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Collect Accurate Underwriting Information Without Being Invasive

Jonathan Knowles   |   April 2022   |   2-minute read
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Underwriting can seem like an insurmountable hurdle. It’s a reason some advisors don’t want to get involved in insurance at all.

There’s nothing worse than starting an insurance case, having your client sign the paperwork and waiting weeks ... only to uncover an obstacle during the underwriting process.

“Oh, I didn’t tell you about that surgery? That medication? That DUI I had a few years ago?” No matter how much your clients trust you, there’s often a tiny – but hugely important – bit of information they forget to share.

When this happens, the last thing you want to do is reapply with another carrier or explain to your client why the quote you gave them was way off. We get it. While we can’t give you perfectly healthy clients, we can help you see potential roadblocks before they become a setback.

Skip the paper

Many advisors are used to filling out forms with seemingly endless information. But paper does not have the ability to progressively profile your client or ask reflexive questions. So instead of checking a box for “none,” you’re often left interrogating your client with line after line of repetitive logic.

Even if you know the right questions to ask, clients may not have the answers ready. That leads to inaccurate information, which can sink your opportunity before you even begin.

That’s why we created an online process that works better for you and your clients: the Life PreView and LTC PreView tools.

Get a preview before a price

The reality is everyone thinks they are healthy. But we know that many clients will not qualify for the best pricing. Don’t create a false expectation based on a best-case scenario!

When you use Ash’s Life or LTC PreView, it ensures you have the right product, with the right carrier, quoted at the right price – no awkward conversations, frustrating delays or reselling needed.

Accurate pricing leads to faster placement and, more importantly, happier clients. We highly recommend using this tool before showing any quote to a client.

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The best client experience

With Ash’s Life or LTC PreView tools, you text or email your clients a personalized, secure questionnaire to get an accurate snapshot of their health history. It’s a customized link, specific to your client, that they can fill out in the comfort of their own home — where they have the information necessary to provide an accurate underwriting picture.

Convenient. Secure. Seamless.

The information is passed directly to Ash’s case design team so we can get things on track right away.

And that means you can keep your focus on financial planning with your client — not discussing personal, intricate details of their medical history.

They just need to have the following handy:

  • Current medication information, including the name(s) and dosage
  • List of any medical procedures, including dates, within the last 10 years
  • List of any driving violations (speeding tickets, accidents, DUIs, etc.), including dates, within the last three years
  • Past and present medical diagnoses

Once your client completes the questionnaire, we’ll let you know and work with you to move forward on a quote.

Try it on your next case

Access the Ash Brokerage Advisor Portal, then choose Tools from the main menu, and select either Life Insurance or Long-Term Care. Once you’re in the tool, you can send a test PreView to yourself to review the process prior to using it with your clients.

Stop looking for perfectly healthy clients and start looking for perfectly set expectations!

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