SUB

STA

ND

AR

D L

IFE

SUB

STA

ND

AR

D L

IFE

INSU

RA

NC

E C

ASE

SIN

SUR

AN

CE

CA

SES

Tale

s o

f a R

efo

rmed

Tale

s o

f a R

efo

rmed

U

nd

erw

rite

rU

nd

erw

rite

r

Bob D

ecke

r, R

egio

nal

Direc

tor

John H

anco

ck U

SA

Fiel

d U

nder

writ

ing

Fiel

d U

nder

writ

ing

��W

hat

is

it?

What

is

it?

��W

hy

use

it?

Why

use

it?

––Cre

atin

g r

ealis

tic

expec

tations

Cre

atin

g r

ealis

tic

expec

tations

��As

a As

a ““ m

edic

al c

lose

med

ical

clo

se””

––D

o y

ou h

ave

a his

tory

of

. .

. ?

Do y

ou h

ave

a his

tory

of

. .

. ?

––W

hat

med

icat

ions

do y

ou t

ake

What

med

icat

ions

do y

ou t

ake

regula

rly?

regula

rly?

––W

hat

are

they

use

d f

or?

What

are

they

use

d f

or?

Follo

wFo

llow

-- up

Que

stio

ns

up Q

uest

ions

fo

rfo

rTe

n C

omm

on Im

pairm

ents

Te

n C

omm

on Im

pairm

ents

Dia

bete

sD

iabe

tes

��Age

at d

iagnosi

sAge

at d

iagnosi

s��

Typ

e 1 o

r Typ

e 2

Typ

e 1 o

r Typ

e 2

��D

egre

e of co

ntr

ol

Deg

ree

of co

ntr

ol

��Com

plic

atio

ns

Com

plic

atio

ns

Hyp

erte

nsio

nH

yper

tens

ion

��D

ate

of dia

gnosi

sD

ate

of dia

gnosi

s��

Deg

ree

of co

ntr

ol

Deg

ree

of co

ntr

ol

��Any

concu

rren

t im

pai

rmen

tAny

concu

rren

t im

pai

rmen

t

Cor

onar

y A

rtery

Dis

ease

Cor

onar

y A

rtery

Dis

ease

��D

ate

of dia

gnosi

sD

ate

of dia

gnosi

s��

Tre

atm

ent

Tre

atm

ent

��H

ow

man

y ve

ssel

s?

Whic

h o

nes

?H

ow

man

y ve

ssel

s?

Whic

h o

nes

?��

Curr

ent

impai

rmen

ts s

uch

as

Curr

ent

impai

rmen

ts s

uch

as

dia

bet

es,

stro

kedia

bet

es,

stro

ke��

Curr

ent

follo

wCurr

ent

follo

w-- u

pup

––Is

it

regula

r?Is

it

regula

r?––

Str

ess

test

s?Str

ess

test

s?

Stro

ke o

r TIA

Stro

ke o

r TIA

��D

ate

of dia

gnosi

sD

ate

of dia

gnosi

s��

Curr

ent

sym

pto

ms

Curr

ent

sym

pto

ms

��N

euro

logic

al d

efic

it r

emai

nin

gN

euro

logic

al d

efic

it r

emai

nin

g��

num

ber

of ep

isodes

num

ber

of ep

isodes

��Sm

oki

ng

Sm

oki

ng

Ulc

erat

ive

Col

itis:

Ulc

erat

ive

Col

itis:

Infla

mm

atio

n of

the

Col

onIn

flam

mat

ion

of th

e C

olon

��D

ate

of dia

gnosi

sD

ate

of dia

gnosi

s��

Freq

uen

cy o

f flar

eFr

equen

cy o

f flar

e-- u

ps

ups

��Tre

atm

ent

Tre

atm

ent

––Ste

roid

s?Ste

roid

s?

