2. Sell Your Case Once The Art of Field Underwriting
Dorothy Penney, HCB Underwriting Associate

3. Sell Your Case Once Because Once is TOUGH ENOUGH
Buying life insurance is a difficult process
Lengthy application process
Lots of personal information
Invasive questions
Surprises are NOT a good thing!

4. Stop the Surprises!
Thorough field underwriting is vital to the process
The more information you have, the better outcome you will get
Work with your regional underwriter
Use the resources on highlandbrokerage.com

5. When in doubt – standard is the best way out
Some common impairments that are usually standard:
Asthma
ADHD
Weight loss surgery in the last 5 years
ANY remote history of cancer
Depression with more than one med
Diabetes
Gestational diabetes
Sleep apnea

6. Common Impairments Usually Rated
Bipolar disorder
Post partum depression (depending how long ago)
Crohn’s or Ulcerative Colitis
Rheumatoid Arthritis
Atrial Fib
Stents
Chronic pain treated with opioid medications

7. Your Case Design Team
They can consult with us to determine best rate class to run
Saves time and money by running one set of realistic numbers
Provides you with a clearer outline of the case
Helps you to manage client expectations

8. Resources on highlandbrokerage.com
Good field underwriting is vital
Health e-Analyzer
Preliminary Underwriting Questionnaire
Field Underwriting Fact Finder
Worst case scenario, just get a list of medications