Practical Applications of Sub-health in Life Insurance Operations: Quantifying Risk Selection, Logic of Disease Prevention and Loss Reduction, and Sales Script Guidelines

Section 5 Application of the Sub-health Concept in Life Insurance Life insurance is a form of personal insurance that uses the insured's life as the insured object, the insured's survival or death as the insured event, and pays a certain sum insured according to the insurance contract when the insured event occurs during the insurance period. The insured object of life insurance has unique characteristics; its theoretical basis is the law of large numbers, using life tables as the basis for predicting risk and calculating and determining net premiums. Life insurance has a savings aspect and has become a way for people to manage their finances. The existence of sub-health phenomena changes the body's health condition, and the occurrence of disease increases the likelihood of death; strengthening the prevention of sub-health can reduce or delay death. For life insurance, this significantly improves its operating efficiency.

I. Application of the Sub-health Concept in Life Insurance Risk Selection Term life insurance covers death, with a term of coverage limited to a certain period or the attainment of a certain age. Whole life insurance also covers death, with the term ending at death. Based on the concept of sub-health, risk factors for sub-healthy individuals, such as age, lifestyle habits, family medical history, hypertension, hyperlipidemia, and diabetes, and occupation, are all factors contributing to death. Age is a fundamental risk factor. Younger insured individuals, being active and energetic, have a higher probability of dying from accidental injury than older individuals. For middle-aged insured individuals, those under high work pressure, especially those with hypertension, hyperlipidemia, and diabetes, have a higher probability of sudden death than other groups. Lifestyle habits have a significant impact on sub-health conditions. Smoking is harmful to health, especially to cardiovascular and cerebrovascular diseases. Excessive alcohol consumption lowers immunity, interferes with the nervous system, and damages the liver over a long period, leading to fatty liver or alcoholic liver disease, which can easily cause cirrhosis or liver necrosis. Overeating and overdrinking can lead to obesity, which increases the burden on various organs, causing organ diseases. Sometimes, these organs cannot withstand the strain, leading to acute illnesses, such as sudden death. Family medical history is very important in choosing life insurance. Insured individuals in families with short life expectancies face inherent risks, and it is almost impossible for them to escape a short life. The impact of high-risk occupations, including polluting occupations, on health and even life is not repeated here. Survival insurance is an insurance product that pays out benefits based on the person's existence. Survival insurance is designed to mitigate the risk of living too long. Life insurance has a savings function. When people are young and healthy, they can plan to save for survival insurance to cover living expenses when their income decreases in old age. For healthy and long-lived individuals, survival insurance is the best savings plan.

II. Application of the Sub-health Concept in Life Insurance Disease Prevention and Loss Mitigation The sub-health concept advocates early detection and early treatment. Early detection involves identifying health problems through physical examinations, providing health data and information for early treatment. Early treatment involves targeted intervention based on the problems detected in the physical examination. This treatment plan includes a comprehensive approach encompassing diet, behavioral changes, and medication. If the intervention is effective, it can restore health and delay the onset of illness, thus delaying death. This can extend the timeframe by 6-10 years. For term life insurance, 5-year or 10-year policies may avoid claims or delay claims by 6-10 years; for whole life insurance, claims may be delayed by 6-10 years. The benefits of utilizing these funds during this extended period are self-evident. For customers with life insurance policies, sub-health prevention allows them to enjoy the protection of life insurance companies for a longer period, continuously expanding the social impact of life insurance.

