One of the most important aspects to placing more business is a knowledgeable underwriting team to be your advocate for those challenging cases. Our Life Underwriting team has a philosophy we call “never say never”.
We don’t give up on a case because it’s difficult. We take on the challenge and look outside the box for solutions.
This innovation sets us apart from the rest and helps to get more cases placed for your clients.
Here are some case examples:
#1: We were presented with case on a 52 year old dentist seeking $3 million of term coverage. A recent lab panel for a carrier where he applied and was declined produced the following abnormalities:
- Liver function tests: ALT of 71 (on a normal scale of 0-45) and GGTP of 743 (on a normal scale of 2-65); An alcohol marker and Hepatitis screen were not performed
- Abnormal liver function tests have been noted since 1987
- 10/2006 Liver biopsy showed mild to moderate fatty changes and mild liver scarring
If you noted the elevated GGTP alone which is about 11.5 times the normal value, an automatic decline probably came to your mind. Some BGA underwriters may not have taken the chance to even send this case out for any opinions. We discussed with our carriers and one was willing to look at the file. After complete review, we received a Table 4 offer from this carrier. Case was placed!
#2: A formal application for a 57 year old female applying for $100K of term was recently declined by one of our carriers due to her kidney function history. An underwriter on our team reviewed the medical records and disagreed with the decline. We appealed the decision and asked to have the file forwarded to the carrier’s Medical Director for reconsideration. After Medical Director review, the decline decision was reversed to a Table 2 and case was placed!
If we had not gone back to the carrier for reconsideration, the case would have remained a decline on the books. Another way we made a difference to our broker and the client.
Let our Underwriting Team help you with your challenging cases and generate more sales this year. We look forward to hearing from you.