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CPS Horizon Underwriting

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Expedite Cases With Field Underwriting

Nothing makes an underwriter happier than details to health histories.

When a health history (“I’ve got a guy” scenario) is shared with me, I look for the basics of the Who/What/Where/When and Why.

These details help frame the health history and add context.
 
The standard set of questions include:
  • What is the nature of illness / health issue or underlying cause? For example:
    • For cancer, type of cancer, area affected, Stage and Grade, PSA readings (if applicable), any recurrence or cancer spread
    • For Diabetes, most recent A1c reading, Type 1 or Type 2
  • Date diagnosed?
  • Diagnosed as Mild, Moderate or Severe?
  • How is the health issue treated?
  • Are symptoms well controlled?
  • Any complications?
  • Fully recovered?
  • Date of last follow-up with a physician and the outcome
  • Present Condition
Also helpful:
  • Height and Weight
  • Any use of tobacco products (cigarettes, cigar, tobacco chew, e-cigs)
  • Any family history such as diabetes or cancer
Every additional detail gleaned or morsel of information provided, builds the story of each particular individual – and allows the underwriter to provide a firmer response with quicker turnaround time, versus working with gaps in information in what could have been a well written story.
 
Presenting each client’s history to the carriers in the best possible light will allow us to provide you with solid recommendations, the best carrier options, products and plan for a successful outcome.
 
Our Underwriting Team is here to provide guidance and direction – the full story of each client’s health history has a shot at a happy ending.
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High BMI Weighing You Down?

Our Underwriting Department can help you make the sale for your clients whose heavy build may be weighing down a chance for a favorable underwriting decision.
 
The reality is…
  • 71% of American adults are considered overweight and nearly 40% considered obese
  • 20% of American adolescents ages 12-19 are overweight or obese
  • 18% of American children ages 6-11 are overweight or obese
Here are some case examples from A+ carriers that may surprise you:
  • A male non-smoker, 5’11” and 265 lbs. and in good health otherwise could qualify for STANDARD rates
  • A female non-smoker, 5’4” and 235 lbs. could qualify for STANDARD rates assuming no co-morbidities (heart disease, diabetes, sleep apnea, etc.)
Call our Underwriting Department today to turn real life cases into success stories for you and your client.
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Underwriting Recreational Marijuana

Did you know that Non-Smoker rate classes are available on marijuana use? In some cases, Preferred Non-Smoker rate classes may be possible.
 
Take a look at these potential rate classes for recreational marijuana use:
  • 8 or less days per month may qualify for Preferred Plus Non-Smoker
  • Up to 3 times per week may qualify for Preferred Non-Smoker
  • If no more than 1 time per day and up to 4-6 times per week may qualify for Standard Non-Smoker
Contact the Underwriting Team for best possible outcomes on marijuana use.
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Underwriting Niches Lead To Opportunities To Place More Cases

We know how to elevate your sales. We are experts when it comes to new and innovative underwriting changes. We also know which carriers to recommend for your challenging clients.

Bottom line, we find ways to say “yes” to your cases.

We represent carriers that can offer:
  • Right away to individuals after treatment is completed for early stage prostate and breast cancer
  • Preferred Non-Smoker rates to your clients who use marijuana on a regular basis
  • Up to $3 million of term or permanent plan coverage to your healthy clients without any exam requirements, and can still offer their Super Preferred rates
  • Standard or even better to your clients with Type 2 diabetes
  • Preferred classes to your overweight clients
  • Preferred Best rates even if someone’s total cholesterol level is up to 300
  • Preferred Best rates for someone who is treated for depression
  • Preferred or better for your clients treated for sleep apnea using their CPAP machine on a nightly basis
  • Non-Smoker rates to your clients who smoke cigars or pipes or use tobacco chew on a regular basis (even daily) and have a positive specimen for nicotine
Contact the Life Underwriting Team – get some Preferred Best service as we help you with your next case!
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Client’s Family History Have You Down? We Have a Solution!

