1. 1 DI Underwriting Making it Simple

2. 2 Mutually Exclusive Definition Definition Wikipedia… in layman’s terms 2 events are mutually exclusive if they cannot occur at the same time. Underwriting and Simple Underwriting and Simple Words not normally used together

3. 3 Simplified Underwriting Programs A number of top carriers have programs that have the potential to make the process easier for you and your clients.

4. 4 Keep in Mind Complete and accurate information is still key to successfully managing your clients expectations!!

5. 5 Why Simplified Underwriting? Simplify the Process Simplify the Process Make obtaining a policy easier for customer Speed up the Process Good for agents and customers Lower Costs for Carrier No exam expenseNo exam expense No Attending Physician Statement (APS) expenseNo Attending Physician Statement (APS) expense Case Load advantageCase Load advantage

6. 6 How do the programs work? No medical exams No medical exams No attending doctor reports No attending doctor reports No income documentation No income documentation No Personal History Interview (PHI)* No Personal History Interview (PHI)* * Unless Teleapp used

7. 7 How do the companies do this? They are not without underwriting tools at their disposal MIB MIB DIR DIR Script Check Script Check Insured's info from application or teleapp Insured's info from application or teleapp

8. 8 Program Details Products Products IDI (individual disability insurance) BOE (business overhead expense) DBO (disability buyout) Pension Protector Availability Availability Most carriers allow for all occupations Ages Ages 18-60 for some carriers 18-50 for others

9. 9 Program Details Maximum Benefit Amounts IDI$3,000/mo to $5,000/moIDI$3,000/mo to $5,000/mo BOE$10,000/moBOE$10,000/mo DBO$360,000DBO$360,000 Pension Protector $4,125 to $5,125/moPension Protector $4,125 to $5,125/mo

10. 10 Limitations All IDI coverage is counted towards the maximum All IDI coverage is counted towards the maximum Some carriers limit to income less than 150k Some carriers limit to income less than 150k Applicants with postponed, rated or limited policies underwritten in recent years Applicants with postponed, rated or limited policies underwritten in recent years Age 50 limit for some carriers Age 50 limit for some carriers

11. 11 Potential Outcomes Approved as applied for Approved as applied for Approved with limitations Approved with limitations More information needed More information needed Declined coverage Declined coverage

12. 12 Approved as applied for Happy Day Happy Day Deliver policy within 2 weeks of taking application Deliver policy within 2 weeks of taking application

13. 13 Approved with Limitations If offer has exclusions or other limitations then the underwriter may request further underwriting If offer has exclusions or other limitations then the underwriter may request further underwriting If this occurs then original offer is off the table and underwriting result will depend on APS If this occurs then original offer is off the table and underwriting result will depend on APS

14. 14 More Information Needed Underwriter may request an Attending Physician Statement (APS) Underwriter may request an Attending Physician Statement (APS) Underwriter may request the producer to further query applicant Underwriter may request the producer to further query applicant Result depends on information received Result depends on information received

15. 15 Declined Coverage Normally this outcome can be avoided with a properly informed customer Normally this outcome can be avoided with a properly informed customer The applicant likely lacked candor or important details or the producer did not solicit enough information on yes answers to medical questions The applicant likely lacked candor or important details or the producer did not solicit enough information on yes answers to medical questions

16. 16 How to avoid surprises Accurate and detailed information is the key to avoid surprises and manage your customers expectations Accurate and detailed information is the key to avoid surprises and manage your customers expectations Professionally advise your clients to avoid underwriting pitfalls. To prepare them you need to make them aware of the most common medical issues that prevent policies from being issued or issued other than applied for Professionally advise your clients to avoid underwriting pitfalls. To prepare them you need to make them aware of the most common medical issues that prevent policies from being issued or issued other than applied for

17. 17 DI Medical Underwriting Issues What medications are they or have they taken? What medications are they or have they taken? Dates used, name of medication, dosage Dates used, name of medication, dosage Doctor Visits Doctor Visits Details Details Any Chiropractic visits? Any Chiropractic visits? Frequently results in back exclusions Frequently results in back exclusions Stress and anxiety related problems Stress and anxiety related problems Frequently results in limited benefit period and options and rating or even decline Frequently results in limited benefit period and options and rating or even decline

18. 18 DI Underwriting Issues Tobacco Use Tobacco Use If cigar, frequency and need for clean specimen If cigar, frequency and need for clean specimen If cigarette or smokeless tobacco…higher premium If cigarette or smokeless tobacco…higher premium Adverse Driving History Adverse Driving History DUI limitations or decline depending on time frame DUI limitations or decline depending on time frame Pregnancy Complications Pregnancy Complications If previous complications including c-section, then complications will likely not be covered If previous complications including c-section, then complications will likely not be covered

19. 19 Managing your client’s expectations Advise your client of expected exclusions and limitations Advise your client of expected exclusions and limitations The information will be discovered and you may as well prepare proposed insured up front so they expect the outcome, improving your chances of placing the policy. The information will be discovered and you may as well prepare proposed insured up front so they expect the outcome, improving your chances of placing the policy.

20. 20 For more information Please contact your local Plus Group office. Please contact your local Plus Group office. Go to www.plusgroupus.com and click on the office locator map to find an office near you or call 800-831-1018. Go to www.plusgroupus.com and click on the office locator map to find an office near you or call 800-831-1018. www.plusgroupus.com