs…I’m paying for a lot of that. Or I would be. And God bless my parents, they paid a lot of that out of pocket.

But when you do that, your household budget is hit hard. And that’s where a good accident and injury policy will step in and provide some cushion for that injury.

So a good accident and injury policy will serve a dual purpose. It will be there for the catastrophic. As in you are out of work for six weeks because of a major accident and confined to the hospital for 28 days. During that time you’re not working and your hospital bill is going to be intense. So a good accident and injury policy that pays each day you’re in the hospital, pays for surgery, pays for initial admission, pays for additional admissions for ICU care…that’s going to be a major relief for you to have, at a very low cost. To have that peace of mind. That if you have some sort of accident, which, by the way, if you’re young, that’s one of the major causes of an event that keeps you out of work, a major accident or injury.

So it serves the purpose of a catastrophic policy and protecting you from a long-term recovery from an accident or injury. And it also serves as a daily budget-helper for all the injuries and events that lead you to the hospital. Which can occur in daily life. I was lucky in the fact that I just had a partially torn meniscus and a very small break in my thumb. I have teammates and friends who tore their MCLs, tore every ligament in their knee, broke their leg, a compound fracture…these kind of injuries take months of recovery time and put a severe strain on the budget. And they occur even in your adult life! How many folks do you know who in a game of pickup basketball blew out their knee? Or a game of softball or something…just a random injury that leaves them unable to work for an extended period of time? So the daily things that hit the budget right below your deductible level and you’re paying out of pocket…that’s where a good accident and injury policy will step in and ease that strain. All for a very affordable amount per month.

So these policies are meant to supplement your major medical and put cash directly in your pocket when these sort of disasters strike. And if the worst kind of disaster strikes with that accidental death, they really step in and provide your family some assistance in that tough time.

So in short, when you are stuck on the couch, watching The Office or playing N64 or Sega Genesis, and money’s not coming in, have something there to protect your blindside from these events, which do occur more often than you think. You might have had you in your own life. I am sure that you know friends and neighbors and family members who have had accidents that have left them recovering for a long time, and maybe that hurt the wallet. Instead of waiting months to apply for federal disability, that accident and injury policy at a very low cost can step in and protect you during those tough times.

As always, if you have any questions about any of these matters and would like to talk further, you can text or call me at 540-520-3069, or send me an email at Rudolph_Lurz@us.aflac.com . And don’t forget to like my Facebook Page, Rudolph Lurz: Insurance After Dark. Be good to each other, be safe out there, and I’ll talk to you all later.

END OF TRANSCRIPT

Episode 4: Small Business Solutions. TRANSCRIPT

START OF TRANSCRIPT

Oh. Hello. And good evening. It’s a nice night out, isn’t it. Kids are asleep. Or at least, in her crib. I’ll be honest, it’s been a tough day. It’s been a tough few days. My wife is on night shift. Just started this week…for the next few months. So that means when I get off work in the afternoon, all the way until when my daughter goes to sleep around 8, and then cleaning up afterwards, it’s all solo work. So I am pretty tired. But now it’s all good.

Got a nice cup of cold milk in the mug. And once again, it’s time to sit back, relax, and talk about insurance. I’m Rudy Lurz. And this is Insurance After Dark: Episode 4. Tonight’s topic: Small business solutions and group contracts.

So, if you’re a small business owner, your business is your baby. And you’re doing most of the work. And it’s hard. You’re doing all the cleaning, all the organizing; it keeps you up at night. And every problem goes directly to you. So the last thing that you have time to think about is insurance. The last thing you have time to pay for with margins as tight as you have (long pause) is insurance. And certainly the last thing that you want to even think about organizing or administering in your busy schedule, when you’re probably working at least 16-17 hours a day, you don’t have time to worry about setting up and administering insurance for your employees.

I get it. Good news, however. At least, with my company, I do a lot of that work for you. You have improved productivity from employees. They have peace of mind. You might even see some benefits to your bottom line as well. Let me tell you a few of the different options we have for you so you can offer AFLAC to your employees without having to worry about administering it, and most of the time, even paying for it.

So the most common form of a contract that we have is a payroll deduction. And most of the time that is strictly employee-paid. So the employees pick what policies they want, the premiums are deducted directly from their paychecks, and once that system is in place, you really don’t have to worry about it as a small business owner, now you can tell your employees, “We offer AFLAC. You can choose which policies fit you and your families, and you get it at a group rate.”

Which is really, pretty good. We also have some flexible options for an “Electronic Bank Draft” contract, where the employee will get the group rate, but instead of having that come out of the paycheck, the amount will come out of his bank account, or credit card, the employee will set that up on her own terms.

So that’s another option for you. And we’ll work with you as a small business owner to find the best fit for you. If your employees don’t get regular paychecks, the Electronic Bank Draft option might be the better option for you, and frankly for them, for that matter. And I as your agent (pointing at self) will take care of all of the organization and administration of that. They won’t be coming to you saying, “I need to file a claim. I need to change my options…”

Send them right to me. That’s my job. My job is to make your life easier and to help you, your business, and your employees by protecting them against the blindside hits that life throws at them.

