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July 02, 2006 at 04:00 PM
What do advisors need to know about offering life insurance at the older ages? Here are some tips, in alphabetical order:
1. Costs of coverage. Carriers have increased older age insurance rates in the past year, reflecting new understanding of risks in the market, says Lynne Rosenberg Kidd of Los Angeles, Calif. Healthy clients often can afford the coverage, she notes. But “if someone is rated over Table 4, it can get very expensive; the cases often don’t get placed.”
2. Cover letters and ownership forms. Include a cover letter with the life insurance application that paints a picture on how independent and active the older applicant is, suggests Kidd. “Does the client drive, see friends and family, or do gardening?” And be prepared to submit the signed form that many insurers now require, testifying that the life policy will not be sold, says David Schumer of Competitive Insurance Services.
3. Documentation. Document any information, advice or recommendations given to the client to show “this was a fully informed decision at the time that meets the person’s goals and objectives,” recommends Brian K. Atchinson of the Insurance Marketplace Standards Association.
4. Education. More older consumers are surfing the Internet and so may have more sophisticated knowledge about life insurance needs and choices, says Atchinson. But they still need clear communications from the advisor and opportunities to ask questions, he adds. Advisors need education, too, on the senior market and its products, tax issues and related areas, he continues, so take advantage of available courses. “There can be a business advantage for advisors who do it well,” he stresses. “It makes you more knowledgeable and better trained.”
5. Financial. “Ensure the purchase will not hardship the client in any way,” says Kidd. “If there isn’t enough money to pay the premiums comfortably, it’s not a good case to write.” Also, the insurance should not make the person worth more dead than alive, she says. Agreeing, “you can’t sell a $3 million policy to a senior who is living only on Social Security,” says Schumer. “There is no financial justification for doing that.”
6. Health. Although older people can and do qualify for life insurance, previous health history does make a difference, cautions Schumer. For instance, “companies want to see older applicants who are getting regular health care and checkups….They are looking for people who are what I call ‘frisky, not frail.’”
