Underwriting

“Working Accurately and Efficiently”

2 types of Underwriting

1. Field Underwriting (Before the Sale)

▪ Phone

▪ In Person

▪ Electronic Communication (email, text, etc.)

2. Post Sale Underwriting▪ Submitted to Insurance Company

▪ Open Requirements

Conversation & Listening are key to uncovering the

“Facts” of your prospective client.

Field Underwriting

Need to Know• Who is going to be covered?

• Ages?

• Any RX? What for? How often? How Long?

• Tobacco Use?

• Height & Weight?

• Any surgeries or hospitalizations past 5yrs?

• DUIs?

• Is there any reason you think you wouldn’t qualify?

These answers give you an idea on what company you will be able

to help with.

Post Sale Underwriting

Need to Know

• How to check business? When?

• Terms? (PHI, MIB, Motor Vehicle, APS)

• Who to Call? When to Call?

• Ordering Exams? What to Order?

• Amendments / Delivery Requirements

Business issued = $$$$$$$$$$

Underwriting Guide-Assurity

• Each Product has its own underwriting guide

Underwriting Guide-Assurity

Qualifications

• Height/Weight

• Health Conditions & additional information needed

Underwriting Guide-Surbridge

• Downloads to PDF

Underwriting Guide-Surbridge

Underwriting Guides

• Read them!!!

• Have them Saved!!!

• Use Them!!!

• Be Prepared!!!

“Knowing underwriting guides are just as

important as knowing the products.”

Telephone Interviews (PHI)

Prep your client

• Random

• Answer “Yes” or “No”

• Don’t self Diagnose (Web MD)

• Be truthful & honest (They know)

• Know the info on the application

Telephone Interview #’s and Times

Assurity (877) 611-4701

• Mon-Thur 8am-10pm

• Friday 8am-7pm

• Saturday 10am-2pm

Surbridge (800) 791-5793

• Mon-Fri 8am-5pm

*There is a possibility that the client may have to leave

a message for call back for Surbridge.

Checking Business in Underwriting

Assurity

Checking Business in Underwriting

Surbridge

Common Underwriting Open Requirements

• MIB (Medical Information Bureau) –An in site into you medical

background. Most insurance companies will request an MIB. Most of the

time this open requirement there isn’t anything you can do to speed

up. (24-48 hr.) Exception: Insurance companies may suggest your

client to get there MIB themselves if the client thinks there is a

discrepancy.

• Script Check- A look into the RX currently taken or have taken in the

past. Most insurance companies will request. This open requirement

there isn’t anything you can do to speed up (24-48hr)

• Motor Vehicle Record– Driving record verification (24-48hr)

These are your most common requirements that an insurance company

will require and in most cases are mandatory before decision is made.

Additional Underwriting Open Requirements

• Referred to Underwriting- Case has been turned over to an

underwriter to check information collected 24-48hrs

• APS (Attending Physician Statement)- Doctor records are needed to

clarify information. Phone interviews and client being prepared for

these interviews can help eliminate some of these requirements. Once

APS is ordered you can help speed up the process by having your client

contact the doctor to ask them to send ASAP. 30+days

• Paramedical Exam/Blood Profile/EKG- ParaMed exam results. Days?

• Anti-Money Laundering- Typically for “Cash Value” policies. Assurity

will require you to take there Anti-Money Laundering. Email from

carrier to complete. 24 hrs to receive email

• Agent Correspondence- Information need by insurance company

typically can be called in by agent for verification.

Example: Acci-Saver (Occupational Duties)

Amendments & Delivery Requirements

Amendments- Most amendments we are getting sent to us so you do not

have to wait for policy to be mailed

Examples: Occupation details, Personnel Info (SS#/DOB),

Change in benefits, Removal of Riders

Delivery requirements- These items most of the time have to wait for

original in mailed policy

Examples: Delivery Acknowledgment & Agreements, Signed

Illustrations, Approved Special Class acknowledgments

Rule of thumb: If it’s an Amendment we can get for you. If it is Delivery

Requirement it must wait original in policy

Key Contacts & Process for Issues

Assurity (800) 276-7619

1. Underwriting Ext. 4264

2. AC Financial Group (Andy)

Surbridge (888) 797-4447

1. Customer Service

2. Jesse Brewer email: Jesse.Brewer@hmkts.com

3. AC Financial Group (Andy)

*To avoid issues make sure your Field Underwriting is excellent

Para-Medical Exams

If a Para-Medical exam is needed and it is our responsibility to order the

exam, follow these steps.

Exam One

1. 1.877.933.9261

▪ Info Needed: Client Name, DOB, Address, Insurance Co., Phone #, Product

▪ Knowing what product is being applied and Exam One will know what tests are needed

for the insurance company

▪ Order only after application has been completely submitted to the insurance company

2. https://www.examone.com/locations/

▪ If your client would like to go into an office Exam One has pre-approved offices in

most areas.

Working Accurately and Efficiently

• Increase your ROI (Return on Investment)

• Come to a Conclusion sooner

• Decreases underwriting time

• Lessen return trips

• Issue Faster

“Everyone we meet thinks they are healthy but surprises arise. What they

think is healthy is not always how the insurance companies look at it.”

CI BONUS FOR AUGUST

*If you wrote at least 1 CI in July you qualify for August Bonus

Assurity:

*Simplified CI *Fully Underwritten *Worksite

*Non-Med or Med 350 Term w/$50,000 CI rider+

▪5 apps $100

▪10 apps $250 $350

▪15 apps $500 $850

▪20 apps $1,00 $1,850

❖ 25 apps + Dinner at Morton’s Steak

House