So that’s one option that you have. You call me. We set up a group contract. You get group rates. And it’s either deducted from their paychecks or by electronic bank draft…and they pay for whatever they want. Whatever best fits their families.

But like I said before, as a small business owner, it’s also challenging to attract and retain talented employees. It’s tough out there. And one way that you can change that equation is by offering to pay a portion, even as small as thirty dollars per month per employee, and say, “Not only do we offer AFLAC, I will pay for $30 each month for whatever products you want.”

To your employee that’s going to sound huge, when reality it amounts to about a $0.17/hour raise. Now (laughing), try telling that to your employee. “You did a really great job this past year. So next year, you get seventeen more cents. (long pause). You’re welcome.”

Song from Moana just came in my head (laughing) because that’s all my daughter wants to listen to. They will likely not be very excited about seventeen cents per hour. But yet, $30 worth of insurance coverage every month, that’s paid for; they’ll get a lot more excited about that.

Because their margins in their own family budgets might be even tighter than yours are as a small business owner. They might want some of this insurance coverage, but things are tight. So not only will you be able to attract and retain good employees with that, for as little of a cost as $0.17 an hour, but if you’re paying for it, you can also get tax benefits, which could save you money in the long run on your bottom line.

So in my mind that’s a win-win-win. But I also understand, that might not be the best option for your business at this time, but it’s something to consider.

In any case. If you’re a small business owner, and don’t want to think about it but would like to say, “Here’s some AFLAC policies for you all to consider at a group rate; I just don’t want to do the work.”

Contact me. It’s very easy to set up. And you won’t be sacrificing your valuable time to think about it. And you’ll get all the benefits from it.

If you are an employee of a small business. And you don’t want to have that discussion, and you’re like, “Mannnn, I kind of liked Insurance After Dark, episodes 1 through 3; I kind of want some of these policies, but I don’t know how to have that discussion with my employer.”

Call me. Text me. Email me. And I will give you an email to send to your employer, outlining some of these different options.

So you can say, “Hey, on your own time, take a look at this. I want this. I think some of the other folks here want it to. It’s really easy for you; give this guy a call.”

You call me. I send that to your boss, or I send it to you and you forward it to your boss, and you say, “Hey, check this out.”

And you will likely, once your boss sees how easy it is, you’ll have the ability to get some of these policies.

So a lot of these options are out there. You’re not alone. And I fully understand you. So let me do the work. To help protect your employees, improve your production, and maybe even save some money on the bottom line. Small business owners. Talk to me. Small business employees. Talk to me. We’ll figure it out and I’ll do the work for you.

So as always, my name is Rudy Lurz and if you’re interested in any of these ideas. You can call or text me at (540)520-3069. Or email me at Rudolph_Lurz@us.aflac.com . (repeats email address with spelling).

And I hope you enjoyed this episode of Insurance After Dark. Next week’s topic will be Accident and Injury Coverage.

So, be good to each other. Stay classy out there, and I’ll see you next week.

END OF TRANSCRIPT

Note
Short-Term Disability and Hospital Policies are only available on Group Contracts.

The Ministry of Insurance: How a Burger Changed my Personal Sales Philosophy

I recently had lunch with my pastor on the outdoor patio of my favorite local bar. With my wife’s work schedule at the hospital, I’ve been on dad duty when I’m not at work myself. That includes Sundays. Since I’ve been unable to attend church in-person, it was nice to catch up and have a burger with Pastor Brent and see how things were going at Colonial Presbyterian.

I talked about my transition from teaching and coaching to insurance. He made a point that stuck with me. The lunch with Pastor Brent shifted my thinking about what I do for a living.

Brent noted that I had a lot more common with him than I did with other sales professionals. He encouraged me to look at my work as a ministry instead of a sales job. In the toughest times in life, doctors are there. Pastors are there.

And now I’m there as well.

Pastor Brent is absolutely correct. My livelihood might be dependent on commissions from my sales. My sales figures are how I’m judged as a licensed and appointed insurance agent. My numbers will determine the size of my home and the schools I’ll be able to send my daughter to. My numbers will determine how far and how fast I advance up the corporate ladder. Numbers are important. I am a salesman.

However, there is an important point of difference between my sales job and 90% of other sales jobs. The sale is the beginning of my true work, not the end of it. Once my prospects become my clients, I become their 2nd or 3rd phone call during the darkest periods of their lives.

What does that mean for how I approach my work? It changes my philosophy entirely. I educate folks on the need for insurance policies. I help them design packages that fit their needs instead of what’s best for my personal sales targets. When I check in on them, I’m not trying to make more money; I’m seeing if there’s anything I can do for them.

That makes me much more like a pastor than a commission-based sales professional.

The twist is that taking an approach that puts the clients first instead of the numbers made me both a better salesman and a better man. I feel good about what I do and my numbers aren’t hurt by doing things the right way; they’re actually better. In insurance, trust is the most essential part of sales, because of the very things I mentioned in this short article.

