|
6. Q. What is the best underwriting category to quote?
A. The more information you can get on a potential client, the better. Height/weight, family history, medications, past medical problems, cholesterol readings and tobacco use can all play a very important role in deciding how to quote a person. Keep in mind that the cheapest on a spread sheet might not be the best deal for that client, as companies vary by what is required for the best category. Some may require 5 years of no tobacco use, while others may only require 3. Some need the cholesterol to be under 220 or even 200 for the best category while others may allow up to 250. Out of a hundred people, 2 are not insurable and will need Guaranteed Issue/Graded Benefit contracts, 8 will be table rated, and 90 will qualify for standard or better. Were they fit with these companies varies and some companies place less than 15% in the top category.
7. Q. What if my client claims they don’t use tobacco, but the HOS shows positive for nicotine. Can the re-test?
A. Most companies will not allow re-tests for nicotine. These tests are extremely accurate and allow for second hand smoke. It should be stressed to your client that nicotine can stay in the system for up to 2 weeks after something even as innocent as having a cigar on a night out with “the gang”. Remember, most companies consider any form of nicotine as tobacco use, even Nicorette gum or the patch. There are some companies that will consider an occasional use of a cigar as PNTU, provided the HOS is completely clear of nicotine.
8. Q. What about high BP or Cholesterol readings?
A. If it is situational and supported by Doctor’s records and improved lab results from other test (not done at the expense of the company), the underwriter may average the readings to get a more accurate assessment.
9. Q. What advice do I give my client for the paramed exam?
A. Limit use of alcohol and over-the-counter drugs and get plenty of rest the night before. Drink lots of water an hour or so before the exam. It is a good idea not to have had anything to eat or drink (besides water) for several hours prior to giving blood or urine samples. Most of all, RELAX!
Continued next page
|
