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CPS RELIABLE Underwriting

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How Our Underwriting Team Can Help You Make A Difference To Your Clients

One of the most important aspects to placing more business is a knowledgeable underwriting team to be your advocate for those challenging cases. Our Life Underwriting Team has a philosophy we call “never say never”.

We don’t give up on a case because it’s difficult. We take on the challenge and look outside the box for solutions.

This innovation sets us apart from the rest and helps to get more cases placed for your clients.
 
Here’s a recent example:
 
We were presented with case on a 53 year old seeking $2 million of IUL coverage. Initial tentative assessment of the case was a Table 6 due to a long history of Chronic Kidney Disease with abnormal kidney function testing and impaired fasting glucose, subject to review of additional records. The client then submitted a formal application at the Table 6 rating.
 
  • Upon review of the additional required medical records, the case was later declined due to elevated A1c (average blood sugar) of 6.5% found in the additional records.
  • The lab report was of somewhat poor quality and our Underwriting team questioned the true A1c reading. We reached back out to the underwriter to discuss and they agreed to review a clearer page of the report to further confirm the A1c.
  • We obtained a clearer copy showing the A1c reading was actually 5.8%. As a result, the case was approved at the initial Table 6 rate class, as applied!
If we had not gone back to the carrier for reconsideration, the case would have remained a decline on the books. Another way we made a difference to our broker and the client.
 
Let our Underwriting Team help you with your challenging cases and generate more sales this year. We look forward to hearing from you.
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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 us, we 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 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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Underwriting Program Improves Sub-Standard Ratings

One of our A+ rated carriers has underwriting crediting program that will benefit more of your clients.
 
Here’s an example:
  • Seeking term coverage
  • 45-year-old male, non-tobacco
  • History of bipolar disorder with occasional minor episodes treated with medication on an as-needed basis – no daily medication
  • History of elevated cholesterol with favorable cholesterol ratio of 3.17
  • Family history of early heart disease – had a coronary artery calcium score test 3 years ago showing a zero calcium score (no heart disease)
  • Favorable height/weight 5’10” 174 lbs. (BMI 25.0)
Initial assessment is Table B, but with the application of this crediting program, a more favorable underwriting decision is possible. Underwriting outcome; Standard!
 
Our Underwriting Team is here to help with all your impaired risk cases. Please contact us today for more information about this carrier and how we can help boost your sales.
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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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Placing Sleep Apnea Cases: A Breath Of Fresh Air

Imagine the thought of not being able to take in a breath, then suddenly gasping for air when you’re able to breathe in again. Now, you’re probably thinking to yourself this sounds a lot like the feeling you sometimes get with certain not-so-favorable offers on impaired risk cases!
 
All kidding aside, this is actually what happens with people who have sleep apnea. An individual suffering from sleep apnea may not even be aware of it while it’s happening, but could still experience symptoms – most commonly, daytime sleepiness, morning headaches and loud snoring. Sleep apnea restricts oxygen to vital organs and if left untreated, it can lead to more serious conditions such as heart arrhythmias, stroke and diabetes.
 
Diagnosis is usually made after undergoing an overnight sleep study. Severity is measured by the Apnea/Hypopnea Index (AHI) which represents the number of episodes per hour. An AHI score of 5-14 indicates mild severity, 15-30 indicates moderate and over 30 is considered severe.
 
CPAP (Continuous Positive Airway Pressure) is usually the recommended treatment. Other treatments may include dental appliances or surgery. Follow up sleep studies to monitor the effectiveness of treatment are also often recommended.
 
So what does all this mean for life underwriting?

The key to favorable outcomes isn’t as much the severity at diagnosis as it is the follow up and compliance to treatment.

In some cases, lack of compliance or failure to follow up can lead to highly rated offers and declines.
 
Take for instance this case involving severe sleep apnea but with good follow up and compliance:
  • 66 year old male applying for $500k of Term coverage
  • Lifetime non-smoker
  • Height 6’ 4”, weight 220 lbs
  • Hypertension, well controlled on Amlodipine
  • High cholesterol, well controlled on Pravastatin
  • A sleep study done in 2016 revealed severe obstructive sleep apnea with an AHI of 78 and CPAP treatment was initiated
  • Sleep apnea is well controlled, without symptoms, and good compliance on nightly CPAP use.
Underwriting decision: Preferred NS for the sleep apnea history!
 
Place more business and earn more commissions! Our Underwriting Team is here to help you get the best possible underwriting offer on each and every case.
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1st And Goal: A Carrier Winning Play In Underwriting

Have you ever had a case resistant to the end zone, defeated by a carrier’s strong defense?

On the field of impairment risk underwriting and in a contest of carrier vs. carrier, the final scoreboard can be unpredictable.

Let’s review the highlight reel of a recent case to get to a carrier winning play:

A 70 year old male seeking $1 million of term coverage, Non-Smoker, 5’10” 180 lbs., takes medication for cholesterol. Was diagnosed with non-obstructive heart disease by coronary calcium score in 2016 and showing some progression in 2023 on a repeat calcium score. He is well followed and up to date on cardiovascular testing, including a nuclear stress test and carotid ultrasound in late 2023 with normal findings. He also has well controlled and stable pre-diabetes with current normal A1c reading.

What does the scorecard look like?

Carrier #1 – A giant loss as they declined to offer.

Carrier #2 – Their tentative Table D NT offer fell short of a first down.

Carrier #3 – Despite a healthy crediting program in their playbook, Table B NT was their best offer.

Carrier #4 – Touchdown with Standard Plus NT!

When you’re at the line of scrimmage, making the right call is essential to moving the ball down the field and into the end zone.

Our Underwriting Team, made up of experts and all-star level talent, is here to help you scout the carriers, even the playing field – and win cases.

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