I’m doing better than many of my colleagues. They’re looking at it the wrong way. They see it as a numbers game. They robo-call 85-100 folks a day, get 1-2 appointments, make sales, and then repeat the cycle the next day with follow-up calls and practiced sales scripts. When you look at folks as numbers instead of people, your own numbers will not be good, either.

At the same time, that doesn’t mean I’m warm and fuzzy. I am going to try to sell you insurance. I won’t tell you it’s ok that you chose not to buy insurance and make you feel good about not buying it. It means that if I’m trying to sell you insurance, then you need insurance. It also means I’ll only sell you what I think you need, because I’m looking at your needs instead of mine.

My clients can vouch for me. I do things most salesmen don’t do. If my products and policies aren’t the best fit for you, and a rival company is the better choice, I point you to the other company and give you detailed directions on where to find them. Sometimes I contact those rivals for you, and put them in touch with you. Try that at a car dealership. See how many Toyota salesmen will tell you to buy a Jeep after you test drive a Camry. See how many will email that neighboring Jeep dealership, tell them the situation, and help them make the sale, without a single dollar of commission for that work.

It doesn’t happen because my job is different. More importantly, my approach is different. If I’m selling you something, it means I truly believe that’s it’s the best fit for you.

There’s also an unspoken urgency in how I sell my products. I’ve already told you about the how. How I approach my job is important, but the why is just as important as the how. I’ve seen what happens when disaster strikes and folks don’t have the insurance that they need. There are few things that make me more morose than seeing that a friend has created a Go Fund Me page after a death, severe injury, or critical illness. I cringe when I see the amount raised, which seems like a big number, but in no way will approach the amount necessary to help that family avoid financial distress.

Then I think about what I could have potentially done to help them. I know that if they had the insurance that I sell, then that Go Fund Me wouldn’t have been necessary.

Life isn’t lived in the past tense subjunctive. You can’t go back and see what would have been different in an alternative universe-a universe in which the family bought a policy for $12.00/month three years ago, and had everything they needed to devote their focus on the recovery of their loved ones, instead of the devastation of their savings accounts.

It is my job to make the future better by focusing on what my clients can do right now in the present tense. You don’t get a do-over after the fact; life isn’t a video game with a reset button.

In conclusion, I am a salesman, an educator, and a pastor. The latter two are more important than the former, but I have to do all three simultaneously.

I’m thankful for the lunch I had with Pastor Brent and grateful to do the work I do in these uncertain times. I believe that I’m right where I’m supposed to be, doing what I’m supposed to be doing.

If you’d like to chat about your own insurance needs, give me a call or text at 540-520-3069, or email me at lurzinsurance@gmail.com.

Dr. Rudolph Lurz has over a decade of experience as a teacher, football coach, and researcher. He holds a doctorate in Administration & Policy Studies from the University of Pittsburgh (Ed.D. 2017). He is also a published author (Realms of Glory, 2017). He sells supplemental health and life policies from AIG, AFLAC, Americo, Foresters, John Hancock, Mutual of Omaha and Prosperity Life. When he’s not assisting clients, he enjoys golf, travel, reading, and touring breweries. He lives in Roanoke, VA with his wife, daughter, and cat.

Summary of Policy Options and Basic Recommendations

I primarily sell AFLAC and Mutual of Omaha for supplemental health policies and a number of different companies for life insurance policies, depending on the best fit for the client. I am a strong proponent of AFLAC as a trusted and ethical company (over a dozen consecutive years on Ethisphere’s annual ethical company rankings), and am proud to represent them as an authorized associate. I’m also selective with the companies I represent for life insurance. If I’m putting the quote in front of you, it’s because I believe in what they do and that I trust them to protect you in life’s darkest hours.

Most folks don’t think about what would happen if medical disasters occurred. They think their major medical insurance will cover it. That insurance might cover the cost of surgery, chemo, or medication. But it doesn’t cover your lost income during the time you’re sick or hurt. Sick leave, savings, and loans from friends aren’t reliable sources of income during these types of events. An extended hospital stay will wipe out years of savings and sick leave, even if you already have health insurance. A 2007 Harvard study showed that 62% of personal bankruptcies resulted from health events, and 77% of those bankrupted had health insurance.

Get term life for yourself that covers a minimum of 1-3 years of your salary through age 55. Your family will need that salary replacement for the mortgage and other expenses when you’re gone. I always advocate getting a direct juvenile whole life policy for your child. She can hold it for life and won’t have to worry about paying high rates for final expense policies in her retirement years. Plus, benefits double and premiums stay the same after age 18, and it builds cash value. You should try to have at least 10-15K of whole life coverage, so your family can pay for your funeral and final expenses. If you’re retired, this should be your first priority. If you’re still working, term life should be your priority.

My standard advice for supplemental health clients is to look at your family history. That’s like a GPS to see what’s ahead for you. The time to choose a different route is far ahead of the actual event, not when you’re stuck in traffic. There are no off-ramps in real life to get insurance once you’re in that traffic jam.

