I’m a 30-something male, which carries with it several stereotypes. Yes, I enjoy tasting craft beers. Yes, I will play videogames for an entire Saturday if given the chance. Yes, grey hair is invading my goatee. And, no, I will not go to the doctor unless it feels like I have somehow contracted the black plague.
The bone isn’t poking through the skin so it might not be broken … So what if I’ve had this sinus infection for 10 days? That just means it’s a worthy adversary and victory will be sweeter after I defeat it! (Fist shaking triumphantly)
Some of us just don’t go to the doctor. Why should we go when we feel fine? We’ll go if we get sick – like, really sick. No news is good news, right? WRONG.
For most people, especially for life insurance applicants, regular office visits and routine screenings are a good thing.
Think about taking your car in for an oil change. Invariably at the end there’s a quick meeting with the technician where you’re informed of all of their other recommended services, based on the mileage on your car. But, you came in for the $30 oil change – not the $250 tune-up. It’s true your car would benefit from the extra cleanings and flushes, but you can put it off, right? You politely tell the technician, “Next time. I’ll do it next time.” Then you cross your fingers and hope for no engine trouble until then …
Now, think about the recommended maintenance you should be doing for your health. Maybe you’re 40, so based on your mileage, you could use a PSA and an EKG, and you might even consider a colonoscopy. If your “vehicle” is currently running smoothly, it’s easy to think you can wait until “next time.” But your doctor recommends these screenings for a reason – they can help identify potential problems early and help you avoid any “engine trouble” down the road.
Imagine a world where your car insurance premiums are based in part on the number of maintenance procedures you’ve completed. If you’ve done them all, you get the most discounts because your insurance company is confident you’re driving a safe car.
That’s sort of how it works with life insurance. Underwriters want to be confident in your health and are looking for clues to what I would call “the big uglies” – warning signs of major health problems. Our job is to essentially figure out who has the highest likelihood early mortality. So, if I have 20 nearly identical 50-year-olds in front of me, and five of them have had all their “routine maintenance” completed, I’ll put my money (or discount) on those five.
In a nutshell, screening tests can eliminate some significant concerns in the world of life insurance underwriting. The more concerns an underwriter can eliminate, the better a client’s pricing could become.
Mick has nearly 18 years of experience in brokerage case management and underwriting. In all that time, he’s seen nearly every manifestation of a “challenging case,” whether it be medical, financial or procedural. He has a passion for problem-solving and making sure all parties understand the “why” of any given challenge. When not underwriting, Mick enjoys movies, golf and coaching little league baseball.
As an Air Force wife of more than 30 years, I had a front-row seat on a very special life experience.
My husband flew fighter jets, making him part of an elite group of individuals and me a member of a unique sorority of women, making lifelong friends in the process … friends who became our family away from home.
We traveled together, moved together and shared many amazing experiences. We had lots of fun and, sadly, our share of tragedy. Flying in high performance jets is risky business; during those 30 years we attended the funerals of quite a few friends. To this day, I can’t see a flyover formation without my knees buckling and a lump rising in my throat.
Carol was the wife of the fire chief on base and every time she’d see me she’d say, “I don’t know how you do it! I could never be the wife of a fighter pilot!” It was true, as pilots’ wives, we faced the unknown on a daily basis. I remember the summer of 1978; within days of each other, two crews on routine flights were lost in separate accidents, killing four men … husbands, sons, fathers and friends.
That same month, a young airman drowned at a nearby reservoir/recreation area. Another young airman and his wife, who hadn’t been on base more than 24 hours, were killed in a head-on crash right outside the base … his new assignment was at the fire station, reporting to Carol’s husband. Our base had the dubious distinction of having the largest number of deaths in the whole military that month.
As an F-111, and then F-16, pilot, my husband’s life insurance rating was among the highest and most expensive. But it was worth every penny for he had great peace knowing, if anything happened to him, we would all be taken care of … not just me but also our four children.
Yes, our family away from home would have been there for me, surrounding us with love and affection while providing the moral support to get through the event. But, financially, we wouldn’t have had to worry about how to pay the bills or whether or not our kids would be able to afford to go to college. All of that would have been taken care of by our insurance.