III. Application of the Sub-health Concept in Life Insurance Business Development (I) Contact Scripts and Application of Sub-health in Health Insurance. (II) Sub-health Promotional Scripts and Application of Sub-health in Health Insurance. (III) Life Insurance Promotional Scripts 1. Term Life Insurance Business Mr. Zhang, from the perspective of both lifestyle habits and physical condition, you have some minor problems, such as often getting inexplicably irritable and anxious; sometimes being very tired but unable to fall asleep; experiencing headaches and shoulder pain from time to time; often skipping breakfast due to rushing or other reasons; and frequently smoking. Regarding these physical discomforts, as long as you believe in science, pay attention to dietary adjustments and rest, and strengthen outdoor activities and physical exercise, I believe you will gradually improve until you are healthy. From your current situation, you are at the golden age of starting a business, with high work pressure and possibly tight finances. From a preventative perspective, you should have life insurance protection. The term life insurance I recommend is designed specifically for you based on your actual situation. Now let me introduce the insurance liability of this type of insurance (introducing the insurance liability and related matters). Mr. Zhang, are you satisfied with the insurance plan I designed for you? 2. Ms. Wang, from the whole life insurance department, based on your dietary test results, you have a serious case of picky eating, which is the cause of your obesity. Actually, being overweight isn't necessarily better, nor is being underweight necessarily healthier. There's a reasonable ratio between height and weight. Obesity increases the burden on the body and is a pathological condition, a sub-healthy state. Being chronically underweight leads to malnutrition, which also affects health. A healthy life requires a balanced intake of the three major nutrients: protein, fat, and carbohydrates. The body consumes a certain amount of nutrients daily, so it's essential to continuously replenish these nutrients appropriately through daily food intake. Only in this way can one avoid being overweight or underweight, which is true health. Besides a balanced diet and avoiding picky eating, you also need a life insurance plan for your health. Since you are a white-collar worker in a private company, your coverage is not yet comprehensive. Having a healthy body and a complete life insurance plan are more important than finding a good husband. Based on my professional experience, the life insurance company can still underwrite your current situation. I've designed a comprehensive life insurance plan for you, including a fixed-benefit whole life insurance policy and a medical expense reimbursement policy. Now, let me introduce the coverage of this comprehensive life insurance policy to you, okay? (List the coverage, explain the insurance liability and the combination of insurance products, etc.) Ms. Wang, are you satisfied with the life insurance plan I recommended? 3. Annuity Insurance Mr. Zhao, based on your health test results, your health is very good. From what you've described, your family is also a long-lived family. Your current career is very successful, and your income is relatively stable. Based on your situation, I've designed an annuity protection plan for you. It's a mandatory savings plan. While you are young, healthy, and have a substantial income, you will deposit a certain amount of money with the insurance company each year. When you feel the need, you will receive an annuity from the insurance company each year to make up for any shortcomings in your life. Now, let me introduce the insurance liability of this annuity insurance to you, okay? (Explain the insurance liability and specific terms of the insurance product, etc.) Mr. Zhao, are you satisfied with the annuity insurance plan I recommended?

(IV) Closing Script 1. Term Life Insurance Business Mr. Zhang, I just introduced our company's term life insurance to you. You still have some objections to this insurance plan. You believe that based on your health condition and age, you don't need to purchase term life insurance yet. I completely agree with your point that you are still young and in good health. However, I have some objections to your decision to postpone purchasing term life insurance. Firstly, the insured person underwritten by the insurance company must be in good health. The reason we can still underwrite your term life insurance now is because you are healthy and meet the insurance company's underwriting conditions. If your health did not meet the insurance company's underwriting conditions, the insurance company would not be able to underwrite you. Currently, your overall health is acceptable, but based on the test just now, there are still some sub-health conditions, and some aspects are quite obvious. The reason I recommend term life insurance to you is based on the following considerations: Term life insurance is a very good choice for someone whose career is just starting out. A basic principle of risk management is to focus on protecting against risks that may cause huge losses to the family. When a business is just starting out, funds should primarily be used for business development. Purchasing term life insurance doesn't tie up too much capital, allowing for both investment and protection. Therefore, term life insurance is a high-priority insurance product for clients in the early stages of their business. Mr. Zhang, if you don't disagree with my point of view, please sign the application form! 2. Whole Life Insurance Ms. Wang, I just introduced our company's whole life insurance to you. You still have some objections to this insurance plan, believing that based on your health and age, you don't need to purchase whole life insurance yet. I completely agree with your view that you are still young and in good health. However, I have objections to your decision to postpone purchasing whole life insurance. Firstly, the insured person underwritten by the insurance company must be in good health. The reason we can still underwrite your whole life insurance application now is because you are healthy and meet the insurance company's underwriting conditions. If your health did not meet the insurance company's underwriting conditions, the insurance company would not be able to underwrite it. Currently, your overall health is good, but based on the tests we just conducted, you still have some sub-health conditions, which are quite noticeable in some aspects. The reason I recommended whole life insurance to you is based on the following considerations: First, whole life insurance provides protection regardless of when a personal risk occurs; second, you are still young, and the premiums for whole life insurance are low now. It's hard to say whether your health will be up to par when you're older, and even if it is, the premiums will definitely be higher; third, I designed a 20-year payment plan for you. Although the total premium is slightly higher, if a personal risk occurs during the payment period, subsequent premiums will be waived. In summary, purchasing whole life insurance now is a wise choice for you. Ms. Wang, if you don't disagree with my opinion, please sign the application form! 3. Annuity Insurance Business Mr. Zhao, I just introduced our company's annuity insurance to you. You still have some objections to this insurance plan, believing that based on your health condition, age, and current income, you don't need annuity insurance. I completely agree with your points regarding your health condition, age, and current income. However, I disagree with your decision not to purchase annuity insurance. We just discussed the issue of sub-health, which is a major risk in life. If sub-health isn't prevented properly, it can lead to serious health problems. Life risks aren't limited to poor health; living too long is also a significant risk. Because income decreases with age, it's crucial to plan for income risks in old age early, starting now by purchasing retirement insurance. In short, for those aiming for health and longevity, purchasing retirement insurance is an important measure to ensure income doesn't decrease in old age. Mr. Zhao, if you agree with my points, please sign the application form!