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Life insurance selling poses a unique challenge when compared to sales of other financial products. Because the prospect must be underwritten, the sale is not over when the application and a check are submitted to the carrier. Successful life insurance salespeople are also successful field underwriters, who have taken the time to learn the underwriting requirements of their carriers and work with both their clients and the many “silent partners” in the home office to assure that the case is approved and placed.
Effective field underwriting can be divided into three parts: presale, point-of-sale, and post-sale. Each of these activities, when performed well, creates a win-win for both you and your client. You get paid and your client receives the coverage he or she needs.
Preparing for your sales meetings should include a refresher or review of the underwriting philosophy of your carriers and their guidelines. You want to be sure you now the underwriting rate classes, because definitions differ from carrier to carrier. And most important, you want to be sure to have all the necessary forms. You don’t want to go back to the client without a state-specific form, for example.
Take the time to complete the Part II of the application; details are important. Also, don’t be shy about asking probing questions re: medications, dosages, any progress in improvement of a condition. Of special note, be sure to prepare the client for the paramed exam and the PHI, and know the requirements for taking blood, urine, fasting, etc. Set the client’s expectations. Following the meeting, send a post-application letter to the client, thanking them and summarizing the timeframes for policy issue, etc. This shows the client you are on top of the underwriting process and will keep in touch. When called for, attach a cover letter to the underwriter; this can make-or-break the issuance of the policy as applied for or even better
Finally, placing a rated case poses a formidable challenge. Three key points to make with the client: explain the reasons for the rating, re-establish the need for the insurance, and show how the best decision is to accept the policy today
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Field Underwriting
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