If heart attacks, strokes, kidney failure, or liver failure are prevalent in your family tree, get a critical care policy when you’re younger and hold it for life. Is cancer the bigger family risk? Get a cancer policy at least 10 years before the initial diagnosis of the youngest family member that got cancer (as in, if your grandmother got cancer at age 42, get a cancer policy at age 32). Both cancer and critical care policies are very affordable (normally just $9-$30 per month for individuals) if you get them in your 20s or 30s. Research your family history, discover the biggest risks, get the appropriate policy, and hold it at those affordable rates all the way through your golden years. The first time you need it, it will pay for itself and then some. If you never need it, it’s still much less expensive than potential bankruptcy.

Here’s a basic summary of the different products I sell. Higher amounts of coverage are available with higher levels and policy riders. Specifics of policies might vary slightly from state to state.

Supplemental Health Insurance

AFLAC Accident Advantage [Option 1]:No medical underwriting. 24-hour accident coverage. $500 ($750 if straight to ICU) when admitted to hospital. $150/day of hospital confinement ($300 in ICU). $20,000 accidental death benefit. $60 annual wellness benefit (check sent to you if you get a flu shot, annual physical, or other preventative care). Also includes benefits for home modification, X-rays, surgeries, youth sports injuries, and casts/prosthetics.

Mutual of Omaha Guaranteed ADvantage: $50,000-$500,000 accidental death policy. Guaranteed renewal, no medical underwriting.

AFLAC Critical Care Option 1: Protects against specified health events (Heart attack, stroke, coronary artery bypass graft surgery, sudden cardiac arrest, 3rd degree burns, coma, paralysis, major organ transplant, end stage renal failure, persistent vegetative state). $7500 for first event, $3500 for subsequent events. $300 per day of hospital confinement. $125 per day in rehab facility. Also includes benefits for transport to hospital, transport for family members to visit you, and lodging ($75 per day for up to 15 days) for family members visiting you.

AFLAC Personal Cancer Indemnity Level 2: Too many benefits to fit in paragraph summary format. Here are some of the highlights. $2,000 for first occurrence/diagnosis. $300 per day of hospital confinement. $300 per day of chemo or radiation therapy. $300 per day for experimental treatments. $400 per month for immunotherapy. Up to $5000 for surgical operations (no lifetime limit on surgeries), $75-150 per day for extended care, $1000 on first day of hospice and $50 each day after. $75 annual wellness benefit for cancer screenings.

Mutual of Omaha Critical Advantage: No tiered benefits. $10,000-$100,000 lump sum payment for heart attacks and strokes or cancer diagnosis.

AFLAC Hospitalization Option 2: $1,000 when admitted to the hospital for over 23 hours. $100 (2x per year) for ER visits. $100 per day in rehabilitation facility (maximum 30 days per hospitalization no lifetime max). $100 (2x per year) for hospital short stays of under 23 hours. $150 per year for medical diagnostics and imaging. $100 for ambulance ride, $1000 for airlift. $25 per physician visit (3x per year for individual, 6x for family). Only available on group contracts.

AFLAC Short-Term Disability (STD): Protects you if you are unable to work for 3, 6, 9, 12, 18, or 24 months by paying you a portion of your income. You can begin earning benefits within 1-2 weeks (instead of waiting 4-5 months to apply for federal disability). Shortest period to receive benefit is 0 days following injury and 7 days following diagnosis of illness. Only offered as part of a group contract (minimum is 3 total people for a group contract).

AFLAC Supplemental Dental Level 1: Provides cash reimbursements on top of existing dental insurance. Ortho riders available. $1400 maximum annually. Waiting periods for major dental procedures. No waiting periods for preventative visits. Good value for families with children (especially with ortho rider for kids approaching teenage years, if you know braces/other procedures are on horizon in 10-12 months).

Life Insurance

AFLAC Juvenile Whole Life: First policy I wrote as a licensed agent (for my daughter). It’s $10,000-30,000 in whole life coverage that builds cash value as you pay premiums. When your child hits 18, the benefit amount doubles and premiums stay the same. Any time after 18, your child can decide to cash out the cash value, or take over whole life policy and just keep paying the premiums. It’s a great gift to give to a child to build security. And very affordable (6.50 a month for 1-year-old).

Mutual of Omaha Indexed Universal Life: Similar to whole life, but with some extra flexibility for moving premiums and benefits in response to changes in your family’s situation, and the chance to accumulate cash value as well. A good option for those seeking an alternative to traditional whole life coverage.

Term Life (multiple carriers): What would your family do if you and your income were gone? Term life is designed to provide a lump sum amount to help your family if you were no longer here. Designed as salary replacement to help pay mortgage, college tuition for children, and household expenses. Should be at least 1-3 years of your salary and cover to age 55, if possible. It expires in a set number of years (10-30). If you outlive the policy, you can renew at the higher rate or just let it expire. The insurance company “wins” that contract, but you have your highest earning years and your family has you, so I’d call it a “win/win”, because you protected them and your income.

