Where Agent Production Goes When There's No System
A life insurance agent who writes 8 to 12 policies per month and tracks their book in a combination of handwritten notes, a basic spreadsheet, and memory has a business that is running at a fraction of its analytical potential. The written business is happening. The premium is going into force. But the connection between what was written, when it issued, how long the issuance cycle took, and what that production represents in EQ and expense across the full book — that visibility doesn't exist without a structured record per policy.
The DAYS TO ISSUE calculated field is a metric that most agents never track and that persistently affects their conservation rates. A policy written on a given date and issued 87 days later has spent nearly three months in underwriting and pending — a period during which the applicant's circumstances may have changed, motivation may have cooled, and the initial appointment energy has long dissipated. An agent who can see their average days-to-issue across all active applications, by product code, knows which products and which underwriting paths are creating delay and which are issuing cleanly.
EQ Calculation as the Real Compensation Picture
ANNUAL-premium calculated from PAY-type and premium (monthly EFT × 12, quarterly × 4, semi-annual × 2, annual as entered) converts the application's billing mode to an annualized figure. ANNUAL-eq applies the EQ percent — the agent's earnings qualifier percentage on that specific product — to produce the actual EQ earned on the policy. MONTHLY-eq is the same calculation applied to the periodic premium, giving the per-period earnings figure.
The EQ percent is not uniform across product types. Whole life, 20-pay life, term, annuities, LTC, and DI products carry different EQ rates from the carrier. The PROD CODE field — 801 WL, 829 20 PAY, 852 15, 876 ART, LTC, DI, ANNUITY SINGLE, and others — captures which product was written, which determines what EQ percent applies. An agent who writes a 20-pay policy and a WL policy at the same annual premium will earn different EQ on each if the carrier's compensation structure pays them differently, and the database captures that distinction per case.
EXPENSE and EXPENSE PERCENT (18 or 27, representing the expense ratio tier) calculate the agent's net after their expense obligations — the difference between gross EQ and what they actually net after splits, overhead allocations, or other cost structures. TOTAL EQ and Exp combines these into the net production figure per policy.
The Medical Profile Is Where Underwriting Lives
The insured's clinical profile — Height, Weight, Smoking status, family history for Mother and Father (age and health status, reason if deceased), siblings, and a full linked physician directory — is not demographic data. It's the underwriting narrative.
An application where the insured's father died at 58 from a cardiac event, the mother has Type 2 diabetes at 71, and the insured is a 47-year-old male smoker at 235 pounds is a case that will face modified underwriting before any carrier will issue at standard rates. Having this profile complete in the record before the application is submitted means the agent is not surprised by the underwriting request, is not scrambling to re-contact the client for medical history details weeks into the process, and can set the applicant's expectations appropriately at the time of writing.
DOCTORS linked from the physician directory database captures the primary and secondary treating physicians with specialty, address, last visit date, and reason for last visit. These are the exact fields that appear on the medical portion of most life insurance applications, and having them pre-loaded from a linked database entry eliminates the appointment-to-submission data transcription work that adds friction to every case.
The PRI BENEFICIARY and CONTINGENT fields complete the application record with the disposition data that the policy document itself contains. An agent's book record is incomplete without knowing who the primary and contingent beneficiaries are, because that information drives the conversation at policy delivery and at every subsequent review.
APPS-total, ANNUTIES-total, and LANCER CREDIT as calculated fields per policy aggregate the production counts that feed activity reports and contest tracking — the numbers that determine whether an agent qualifies for a carrier program, has met their monthly production target, or has accumulated enough production for a recognition trip. WEEK NUMBER is the field that lets the agent filter production by week and see their cadence over time.