You don’t have to be a fighter pilot to be at risk of your life; no one is promised tomorrow. But not protecting your family from the unknown is a risk no one should take.
Norma Endersby leads the creative force behind Ash Brokerage. As Brand Marketing Director, she manages the Creative Services team, an in-house ad agency serving the company, their sales force and their top-tier partners. Her husband, Gary, served in the U.S. Air Force from 1971-2001.
The summer normally brings blazing hot temperatures (especially where I live in Texas!) … but business isn’t usually hot for financial professionals this time of year. Yes, summertime can be a slump for many of us. Your clients probably head out on vacation and are usually too busy with activities to stop for meetings with their advisor. Or maybe you need a break yourself and would like to take some time off with your family.
But, summer doesn’t have to mean slow, and the adage, “Sell in May and go away,” doesn’t apply everywhere. Now is a great time to take advantage of the opportunities life insurance can bring to your business. Here are three ways you can avoid a summer slump:
Before they have their next reunion or cookout, suggest your clients share their future plans with their families. By making sure everyone’s on the same page, especially when it comes to long-term care planning, they can avoid future discrepancies and will know you’re the person they can turn to for help. You can offer to come flip burgers, or set a meeting at your office while everyone is in town. By simply starting a conversation, you’ll show the whole family that you care about everyone, not just the primary bread-winner. This simple step will bring you closer to the next generation, and safeguard the business you’ve worked hard to build.
As Regional Vice President for Northern Texas, Oklahoma and Arkansas, Dave Pergande is responsible for consulting with financial advisors and providing guidance on defensive planning strategies. David joined Ash Brokerage in 2015 because he believes in an unbiased, client-centric approach to financial planning. He established his foundation of values in the long-term care industry as a wholesaler for Lincoln Financial Group.
Markus Zusak is quoted as saying, “Sometimes you read a book so special that you want to carry it around with you for months after you’ve finished just to stay near it.” I actually do this. It’s as if the very act of holding the book near me will transform it into some type of electromagnetic wave and vibrate at a frequency so specific, only I can catch the transmission.
If you don’t write in your books, I highly encourage you break the rules and do this. Going back to quote an author or cite a source is so much easier when you’ve taken pen to hand and marked it in the book. Not to mention, there is neuroscience backing our ability to remember things more readily when we write them down. The margins in a book are not there to make it look pretty – they are there for you to use them!
As we celebrate Book Lover’s Day, I have five books which have been toted around from city to city, state to state, and even country to country. These books are great for business owners, but the overall finish can quench the desire to learn something new for anyone. In no particular order …
OK, I’m in social media, so I have to start with social media legend Sheryl Sandberg. Not only does she have an amazing first name, but in 2015, I traveled to Facebook and stood outside her office where it says “Sheryl’s Lair” and decided I wanted to know more about this iconic woman. She is the chief operating officer of Facebook, and her “Lean In” is based on her 2010 TED Talk on the ways women are holding back in business … and in life. My favorite line: “The cost of stability is often diminished opportunities for growth.” In other words, be brave, take risks and embrace the unexpected!
Oprah has a net worth in excess of $3 billion dollars. If she hires a life coach, you can bet I’m paying attention. I’ve read every Brendon Burchard book, and “The Motivation Manifesto” reaches down to the depths of who you are as a person and starts creating and digging out that gritty human being we all desire to be. His messages center around: Live. Love. Matter. And he’s not kidding. Read this book and you’ll find yourself highlighting a lot of passages. I give this book to a lot of friends who are starting businesses or new jobs to help them start the venture on the best possible footing. My favorite line: “And so let us ask ourselves, ‘What can be done to improve this world that I influence? How can I help others solve problems and achieve their dreams?’” Never underestimate the potential your impact has on the world as a whole.
Do you know I loved this book so much that I stalked the author until he became my friend? True story! I’ve read this book three times now, and I still see new nuggets each time I lay my eyes on Joe’s words. He is an interactive keynote presenter and trainer, helping to develop effective leadership while improving performance. He’s also an all-around great person to know! I highly recommend this book if you’re trying to differentiate yourself from a noisy crowd. My favorite line: “Most companies never get beyond the talking stage of the decision to go.” Embrace your Nike self and just do it!