Term Life Plus CBO (Americo): The problem many folks have with term life coverage is that it eventually expires. Americo offers a great cash back option (CBO) term policy that gives your family a death benefit if you pass within the term, and if you live to the end of it, you get every single dollar back that you spent on premiums in those 10-30 years. It’s like a combination savings lockbox and term life protection for your family.

Term Life Plus ROP (John Hancock): This John Hancock term policy will build some value and provide up to 75% of your premiums (ROP=”Return of Premiums”) back at the end of the policy. Also has no medical exam and fast approval process.

Term Life Plus Continuation (Americo): This is a good policy for those who want to protect their highest-earning years with term coverage and provide basic final expense protection for their senior years. Your beneficiaries get 100% of the death benefit during the term, and then 10% after the term expires. So a 20-year, $200,000 policy becomes a $20,000 whole life policy after the term is over. The $200,000 protects your salary/pays the mortgage, and then you still have enough for your final expenses at the same level premium.

Whole Life (18+)/Final Expense Policy (50+) (multiple carriers): If you’re older, and don’t have insurance, a final expense guaranteed whole life policy should be the first priority for you. You don’t want your loved ones trying to scramble to find 10-15 thousand dollars to pay for your funeral.

Long-Term Care

Mutual of Omaha Long-Term Care (LTC):

 1.4 million Americans are residents of nursing homes. That number rises every year as America ages. Medicare pays for 100 days. Medicaid has strict income and asset requirements.

The average nursing home stay is 2 years and 3 months. Average costs per year=over $70,000. 40% of people requiring long-term care are under 65-years-old. This year, roughly 60,000 Americans will be diagnosed with Parkinson’s. Average age? 60-years-old. 700,000 Americans will have strokes. Almost 30% will be under 65, and that number is likely to rise as a result of Covid-19 complications. Alzheimer’s costs for a lifetime run between $400-700,000 depending on the level of care you choose.

70% of those over 65 will need at least some form of long-term care. 20% will need 5+ years.

A common strategy is to “spend down” to Medicaid eligibility. That requires liquidating assets that you’ve spent a lifetime accumulating. You also don’t have complete freedom to choose your facility. Your golden years should not be spent in a home that you didn’t choose with a random roommate you don’t like…losing the legacy you spent a lifetime building.

If you want more freedom to select your level of care and protection for your assets, LTC is a vital option to consider. The average age for folks who purchase these policies=55-years-old. If you get it when you’re younger, it’s less expensive.

Annuities

Fixed and Equity-Indexed Annuities (Athene)

If you’re looking to build a safe haven for your retirement, an annuity is a good place to start. Take control of your future and build your retirement safely. If insurance is your shield of financial security, a good annuity is like your sword. While annuities aren’t for everyone, they are a good option to take a look at.

Conclusions

Want to build your own roadmap? Talk to me. Your quotes, policy summary spreadsheets and educative PowerPoint presentation are all free of charge. Call or text me today at 540-520-3069, email me at lurzinsurance@gmail.com or set up an appointment at my Grandin Village Office in Roanoke.

Best,

Dr. Rudolph Lurz

(540)520-3069

lurzinsurance@gmail.com

Dr. Rudolph Lurz has over a decade of experience as a teacher, football coach, and doctoral researcher. He holds a doctorate in Administration & Policy Studies from the University of Pittsburgh (Ed.D. 2017). He is also a published author (Realms of Glory, 2017). He has AFLAC products for his own family, including his young daughter. He’s licensed and insured, and sells AIG, AFLAC, John Hancock, Foresters, Americo, Mutual of Omaha, and Prosperity Life products. When he’s not assisting clients, he enjoys golf, travel, reading, and touring breweries. He lives in Roanoke, Virginia with his wife, daughter, and cat.

Insurance After Dark: Episode 3 Transcript

START OF TRANSCRIPT

Oh. Hello. And good evening. It’s a nice night, isn’t it? Kid is finally asleep after a long day. Pretty soon I’m going to hit this button behind me and the Roomba is going to go around and clean up all the bits of food and assorted other things that she left in her wake in the course of the day. I got a nice cup of cold seltzer water in the mug. And once again, it’s time to sit back, relax, and talk about insurance. I’m Rudy Lurz, and this is Insurance: After Dark. Episode 3. Tonight’s topic is catastrophic coverage.

Tonight I am seated at the kitchen table because this is where a lot of conversations about insurance happen, and I encourage you to sit down with your loved ones after this episode, specifically in the area of catastrophic care. In terms of insurance, catastrophic coverage might be one of the toughest things to sell, even tougher than life insurance.

One of my favorite cartoons that I’ve seen going around social media begins with the first frame with a man on the ground and a woman at his side, and she’s saying, “Help! Help! I need a doctor! Is there a doctor around?”

A man walks up and says, “I’m a doctor of philosophy.”

The woman says, “He’s had a heart attack. He’s going to die. He needs help!”

It pans back to the doctor of philosophy who says, “We are all going to die.”