If you feel challenged with significant adverse family history compromising your client’s ability to achieve Preferred rates, we have a solution.

Our Underwriting Team is here to help with all your impaired risk cases.

Here are some examples:
 
Example #1
  • 67- year- old male
  • 5’10”, 190 lbs.
  • BP averages 140/84, total cholesterol 218, & Chol/HDL ratio 4.6
  • Father died at age 45 due to a heart attack and mother died at age 60 due to advanced breast cancer
  • No other adverse medical history in his APS records
Underwriting Decision: Preferred Best!
 
Key Factor: Family history is NOT considered when the proposed insured is older than 65. Therefore, the fact that our individual had two parents dying of heart disease/cancer at age 60 and younger had no bearing on the final decision.
 
Example #2
  • 42- year- old female
  • 5’3”, 154 lbs.
  • BP averages 130/80, total cholesterol 220, & Chol/HDL ratio 4.2
  • Both hypertension and cholesterol are currently being treated with medications
  • Father passed away at age 59 due to prostate cancer
  • No other adverse medical history in her APS records
Underwriting Decision: Preferred Best!
 
Key Factor: Gender specific cancers are not considered on proposed insured’s of the opposite sex. Since our female applicant’s adverse family history was due to a male disease, it also had no bearing on the final decision.
 
Please contact us today for more information about this carrier and how we can help boost your sales.
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Preferred Is Possible For Thyroid Cancer

The thyroid is a butterfly-shaped gland located at the front base of the neck. It produces hormones that regulate heart rate, blood pressure, body temperature and weight.
 
Thyroid cancer occurs when abnormal cells grow in the thyroid gland. The incidence of thyroid cancer seems to be increasing as new technology is allowing doctors to find small thyroid cancers that may not have been found in the past. The most common type of thyroid cancer is papillary carcinoma and has a good prognosis, particularly in individuals less than 50 years old.

One of our A+ carriers takes an aggressive approach to underwriting thyroid cancer and in some cases, can offer Preferred rates.

Take a look at this case study:
  • Female, age 43, non smoker
  • Stage I papillary thyroid cancer diagnosed and treated 2 years ago
  • Completes regular physician follow ups
  • May qualify for PREFERRED Non Tobacco rates
Contact our Underwriting Team on your thyroid cancer cases and lets work together to get the offer you need!
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Extended Shelf Life Of Medical Requirements Can Help Boost Your Sales!

The idea of getting your client examined for life insurance can be a challenge.

Asking for a second exam after one was done in the not so distant past can jeopardize a sale. Worry no more.

Consider the following:
 
A 70 year-old female applied for $10 million of life insurance coverage with another company, was approved, and the policy placed in-force over six months ago. She now desires additional coverage for the same amount, but does not want to go through another exam. Her previous exam, lab and resting EKG were completed over nine months ago.
 
Many of our A-rated carriers will accept the older requirements for up to 12 months, so your client does not have to be inconvenienced by scheduling new testing as long as a non-med part 2 is completed along with the application.
 
Another of our carriers has some other special guidelines they follow: They can use another company’s inspection report for up to a year; and for those clients ages 70 and older, they can accept cognitive testing previously done for up to one year in addition to resting EKGs and inspection reports – although they will need a new exam and labs after a 6 month time-frame.
 
Take advantage of these guidelines when you can, give us a call to discuss the details of your cases – the Underwriting Department is here to help.
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Cholesterol Isn’t Half Bad

It may surprise you to know that cholesterol itself isn’t bad. Cholesterol is one of the many substances created and used by our bodies to keep us healthy. Some of the cholesterol we need is produced naturally while some of it comes from what we eat.
 
There are two types of cholesterol: HDL, the “good” cholesterol, and LDL, the “bad” cholesterol. A healthy level of HDL helps protect against heart disease and stroke.
 