I was strolling down an aisle in my public library when I saw this book sitting on a shelf – it’s a hidden treasure. If you’re in the business of working with older Americans, have clients with older parents, or potentially sell long-term care insurance or hybrid counterparts, you must read this book. Ai-Jen Poo is the co-director of Caring Across Generations and understands the long-term care dilemmas Americans face today. She also tells the story of her grandparents and their caregivers, and how relates it to what will happen in America in just a few short years. My favorite line: “By 2050, the total number of individuals needing long-term care and personal assistance is projected to grow from 12 million to 27 million.” If the average household is dual income and nobody is at home to care full-time for our loved ones, how will we afford the proper care for them?
This is another tale of stalking authors, but the book was too good to not know who wrote it. Today, I’m honored to call Maria and Mike my friends. They truly understand what we are facing in the financial services community when it comes to the looming disruption that awaits. Much like an earthquake lying deep below the fault lines, disruption is waiting to emerge and shake up the industry I cherish working within. The book will put a fire in your belly to no longer accept how business was once done, and you’ll start to grab hold of your voice and desire to help make change a constant in an industry which desperately needs our help. My favorite line: “If today’s consumers identify with your company because they fully understand what you have to sell and you empowered them to make good financial decisions, you will have laid claim to an area of space that nobody owns yet.” In other words, the world in financial services really is your oyster!
These are only five of the approximately 50 beautiful books I’ve read over the last year. Some are oldies but goodies, and others may sound new to you. The point on Book Lovers Day is to keep the written word alive in your life. Let others’ ideas flow through pen and paper and transform your thoughts, putting new ideas or indentations in your thinking, so you may be a more relevant, and empowered, leader.
Sheryl Brown knows firsthand that social media can amplify your value proposition — and she wants to show you how. As social media engagement manager at Ash Brokerage, she assists advisors and employees with their own social media strategies, and she has been influential in developing a strategic online presence for Ash Brokerage — one that connects to both clients and advisors, positively impacts practices and creates communities aimed at improving the industry.
Hepatitis C is the most common bloodborne disease in the United States and is also the most frequent type of hepatitis we see in underwriting. What is it? An inflammation of the liver that may be acute and mild, or a more serious chronic type that attacks the liver.
Hep C virus (or HCV) is spread primarily through contact with blood of an infected person. It’s often called the “silent epidemic” because no symptoms are present until the disease progresses. If not identified early, it may lead to cirrhosis of the liver or liver cancer, which may require a transplant.
A few years ago, the outlook for treating chronic Hep C was less favorable. Patients would have to undergo protocols of injections and multiple pills a day with major side effects for almost a year. There would then be a six-month follow-up period to evaluate if treatment was a success. The cure rate was only 50 percent.
But, we’ve come a long way! Due to research in the field, many patients can now be cured with direct-acting antiviral drugs, a less potent combination in one or a few pills for only a few months. Cure rates are about 95 percent for most patients. FDA approved anti-viral drugs include Harvoni, Olysio, Viekira Pak, Zepatier and Daklinza. There also continues to be research for patients who don’t respond well to this new treatment protocol.
Depending on the type and specific details of a client’s hepatitis history, life insurance carriers will give possible consideration of coverage, some even qualifying without a rating. With the significantly improved cure rates associated with new treatments, we have seen several carriers update their risk philosophy specific to hepatitis with reduced/eliminated postpone periods after treatment and more clients qualifying for non-rated coverage.
Generally, the most favorable clients include those who have completed treatment with documented stability through interval lab testing, which shows normal liver function results (AST, ALT and GGT). Carriers also like to see an undetectable viral load (HCV RNA or HCV PCR), which measures the amount of virus in the bloodstream.
Important factors of consideration also include date of diagnosis, disease duration, liver biopsy results (if any), type of treatment (if any), date of last treatment, current/historic alcohol use and overall control/compliance of care.
To make your next case a little easier, view our Hepatitis Questionnaire with your client, then contact your Ash Brokerage team. We’re ready to help!
Lisa Oleski has been brokerage underwriting for the past 20 years. She is passionate about treating each case she touches as an opportunity to exemplify the Ash difference, with the ultimate outcome of finding the most favorable solutions for advisors and their clients.
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