(Takes sip of drink) As a non-medical doctor, I see the wit in that statement. Very “philosophy class” sort of joke there. In terms of life insurance, people generally accept the fact that, yes, we are all going to die. They accept the fact that life insurance is necessary (long pause), they just put off buying it; they don’t want to think about that. But catastrophic coverage is an even tougher sell than life insurance. Because people definitely don’t want to think about that. In terms of the well-being of your family, death is bad. But it is not the worst thing that can happen to you.

Your income is gone when you die. You can no longer provide for your family. That’s true. But it’s not the worst thing that can happen to you. The worst thing that can happen is a catastrophic illness or injury that not only leaves you with no income, but it costs a lot of money to get you healthy. (long pause). If that is possible at all. That’s a catastrophic scenario that really requires some protection. Because while your death might be awful for your family, a catastrophic illness or injury is even worse. Because your loved ones will pay anything to get you back on your feet again, even if that is not possible. And in doing so, it might mean the ruin of your family’s security. Because all your savings, all your assets, they might not make it. And your loved ones might be ruined as a result. That’s something that people want to think about even less than…they don’t want to think about that at all. They don’t want to think about death. They definitely don’t want to think about having a heart attack and three months of rehab, or cancer, or an injury that leaves you severely hurt and, again, lots of rehab (pause)… modifications to your home that might be necessary to get you back on your feet again. These types of scenarios are the ones that can cause bankruptcy. Even if you have health insurance.

The stat I mentioned often, that Harvard study from a few years ago that noted that 62% of personal bankruptcies were a result of health care bills. And 77% of those who went bankrupt had health insurance. They didn’t anticipate the loss of income and the additional costs that insurance didn’t cover. The insurance will cover your surgery. They’ll cover your chemo. They’ll cover the efforts your doctors make to save your life. But your income’s gone and there are often costs that your insurance didn’t cover (pause), there are gaps (pause), there’s a deductible that you have to pay. For a lot of folks that deductible can be in the thousands. And a lot of folks don’t even have one thousand dollars in the bank. And they think, “Well, I can’t afford insurance.” Well the good news is, in terms of catastrophic coverage, it’s very affordable. Because it’s rare. Because it doesn’t happen often. That makes it a lot more affordable than other types of insurance. Yes, in terms of, “Will you need life insurance?” Yes. Everyone does die. Will you need [to make a claim on] a catastrophic policy? Most likely not. But yet, if you do, that’s when it’s really necessary to have. And in terms of when to get it, if you get that type of policy when you’re young, and healthy, you can get a catastrophic cancer plan or critical illness plan, for heart attacks and strokes, for (pause), sometimes just 9…11 dollars a month. If you want more extensive coverage, maybe 15…18…20. 20 dollars a month! That’s for really good coverage, that’s 10 dollars every paycheck. For just minimum coverage to make sure you’re not financially ruined, that 9-11 dollars a month, maybe 12, that’s 6 dollars a paycheck. And then, with the right insurance company, for instance, with my company, that remains level. You can just hold that.

Because some other stats are scary, too. What’s most likely (pause), what are the leading causes of death for Americans? Heart disease and cancer. So getting that policy when you’re young, and paying 6 dollars, 10 dollars a paycheck, is a lot better to have that for when you’re 50 or 60, and all of those conditions are a lot more likely than while you were younger. And then, if you have the right policy, you can pay into that for decades and the first time you need it, it pays for itself. And if you live to the ripe old age of 90 and never needed it, then at least you protected your family for just 6 dollars a paycheck. Because these events happen. There are people in your life…you might know them. (long pause) You might just not be aware of it. But if you ask around, you’ll find people in your life who have had a catastrophic injury, have had a catastrophic heart attack, stroke, or cancer, it happens! And sometimes, it happens when you’re young. In your personal kitchen table conversation with your family, talk about what you can do to protect your family now against the events that are coming when you’re older. Like the heart attacks, strokes, and cancer. But you got to start protecting against these things when you are younger and specifically that coverage is affordable to keep and hold all those years. Because as I said before, that fate is worse than death for your family’s security. So why not guard against it? If all it costs is 6 dollars every paycheck? Why not do it? There’s no reason to leave yourself open to such a fate.

Even though you don’t want to think about it, it’s very affordable and necessary to guard yourself against it. So the advice I give my clients is, it will be best to get accident insurance, cancer insurance, and some form of critical illness insurance for heart attacks, strokes, and organ failure. Just wrap yourself up in a protective bubble. But that’s not [financially] viable for most folks. Especially when you’re younger [on an entry-level salary]. So talk to your parents, talk to your grandparents if they’re still around, and talk to them about what’s the biggest risk to your health. What’s your family history look like? Is that risk cancer? Is that risk (pause) heart attacks and strokes? [Chances are it’s one or the other]. Start there. Because both of those catastrophic policies are very affordable when you’re young and healthy. If nothing else, then you can get an accident policy, because that risk exists for Americans of any age. How many car accidents happen in the United States every year? How many of those result in serious injuries? (long pause)So these type of policies that would provide $200, $300, $500 a day every day you’re confined to the hospital or ICU, or lump sum amounts for major health events like cancer or heart attacks, these are very important policies to get.