��D

ate

of la

st e

pis

ode

Dat

e of la

st e

pis

ode

Hep

atiti

sH

epat

itis

��D

ate

of dia

gnosi

sD

ate

of dia

gnosi

s��

Typ

e B o

r Typ

e C

Typ

e B o

r Typ

e C

��Bio

psy

done?

Bio

psy

done?

��Tre

atm

ent

Tre

atm

ent

––ef

fect

ive?

effe

ctiv

e?��

Curr

ent

alco

hol use

Curr

ent

alco

hol use

��Acu

te o

r ch

ronic

Acu

te o

r ch

ronic

Can

cer

Can

cer

��D

ate

of dia

gnosi

sD

ate

of dia

gnosi

s��

Loca

tion

Loca

tion

��Tre

atm

ent

and d

ate

of

last

Tre

atm

ent

and d

ate

of

last

tr

eatm

ent

trea

tmen

t��

Path

olo

gy

report

Path

olo

gy

report

Chr

onic

Obs

truct

ive

Pul

mon

ary

Chr

onic

Obs

truct

ive

Pul

mon

ary

Dis

ease

(CO

PD

)D

isea

se (C

OP

D)

��Sym

pto

ms

Sym

pto

ms

��Rec

ent

test

res

ults

Rec

ent

test

res

ults

��Sm

oki

ng

Sm

oki

ng

––in

the

pas

t or

curr

ent

in t

he

pas

t or

curr

ent

Alz

heim

erA

lzhe

imer

’’ s D

isea

ses

Dis

ease

��Age

at o

nse

tAge

at o

nse

t��

Dis

ease

sta

ble

?D

isea

se s

table

?��

Curr

ent

livin

g a

rran

gem

ents

Curr

ent

livin

g a

rran

gem

ents

Epi

leps

yE

pile

psy

��Age

at o

nse

tAge

at o

nse

t��

Typ

eTyp

e��

Dat

e of la

st s

eizu

reD

ate

of la

st s

eizu

re��

Com

plia

nt

with m

edic

atio

nCom

plia

nt

with m

edic

atio

n��

Alc

ohol ab

use

?Alc

ohol ab

use

?

How

Do

Rat

ings

Wor

k?H

ow D

o R

atin

gs W

ork?

How

Do

Rat

ings

Wor

k?H

ow D

o R

atin

gs W

ork?

��Sta

ndar

d m

ort

ality

Sta

ndar

d m

ort

ality

��Ext

ra m

ort

ality

table

sExt

ra m

ort

ality

table

s��

Max

imum

ext

ra m

ort

ality

Max

imum

ext

ra m

ort

ality

��Bet

ter

Bet

ter --

than

than

-- sta

ndar

d m

ort

ality

stan

dar

d m

ort

ality

Tabl

e S

havi

ng o

r Ta

ble

Sha

ving

or

Cre

ditin

g P

rogr

ams

Cre

ditin

g P

rogr

ams

Tabl

e S

havi

ng P

rogr

ams

Tabl

e S

havi

ng P

rogr

ams

��W

hat

are

they

?W

hat

are

they

?��

Do t

hey

hav

e lim

itat

ions?

Do t

hey

hav

e lim

itat

ions?

––D

egre

eD

egre

e––

Face

am

ount

Face

am

ount

––M

axim

um

age

Max

imum

age

��Are

they

eff

ective

?Are

they

eff

ective

?

