KATHY’S CORNER: The Value of Pre-Qualifying Your ClientJulie Brooks
How many times have you worked with a client that appears to be in good health, but turns out not to be as healthy as you or the client thought? Maybe the client plays golf several days a week and walks daily for exercise, or in general leads an active lifestyle and appears to be the picture of good health. The unfortunate truth is that appearances can be deceiving. Regardless of how well you think you know the client, it is always best to pre-qualify before quoting, and certainly before taking an application.
When it comes to asking private health questions, many agents are dissuaded for fear their clients may be offended by such “invasive” questions. Unfortunately, not asking can lead to unexpected ratings and even declines once the client applies, which is never well received.
Often, the answer is to have the client complete a Quote Request or, for more serious concerns, a Pre-Qualification form. The basic information gathered on the form can reveal a health issue or combination of issues that may require a more detailed inquiry. Detailed issue-specific inquiry forms are available for many diseases or situations and can be used to ensure that the client is assessed as accurately as possible.
Once this information is received, if there are concerns, the case can then be pre-qualified with a variety of carriers to find the one with the most favorable underwriting offer. The initial offer is never a guarantee, as underwriting can still lead to a different offer once the application submitted, but it allows you to approach the client with the most accurate quote possible in order to create realistic expectations.
Our goal at Insurance Advisors is to provide tools and resources that assist you in being successful as an agent. Quote Request forms are available for Long Term Care, Disability and Life Insurance. Each one is designed to gather the information needed for you to present the best possible offer to your clients, and create lasting, trusted relationships.
By: Kathy Brooks, Account Relations Manager at Insurance Advisors, Inc.
September 27, 2019