So consider them, and if you have any questions at all or want to talk further about any of these ideas, you can call me at (540) 520-3069, text me, same number. Or send me an email at Rudolph_Lurz@us.aflac.com.And in your personal kitchen table discussion, talk to your family about what’s the best option for you. So, be good to each other, and I’ll see you next time. END OF TRANSCRIPT

Insurance After Dark: Episode 2 Transcript

START OF TRANSCRIPT

Oh, hello again. And good evening. It’s a nice night out isn’t it. The kids are asleep. You managed to not get food all over your dress clothes during dinner. Got a nice cup of cold milk in the glass. And once again it’s time to sit back, relax, and talk about insurance. I’m Rudy Lurz. And this is Insurance After Dark: Episode 2. Tonight’s topic is life insurance. And we’ll talk about the differences between whole and term life.

Life. To me, that takes on a whole new meaning in the context of insurance. I look at life insurance a lot like the folks who built the cathedrals in the Middle Ages. You see, when those architects, engineers, stone masons…when they set about the task of completing those cathedrals, they knew that they would never live to see that cathedral completed. But they built anyway. Out of love, out of faith, out of a sense of duty. So, much like those cathedral builders of old, when you buy life insurance, you are doing it to protect your family’s legacy and to protect them and provide for them when you are no longer there. And to me, that’s one of the most noble and necessary things that you can do for your family in these uncertain times. Protect them against the contingency that you’re gone. You’ll never see the benefit, but your family will appreciate it and honor that sacrifice that you made. And if you do it with the right insurance company, it does not have to be a sacrifice on the level of those cathedral builders. You can do so for a very low, set amount each month. And that small amount will protect them in the event you are no longer there.

So let’s talk first about whole life. Whole life provides a set death benefit that is guaranteed to be paid to your beneficiary no matter when you pass away. I look at it as primarily a great product for those who are older: approaching or past retirement age. Or for the folks who are really really young, starting at 2 weeks, or a month old. It’s a great product for those two groups. Let’s start off with those who are older. If you’re older, and you don’t have any life insurance, you don’t want to burden your loved ones with all the expenses of a funeral and with uh, any end of life expenses. Such as your debts, paying the probate attorneys; if you have a complicated estate that fee might be higher. Uh, and, of course your funeral, your casket, your burial plot, all those things cost money. Average end of life expect-err…end of life expenses are between ten and thirty thousand dollars, which are also some of the most common forms of whole life insurance. Many of those whole life policies are within that…within that (pause)set range. So when you’re older, your premiums are also going to be higher for those policies. Because…death is coming, that death benefit will have to be paid; it’s guaranteed. Your premiums will be higher as well.

Which brings us to juvenile whole life insurance. To me, this is one of the best life insurance products that you can buy. If you have children, and you don’t have a juvenile life insurance policy, juvenile whole life insurance, you should get that…yesterday. Because these cost pennies a day. Most often under $10.00 a month. And they build cash value over time. Which can be borrowed against, and can be cashed out, when, most often, your child reaches age 18 or 25. So, the “borrow against” is a great option for college, for surprise debts, for surprise bills…I received a scholarship to the University of Mannheim to study in Germany, and my parents had a juvenile life insurance policy for me. So when I got that scholarship, it did not cover air fare, it did not cover boarding, and the apartment in Germany. So they borrowed against my life insurance policy. They paid it back. And when I was 25 I chose to convert it to a whole life insurance policy of my own. So if you buy a [$10,000] juvenile life policy for someone who is, say…2-years-old. You’ll be paying about $6.75 a month, which builds cash value over time. At 18, with my company’s whole life insurance policy for juveniles, that [death benefit] amount doubles, with no change in premium. And your child has the choice to cash it out, which is a nice “welcome to real life, welcome to adulthood starter pack” of a few thousand dollars, or convert it to whole life of her own, in which case, when she’s older, she won’t be paying those very high premiums for a whole life policy, she’ll have it. She could pay into that for decades and never hit that death benefit amount. So. whole life, great policy for the very young, if you’re a parent and don’t have one, talk to me, it’s a very important product to get.

Term life! Term life is…it has a different purpose. It has a set limit, normally ten, twenty, or thirty years. Meaning, if you outlive it, you don’t have any benefits. Likewise, the premiums are lower, because it’s limited in time, and the benefits are higher, because it’s likely if you buy it when you are younger, that you’ll outlive the policy. The older you are when you buy term life, the more expensive it will be, just like whole life. So if you are 33-years-old, let’s say. And buy a 10-year term life policy. Chances are you’ll live to see 43, so your premiums will be pretty low. But the benefits will be high. The purpose of term life is salary replacement, and protecting your income in case you’re not there. So if you were gone in four weeks, how would your family deal with the expenses that it has? How would they deal with the mortgage? How would they deal with college expenses? How would they deal with the cost of raising children. They need you and they need your highest-earning years. That’s what term life is designed to protect. It’s a very inexpensive product that protects your highest-earning years in the event that you’re gone. So you want to, optimally, get term life to cover through your mid-to-late 50s at the very least, so if you’re gone in that time, you’ll have, your family will have, a salary replacement for what is also gone with you, and that’s your income. So, at least, at the very least, 1-3 years of your salary is what you need for term life, because your family will be using that during a very, very difficult time. They’ll be grieving your loss, and they’ll also be grieving the fact that expenses will mount, and they’ll need that money to pay the bills. So that’s the purpose of term life: salary protection.