Use

of

Use

of

Bro

kera

ge G

ener

al A

gent

sB

roke

rage

Gen

eral

Age

nts

Bro

kera

ge G

ener

al A

gent

sB

roke

rage

Gen

eral

Age

nts

��Acc

ess

for

care

er a

gen

tsAcc

ess

for

care

er a

gen

ts��

Acc

ess

for

indep

enden

t pro

duce

rsAcc

ess

for

indep

enden

t pro

duce

rs��

BG

A v

alue

BG

A v

alue-- a

dded

pro

posi

tion

added

pro

posi

tion

––Rep

rese

nt

a num

ber

of

carr

iers

Rep

rese

nt

a num

ber

of

carr

iers

––Q

uic

kly

shop t

he

risk

Quic

kly

shop t

he

risk

––Shar

e m

edic

al info

rmat

ion s

imultan

eousl

y Shar

e m

edic

al info

rmat

ion s

imultan

eousl

y w

ith s

ever

al c

arrier

sw

ith s

ever

al c

arrier

s––

Inte

rnal

or

exte

rnal

acc

ess

to p

rofe

ssio

nal

In

tern

al o

r ex

tern

al a

cces

s to

pro

fess

ional

under

write

rsunder

write

rs––

Ski

lled n

egotiat

ors

Ski

lled n

egotiat

ors

The

Rol

e of

Th

e R

ole

of

Rei

nsur

ance

Com

pani

esR

eins

uran

ce C

ompa

nies

Rei

nsur

ance

Com

pani

esR

eins

uran

ce C

ompa

nies

��W

hat

is

rein

sura

nce

?W

hat

is

rein

sura

nce

?––

Quota

shar

eQ

uota

shar

e––

Facu

ltat

ive

/ Subst

andar

d r

isks

Facu

ltat

ive

/ Subst

andar

d r

isks

––Polic

ies

larg

er t

han

the

direc

t ca

rrie

rPolic

ies

larg

er t

han

the

direc

t ca

rrie

r ’’ss

rete

ntion

rete

ntion

��H

ow

does

it

work

on a

rat

ed c

ase?

How

does

it

work

on a

rat

ed c

ase?

��Eff

ective

nes

s dim

inis

hed

ove

r th

e ye

ars

Eff

ective

nes

s dim

inis

hed

ove

r th

e ye

ars

––Fe

wer

in n

um

ber

Few

er in n

um

ber

––Lo

w inte

rest

rat

e en

viro

nm

ent

Low

inte

rest

rat

e en

viro

nm

ent

––Pre

ssure

by

direc

t ca

rrie

rs f

or

bet

ter

prici

ng

Pre

ssure

by

direc

t ca

rrie

rs f

or

bet

ter

prici

ng

on a

ll risk

son a

ll risk

s

Mak

ing

a M

akin

g a

Sub

stan

dard

Ris

k S

ubst

anda

rd R

isk

Less

Sub

stan

dard

Less

Sub

stan

dard

Mak

ing

a S

ubst

anda

rd R

isk

Mak

ing

a S

ubst

anda

rd R

isk

Less

Sub

stan

dard

Less

Sub

stan

dard

��Beg

in a

conve

rsat

ion w

ith t

he

Beg

in a

conve

rsat

ion w

ith t

he

under

write

runder

write

r��

Look

for

additio

nal

med

ical

rec

ord

sLo

ok

for

additio

nal

med

ical

rec

ord

s��

Cla

rify

ing let

ter

from

the

atte

ndin

g

Cla

rify

ing let

ter

from

the

atte

ndin

g

Phys

icia

nPhys

icia

n��

Pro

s an

d c

ons

of

additio

nal

med

ical

Pro

s an

d c

ons

of

additio

nal

med

ical

te

stin

gte

stin

g��

Leve

rage

actions

of

oth

er c

arrier

s if in

Leve

rage

actions

of

oth

er c

arrier

s if in

com

pet

itio

nco

mpet

itio

n

Cov

er L

ette

r C

over

Let

ter

Cov

er L

ette

rC

over

Let

ter

��W

hat

is

it?

What

is

it?

��W

hy

use

it?

W

hy

use

it?

