The he Ne New Indust Industry Stan andard ard Elev Elevate Y - - PowerPoint PPT Presentation

The he Ne New Indust Industry Stan andard ard

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D eni nise L Liston

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D emerri Bond

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maha ha Tammy mmy Bucella la – John H

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Amy my C hamb mbers – G enwor nworth

Elev Elevate Y e Your Pla laceme ement Rate

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• Younger and younger applicants
• No lifetime benefits
• Higher elimination periods
• Decreasing carriers in traditional marketplace
• Growing combo products
• LTC Riders
• Chronic Illness Riders

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• Blurred lines across product underwriting
• Tele-applications
• Leveraging past experiences

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• Medical Records
• MIB
• ParaMeds
• Pharmacy data bases
• Tele-applications
• Others……..

6 For Agent/Advisor Use Only

• By not being in the home you can ask more questions which

will be important for fact gathering without seeming like you are asking “the obvious”

• Tele-sales requires keen listening and probing skills
• It is easier for the applicant to provide more complete

medical information as you are a friendly voice versus someone with whom they have an established relationship

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In-Home Sales Advantage

• Sales agents need to “Use Their Senses”
• Hearing, Vision, Smell

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In-Home Sales Advantage

• Home environment is key to independent living

– Do you live in a private home/apartment? – Do you have any stairs that you go up and down? – Do you prepare your own meals? – Do you do your own laundry and housework? – Do you have bath bars or a shower seat installed in your bathroom?

• Evaluate and report on complete past and present health

status

– “Have you been hospitalized in the last 2 or 3 years or have you had any medical conditions such as Memory Problems, Stroke, Cancer, Parkinson’s disease or Diabetes?”

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• Never Assume

– Ask all the questions – even if you think you know the answer – Tele-application will not allow you to bypass questions

• Ask the client their height and weight

– Can you tell me your approximate height and weight? – Was this done at your physician’s office? If not, when was the last time your weight was measured there? How does this differ from what you reported?

• Medication use indicates an acute or chronic medical condition and can help you

probe further

– “Could you tell me the names of any prescription drugs you take? – Medications disclosed will set the stage for further probing – also ask them to tell you the reason each is being used… – If they don’t know it is not a good sign

For Agent/Advisor Use Only

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• 54 year old male
• Married
• Working full time as a teacher
• 5’10” and 190 pounds
• Saw physician in May 2014 for knee pain
• Medications:

– Naproxen for “arthritis” – Flexeril for “back”

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• October 2013 – Annual exam, back pain still bothering him, worse after helping daughter

move, numbness left leg, refer to pain management, last MRI 2010 degenerative disc disease, mild foraminal stenosis, may need updated MRI

• November 2013 – referral from PCP

, back pain, recent exacerbation, has numbness radiating to left leg, schedule Epidural Steroid Injection, review old MRI ddd, spinal stenosis

– Epidural Steroid Injection completed, follow-up in 3 weeks

• Jan 2014 – back pain improved, no numbness noted, still occasional spasm, Flexeril

prescribed, f/u prn

• May 2014 – right knee pain, swelling, old injury, wants injection, steroid injection

completed, Naproxen prescribed, if not better see physical therapy, consider MRI.

• October 2014 – Annual exam, doing okay, knee pain better after completed physical therapy

September, saw Pain Management for his ongoing back issues, had Epidural Steroid Injection

Approving Vs. Declining Underwriter

For Agent/Advisor Use Only

15 15 For Agent/Advisor Use Only

– 65 year old female – Spouse not applying – Retired Nurse – 5’7” and 120 pounds – Saw physician in September 2014 for “checkup” – Coronary Artery Disease with stent in 2012 – Has lost 30 pounds – Quit smoking in January 2013 – Medications:

• Prozac for “mild depression”
• Amlodipine since “stent”
• Symbicort for “allergies and colds” only used occasionally
• Calcium for “osteoporosis”

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• November 2014 – “no appetite since spouse died, has lost about 30

pounds”, Prozac prescribed, refer for counseling, “started smoking again, but trying to quit, difficulty since spouse died”

• History of Coronary Artery Disease
• History of COPD, Symbicort daily, Albuterol as needed, FEV1 68%
• History of Transient Ischemic Attack 2009
• History of Osteoporosis – “does not want to take Fosamax,” wants

Calcium and Vitamin D only, last dexa scan in 2011 lumbar spine t- score -3.0.

Approving Vs. Declining Underwriter

For Agent/Advisor Use Only

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• 34 year old male
• Single
• Full time Attorney
• 5’7” and 160 pounds
• Saw physician in within the past year for “checkup”
• Medications:

– None

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• Family History

– Mother deceased at age 48

• Huntington’s Chorea

– Father alive and age 62

• Healthy
• Medical Records

– February 2013 – new patient, healthy male, 5’10” 160 pounds, BP 110/70, father healthy, no siblings, cardiac negative, neuro work up negative, no complaints

Approving Vs. Declining Underwriter

For Agent/Advisor Use Only

23 23 For Agent/Advisor Use Only

– 63 year old female – Widowed – Retired – 5’5” and 165 pounds – Medications:

• Prozac for “mood”
• HCTZ for “water retention”
• Fosomax for “prevention”
• Metformin for “metabolic syndrome”
• Flexeril for “neck pain”
• Lipitor for “cholesterol”

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• November 2014 – 6 month follow-up with PCP; 185 pounds; BP 140/80; no complaints, normal review of

symptoms

– Moderate Degenerative disc disease of cervical spine since 2010 – Osteoporosis since 2011

• T-score -2.9

– Seasonal Asthma – Glucose Intolerance since 2011 – Hypertension since 2008 – Hyperlipidemia since 2009

• Blood work

– A1c 6.3 – Cholesterol 220

• Plans

– Bone Density Study – Schedule appointment with dietician – Follow-up in 6 months

Approving Vs. Declining Underwriter

For Agent/Advisor Use Only

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• 56 year old male
• Spouse is applying
• Full time Paramedic
• 5’10” and 205 pounds
• Medications:

– Lisinopril for “hypertension”

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• Paramedical

– Blood pressure 120/70 – Labs

• Cholesterol ratio 6.4%
• Triglycerides 324
• Glucose 125
• A1C 6.5%

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• Medical Records – Primary Care

– December 17, 2014 – blurred and double vision – saw his

• phthalmologist and was referred to a neurologist

– February 20, 2015 follow up visit for his high blood pressure and arrhythmia; 5’10” 211 pounds BP normal and arrhythmia is stable

• Medical Records - Neurologist

– March 5, 2015 blurred vision and double vision – symptoms lasted 1

• week. An MRI was normal. Further work up is recommended to include

labs, a carotid ultrasound, and a CTA to determine the cause and was noted to be medically necessary.

Approving Vs. Declining Underwriter

For Agent/Advisor Use Only

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• 54 year old female
• Spouse is applying
• Full time Stylist
• 5’8” and 128 pounds
• PCP for singles one month prior to application
• Medications:

– Armour for “thyroid” – Atorvastatin for “cholesterol”

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• Paramedical

– Blood pressure 98/63 – Labs

• All Normal

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• Primary Care

– November 21, 2014 – Blood pressure check and labs – BP 108/80 cholesterol 207 – February 20, 2014 follow up visit for her high blood pressure and arrhythmia; 5’10” 121 pounds BP normal and arrhythmia is stable

Approving Vs. Declining Underwriter

36 36 For Agent/Advisor Use Only

37 37 For Agent/Advisor Use Only

38 38 For Agent/Advisor Use Only

Thank You