Underwriting Potpourri

1. Underwriting Potpourri Bob Pedigo CLU, FALU, FLMI Vice President of Underwriting

2. Bob Pedigo CLU, FALU, FLMI Vice President of Underwriting Davis Life Brokerage

3. Top 10 Things You Can Do To Speed Up Your Cases • Complete the application in DETAIL. • Explain in DETAIL all yes answers. • Complete the medical questions on the application in DETAIL. • Get Physician info. Name, address, and phone number. • Get DETAILS of the physician visits and all medications taken.

4. Top 10 Things You Can Do To Speed Up Your Cases • Answer all financial questions. • Complete needed Aviation, Avocation or Financial Questionnaires. • Include a Cover Memo. • Prepare your client for the exam and telephone interview. • Be consistent

5. Senior Evaluations Many companies are now including this on exams for seniors. What Does It Include?

6. Senior Evaluations • Orientation Questionnaire • What is the date today? • What day of the week is it? • What is your telephone number? • How old are you? • What is your address? • Who is the President of the United States now? • Who was the President before him? • What is your Mother’s maiden name? • Subtract 3 from 20 and keep subtracting 3 from each new number all the way down.

7. Senior Evaluation • Delayed Word Recall • Examiner advises the client they will be given 10 words and they will be asked to recall these later in the interview • Examiner gives the word and asks the client to repeat it and use it in a sentence • Examiner sets a timer for 5 minutes and continues on with the exam • When the timer rings, examiner asks the client to recall all 10 words • What are those magical words?

8. Now for FUN let’s find out how easy this is

9. Magical Words for Recall • Book • Salt • Flower • Finger • Train • Apple • Rug • Chimney • Meadow • Button

10. Senior Evaluation • 3. Activities of Daily Living/ Senior Questionnaire • Which household activities do you perform regularly? • Do you need help with activities? • Have you had any falls in the past 3 years? • Do you exercise? • Do you work outside the house? • Do you currently drive a car? • Do you participate in hobbies, volunteer work or other activities? • Do you travel? • Do you own any pets? • Are there other people living in your house? • Do you use a walker or cane? • Do you have a handicap parking permit? • How is your sight and hearing?

11. Senior Evaluation • 4. Clock Draw

12. Examiner advises the client that the circle on the paper represents a clock face. • They are to put the numbers around the clock in the correct position. • Advised to set the clock to 10 minutes past 11. 12 11 1 10 2 9 3 8 4 5 7 6

13. Senior Evaluation • 5. Time for Recalling the Words

14. Magical Words for Recall • Book • Salt • Flower • Finger • Train • Apple • Rug • Chimney • Meadow • Button

15. Senior Evaluation • 6. Get Up and Go Test • The number of seconds it takes for the clients to rise from a chair, walk 10 feet, return to the chair and sit back down. • Examiner looks to see if they need support, have a smooth gait, and are steady.

16. Be Careful What You Tell Your Doctor • More and more I see medical records that are not correct. • Entries are on someone else. • Incorrect Information, Patient does not have the condition mentioned. • Incomplete Information. Patient mentions a symptom and there is no resolution or follow-up

17. Be Careful What You Tell Your Doctor • 2. How does this affect your cases? • Client may be rated inappropriately. • You spend a lot of time tracking down information.

18. Be Careful What You Tell Your Doctor • 3. Here are some examples from actual medical charts that may not be accurate. • Patient has been depressed since she began seeing me in 1993. • Patient has chest pain if she lies on her left side for over 1 year. • The patient refused autopsy. • The patient has no previous history of suicide. • While in ER, patient examined, X-rated and sent home. • Rectal examination revealed a normal size thyroid • Examination of genitalia reveals that he is circus sized. • Discharge status: alive but without permission.

19. Be Careful What You Tell Your Doctor • 4. What Can You Do to Help. • Be as familiar as possible with your client’s medical history. • If they are rated, discuss the reason with your client and see if it makes sense to them. • If it doesn’t – don’t be afraid to reopen their case with underwriting.

20. Policy Audits • If you have past rated or declined client’s you should be doing policy audits. • Why?

21. Policy Audits • Mortality has improved for many medical conditions. • Insurance Companies tend to overreact on new findings or conditions. GGT Elevations and Sleep Apnea. • Your client may have improved their health. • An insurance company may want to be more competitive or carve out a niche. • Improved treatments. • May have stopped or decreased Aviational or Avocational activities. • Makes sense to stay in touch with your client even if you cannot better their rate.

22. Policy Audits • What are some conditions to review? • GGT and Sleep Apnea • Weight – especially if highly rated and they have lost 20lbs. and kept it off for 1 year. • Cardiac Cases declined due to recent bypass or angioplasty. Wait at least 6 months. • Coronary Artery Disease over 5 years. • Cancer - Especially if the rating is a flat extra for a cancer treated in the first year or table rating on a cancer 10 years post treatment.

23. Policy Audits • What are some conditions to review? • Diabetes with a high rating due to poor control that is now under control. • EKG and Treadmill ratings that are 5 years old. • Ulcerative Colitis with no problems for 3 years. • Motor Vehicle with no problems for 3 years. • Any condition that has shown improvement and there have been 3 or more years since rating.

24. Policy Audits • What CASES MUST HAVE • A noticeable improvement. • Regular Doctor follow up with testing in most cases. • Have been compliant with medication and treatment. • Must not have developed any other ratable conditions. • Works best with single impairment cases.

25. Questions?