��

What

should

it

cove

r?W

hat

should

it

cove

r?––

Purp

ose

of

the

cove

rage

Purp

ose

of

the

cove

rage

––H

ow

the

face

am

ount

was

det

erm

ined

How

the

face

am

ount

was

det

erm

ined

––Addre

ss a

ny

hea

lth iss

ues

Addre

ss a

ny

hea

lth iss

ues

––Ask

upfr

ont

for

bes

t poss

ible

off

er

Ask

upfr

ont

for

bes

t poss

ible

off

er

consi

der

ing a

ny

impai

rmen

tco

nsi

der

ing a

ny

impai

rmen

t

MIB

Mis

conc

eptio

nsM

IB M

isco

ncep

tions

MIB

Mis

conc

eptio

nsM

IB M

isco

ncep

tions

��O

nly

med

ical

codes

are

rep

ort

edO

nly

med

ical

codes

are

rep

ort

ed��

Both

good a

nd b

ad c

odes

are

rep

ort

edBoth

good a

nd b

ad c

odes

are

rep

ort

ed��

Under

writing c

lass

ific

atio

n a

nd r

eport

ing

Under

writing c

lass

ific

atio

n a

nd r

eport

ing

com

pan

y ar

e not

report

edco

mpan

y ar

e not

report

ed��

Codes

can

not

be

use

d t

o d

eter

min

e a

Codes

can

not

be

use

d t

o d

eter

min

e a

subst

andar

d c

lass

ific

atio

nsu

bst

andar

d c

lass

ific

atio

n��

The

Bure

auThe

Bure

au’’ s

purp

ose

is

to iden

tify

s

purp

ose

is

to iden

tify

is

sues

that

the

curr

ent

com

pan

y has

the

issu

es t

hat

the

curr

ent

com

pan

y has

the

option t

o inve

stig

ate

option t

o inve

stig

ate

Sub

stan

dard

Und

erw

ritin

g S

ubst

anda

rd U

nder

writ

ing

atatA

ges

Abo

ve 7

0A

ges

Abo

ve 7

0

Age

s A

bove

70

Age

s A

bove

70

��N

o t

able

shav

ing p

rogra

ms

No t

able

shav

ing p

rogra

ms

��G

reat

er e

mphas

is o

n c

ognitiv

e G

reat

er e

mphas

is o

n c

ognitiv

e is

sues

issu

es��

Above

age

80,

gen

eral

ly f

ewer

Above

age

80,

gen

eral

ly f

ewer

su

bst

andar

d c

lass

ific

atio

ns

avai

lable

subst

andar

d c

lass

ific

atio

ns

avai

lable

��Cove

r le

tter

on a

ll ca

ses

Cove

r le

tter

on a

ll ca

ses

��Rei

nsu

rers

gen

eral

ly n

ot

inte

rest

ed

Rei

nsu

rers

gen

eral

ly n

ot

inte

rest

ed

in c

lients

age

85 a

nd o

ver

in c

lients

age

85 a

nd o

ver

Pla

cing

the

Pla

cing

the

Sub

stan

dard

Cas

eS

ubst

anda

rd C

ase

Pla

cing

the

Sub

stan

dard

Cas

eP

laci

ng th

e S

ubst

anda

rd C

ase

��Sta

rt w

ith f

ield

under

writing

Sta

rt w

ith f

ield

under

writing

��Cre

ate

real

istic

expec

tation w

ith c

lient

Cre

ate

real

istic

expec

tation w

ith c

lient

��Pac

kage

the

applic

atio

n w

ith a

cove

r Pac

kage

the

applic

atio

n w

ith a

cove

r le

tter

lett

er��

If n

eces

sary

, sh

op t

he

case

with a

If

nec

essa

ry,

shop t

he

case

with a

bro

kera

ge

Gen

eral

Agen

cy o

r re

insu

rer

bro

kera

ge

Gen

eral

Agen

cy o

r re

insu

rer

��D

iscu

ssio

n w

ith t

he

clie

nt

Dis

cuss

ion w

ith t

he

clie

nt

––Ela

bora

te o

n t

he

extr

a w

ork

Ela

bora

te o

n t

he

extr

a w

ork

––D

iscu

ss t

he

exce

llent

off

erD

iscu

ss t

he

exce

llent

off

er