In most life insurance agents’ careers, it does not take long for the agent to submit a life insurance application that is approved with a substandard rating. When prospective policy owners learn that their life insurance has been issued with an additional premium to address their increased risk factors, reactions can include unsurprised acceptance, disbelief and even anger.
Most experienced agents have learned to anticipate a substandard issue case and begin to prepare their prospects for the likelihood of a substandard rating in advance of the application process. Preparing a prospect in advance establishes realistic expectations, prevents wounded feelings and is a mark of professionalism.
Occasionally, even the most seasoned agent is surprised by an adverse underwriting decision and must engage a prospect with disappointing news. Sometimes, when an agent explains that a substandard rating is being assessed due to information uncovered during the underwriting process, the prospect isn’t surprised and may even admit that they “forgot” to mention a particular element of health history or avocation.
Other times, prospects will vehemently protest the underwriting findings. It can be difficult to respond to these protests, since regulations with regard to privacy often prevent agents from fully knowing why a substandard rating has been assessed.
While prospects’ protests sometimes stem from a denial of fact, it is important that an agent take the time to listen to their prospects to ascertain whether an error possibly occurred in the underwriting process. Remember, underwriters make their decisions based on information obtained from several sources, including interviews, lab results, the Medical Information Bureau and attending physician statements. If an underwriter is supplied with errant data, they will likely come to an errant conclusion. Taking the time to do a little follow-up may make all the difference.
In 2009, we placed a mildly rated case that we presumed was due to the client’s build. When we placed the case, we explained to the insured that sometimes we have been able to improve an insured’s rating in the future if they are able to correct the issue that caused a rating.
Little did we know the positive influence our conversation would have on our policyholder! He joined a gym, hired a trainer, adjusted his diet and embarked on a life-changing course of action to improve his health.