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Heart of the Matter

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As one might expect, an advantage of working with the Private Wealth Management unit at The Hartford is the ability to gain access to “high-touch” services as well as having someone willing to go those extra steps to make sure that planners and their clients are satisfied. Sometimes this takes extraordinary effort.

Patti Hausherr, director of special markets for The Hartford’s individual life division, offers the example of a client who came to the new Private Wealth Management unit with a need for life insurance. The hitch in this case was that the client had “undergone a special heart procedure that was so new it wasn’t covered by her medical carrier.”

For most insurance companies this would probably have been an automatic refusal. Not for The Hartfod’s PWM group. Hausherr said that the group did need to know more about the procedure before agreeing to underwrite the client’s life insurance coverage.

Instead of asking the client for more information, or engaging in a lot of back-and-forth correspondence between the patient and her doctors, the PWM underwriters contacted her surgeon directly to find out exactly what was involved. After the surgeon had told them what they needed to know, The Hartford offered her a life insurance policy “at standard rates” in a situation where “other carriers might have declined to cover her.”