The total cholesterol-to-HDL ratio (chol/HDL ratio) is also an indicator in determining an individual’s risk of developing heart disease. This ratio is obtained by dividing the total cholesterol value by the value of the HDL cholesterol. Healthy, higher levels of HDL – the “good” cholesterol – helps to drive down the ratio. This is a good thing! Low ratios indicate a lower risk and, thus, are more desirable.

Some carriers no longer look at total cholesterol in assessing risk, but reviews only the cholesterol/HDL ratio instead.

Now clients with high total cholesterol but lower, favorable ratios can still qualify for best rates.
 
Consider these examples:
  • Male client, age 45, NS
  • Seeking $2 mil of Term, Cholesterol on exam was 298 with a Chol/HDL ratio of 5.0
  • Does not take any medication
Underwriting outcome: PREFERRED BEST!
  • Female client, age 60, NS
  • Seeking $1 mil of UL, Cholesterol on exam was 275 with a Chol/HDL ratio of 6.0
  • Takes a prescribed cholesterol medication
Underwriting outcome: PREFERRED!
  • Male client, age 52, NS
  • Seeking $500k of Term, Cholesterol on exam was 260 with a Chol/HDL ratio of 7.0
  • Takes a prescribed cholesterol medication
Underwriting outcome: STANDARD PLUS!
 
*Total cholesterol cannot exceed 299
 
We also have other top rated carriers who use only cholesterol/HDL ratios in their underwriting criteria.
 
Contact our Underwriting Team today for more information and let us help you boost your sales this quarter!
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Become A 3-Point Shooter By Understanding The proBNP

Just as basketball fans had to get used to the 3-point shot first debuted by the NBA in the 1979-80 season, we must get used to current trends in underwriting.
 
A blood test was introduced into the game and has been around for several years now. It’s called the proBNP.
 
What is it? The proBNP blood test is a marker for overall cardiovascular risk and a marker of long-term mortality in individuals with heart disease. It is released by the heart as a natural response to when the heart is not strong enough to pump adequate blood and nutrients to meet the body’s needs – when it is deprived of oxygen, or when the main heart muscle is enlarged from working too hard.
 
If the proBNP is abnormal on an exam lab panel, some carriers will automatically decline the applicant or ask for an additional cardiac work-up at the his/her expense in order to reconsider.

However, if the proBNP is favorable on an exam lab panel, carriers may be able to use the result as an underwriting credit for applicants ages 70 and up.

Here’s an example:
  • Male, Age 75, Non Smoker; Seeking $500,000 of UL coverage
  • History of a TIA (mini-stroke) 3 years ago
  • Followed closely by his physician
  • Insurance lab panel showed a proBNP of 55 (normal)
Under normal circumstances, this would be a mild substandard rate – however, with the credit, he can now qualify for Standard. That’s a 3-pointer and a win-win for us all!
 
Contact your Life Underwriting Department for more information.
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Best Rates Are Possible For History Of Gastric Ulcers

Gastric ulcers, also known as peptic ulcers, are localized areas of erosion in the stomach lining that result in abdominal pain, possible bleeding and other gastrointestinal symptoms.
 
The most common cause of these ulcers is infection of the stomach by bacteria called Helicobacter pylori (H.pylori). Other risk factors include alcohol use, smoking and use of nonsteroidal anti-inflammatory drugs (NSAIDs).

Ulcers that are successfully treated with good follow up and documentation of healing generally get more favorable underwriting outcomes.

Take a look at this case study:
 
  • 59 year old male
  • $1 million of Term coverage
  • 5’9”, 140 lbs
  • Lifelong non-smoker
  • No adverse family history
  • Diagnosed with a non-bleeding gastric ulcer in 2018. Takes over-the-counter medication for heartburn symptoms
  • No alcohol use
Underwriting Decision: Select Preferred!
 
Contact our Underwriting Team for more information and let us help you find ways to generate more sales with great underwriting offers!

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