Posted by Bob Burton on Wed, Aug 25, 2010 @ 04:07 PM

(This will piggyback on Eric Gronlund’s great blog post of last week:  “Six Questions to Ask Your Client Before You Submit an Application!”)

We’re sure you all agree that one of the worst things that can happen in our business is to disappoint a client or a prospect.  For you, this applies to your insureds and prospective insureds; for us, it applies to all of you, because YOU are OUR clients.

Here are three tips that should help avoid disappointments:

1.  When requesting illustrations, please give us as much information about your client or prospect as you possibly can.  This includes name, date of birth, whether smoker or not, any weight problem, state of health, family history (especially if poor), and anything else relevant.  (Eric’s questions should work well here.)  And please be as specific as possible as to exactly what type of illustration or quote you’re looking for.  For disability quotes, our carriers also need to know the person’s occupation and specific duties in as much detail as possible.

2.  When submitting an application, please be sure to ask Eric’s six questions and to give us any other information that can help in the underwriting process.  It is also important to complete the application fully and accurately and to make sure that it conforms in all respects to the illustration being submitted to the carrier.  If an accelerated benefits rider is not included automatically, we strongly urge that it be elected, as it is an attractive no-cost policy benefit.

3.  Once all underwriting requirements have been submitted and until the policy is issued and paid for, please encourage your clients NOT to visit a doctor unless it is really necessary.  (If it is really necessary, of course, we are not suggesting that it be deferred.)  We have had more than one case held up because of a routine subsequent doctor visit and at least one where the issue class was downgraded.

Remember:  It is always better to present a client with results better than expected rather than the other way around.  Following these simple tips should help us all achieve this important objective.  It will certainly help US make YOUR life easier.
 

Bob Burton LLB CLU ChFC AEP
Director of Advanced Planning