A lot of folks say, “Well, I don’t want to get term life, because I don’t want to feel-I don’t want to pay twenty years worth of premiums and then have no benefits at the end of that.” Well, your family will appreciate it. Because in my mind, it’s a win-win scenario. Yes, you pay 20 years of premiums and you don’t receive the benefit. But your family had you and they had your highest-earning years. So…and you protected them in case they didn’t. So to me that’s a selfless act, that’s a necessary act, and that’s a very affordable act you can take, because to not have it is a lot worse than it is to have it and not need it. (wry smile) I messed that line up last week, in case you were paying attention to last week’s episode. So, in short, life insurance whether you go with a whole life or term life policy is something that your family needs to protect your loss, because it’s painful enough to lose a loved one, it’s even more painful when the loss of that loved one also means that you’re in financial distress.

Life insurance is an affordable policy that you can provide your family, that while you won’t see the benefit of it, it’s an act of love for them. And it’s one that is, I think, one of the best things you can do for them. As always, my name is Rudy Lurz, if you’d like to talk to me more about any of these ideas, if you’d like to get one of these products of your own, you can text or call me at (540)520-3069. That’s (540)520-3069, or send me an email at Rudolph_Lurz@us.aflac.com .I even have one of my business cards here so you can see it for yourself (shows closeup of business card to camera). That’s (540)520-3069. And stay tuned for next week’s episode of insurance after dark which will talk about the need for catastrophic coverage, and the different policies available for that. Stay classy out there, and take care of each other.

[END OF TRANSCRIPT]

Insurance After Dark: Episode 1 Transcript

08/12/2020

For you readers out there, I created a transcript of my video clip this morning. Enjoy the transcription of the first episode of “Insurance After Dark”.

START OF TRANSCRIPT

(Looks up from reading Thomas Paine’s Common Sense)Oh. Hello, and good evening. It’s a nice night out, isn’t it? The kids are asleep. Got a nice cup of cold milk in the mug. And it’s time to wind down…and talk about insurance. My name is Rudy Lurz, and this is the first episode of “Insurance (dramatic pause) After Dark”.

I recently left a career as a teacher and football coach to help people in a different way. I protect them against the blindside hits that life sometimes throws at us. I spend my days talking about things that no one even wants to think about, and walk people through policies that they never hope to use. Yet in today’s uncertain times, these policies are more necessary than ever. So let’s talk a little bit about the need for having some sort of insurance that goes beyond your basic health insurance.

At the University of Florida, my undergraduate major was History. And let me tell you this, history does not look kindly on those commanders who marched their forces through unknown territory with no protection for their flanks, and no scouts to look ahead. Yet that is exactly how most people march through life. You have no idea what’s coming and you hope that it will all be ok. You think, “I have car insurance. I have health insurance. It will be fine…right?”

Sadly, that’s not the case. 62% of personal bankruptcies, according to a recent Harvard study, were the result of health issues and healthcare bills. 77% of those (dramatic pause) had health insurance and still went bankrupt. Because they didn’t foresee the lost income while they were recovering from heart attacks, strokes, or fighting cancer. They didn’t take into consideration those hidden costs and the loss of income. Because when you are fighting something like cancer, or a heart attack, or trying to recover from a heart attack, you’re not at work. Money’s not coming in. And savings run out quickly. Sick days run out quickly. Which is why insurance is necessary.

So. If you are younger. And healthy. You still need some sort of catastrophic coverage to protect you and to protect your financial future against the unknown. So…something in the way of accident insurance, cancer insurance, or critical illness and recovery, which, if you’re young, these rates, with the right insurance company, remain level over time, and you won’t get those kind of rates when you’re older and will need something to protect your financial future against things like heart attacks and strokes. If you are married, you need some sort of term life to protect your highest earning years in case that you are no longer there. If you have children, a juvenile [whole] life policy is often under $10.00 a month and is a great way to help your child build a foundation for a solid future. These policies build cash value and when your child is of age, then that child can either cash out the policy or convert it to a whole life policy of his or her own.

In short, insurance is necessary in today’s uncertain times. And… not having it, and needing it is a lot worse (pause) than not needing it and having it. [messed up this line in the video and said essentially the same thing twice]. Hope you enjoyed today’s introduction. Tomorrow [I meant next week] we’re gonna discuss and break down the differences and different needs for whole life versus term life insurance, and it’s going to be very exciting.

(Pauses to take sip of drink)As always, if you’d like to talk about any of these policies, any of these ideas, please give me an email at Rudolph_Lurz@us.aflac.com, or call me or text me at 540-520-3069. That’s 540-520-3069. I hope you enjoyed this little video, and stay classy out there.

END OF TRANSCRIPT