Underwriting: What Every Producer Must Know

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9780982433607: Underwriting: What Every Producer Must Know

Learn How To Get Your Clients Approved For Coverage

Life, disability income, critical illness and health insurance producers face a formidable obstacle after they make a sale. That obstacle is home office underwriting

Countless thousands of sales are put in jeopardy each year because financial advisors do not know how to deal effectively with issues that arise during the underwriting process. To place the business they write and get paid for their efforts, producers must learn how to navigate the underwriting gauntlet.

Most industry sales associations provide little or nothing in the way of guidance where the underwriting gauntlet is concerned, while most insurers focus their sales personnel training on product knowledge and sales skills, leaving producers to their own devices to solve inevitable underwriting problems.

Underwriting: What Every Producer Must Know is the only comprehensive guide on dodging the sand traps of underwriting written specifically for insurance agents and brokers. In an easy-to-read question/answer format, it demystifies every aspect of the risk appraisal process.  

In this book, producers learn:

  • Hank's 12 rules for avoiding problems with paramedicals and tests
  • How to anticipate roadblocks in financial underwriting
  • How to deal with borderline PSA results in older age clients
  • What can and cannot cause nicotine and drug tests to be positive
  • How to make teleunderwriting work for you
  • What to ask clients to help determine if abnormal lab tests are significant or not
  • How preferred risk underwriting really works
  • How to communicate effectively with underwriters
...and much more!

Underwriting: What Every Producer Must Know is also an essential daily reference resource for home office and sales office personnel involved with any aspect of the underwriting process. This includes underwriters, actuaries, claims analysts, industry service providers and consultants, and those who assist agents and brokers in preparing and tracking their cases.

Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.

About the Author:

Hank George, FALU (distinction), FLMI, CLU is one of the world's foremost authorities on life, disability, critical illness and health insurance underwriting. He is the only underwriter to ever speak on the main stage at the Million Dollar Round Table (MDRT) and he has done it twice.

Hank coauthored two editions of the book Getting it Issued. The first edition was published in 1996, followed by the second in 2000. Over 17,000 copies of these books were purchased, primarily by insurance agents, advisors and brokers. His new book, Underwriting: What Every Producer Must Know, updates and expands upon the information producers need to successfully get their clients approved for insurance.

A prolific author, Hank has written over 400 articles and papers on underwriting and other matters pertaining to the insurance industry. He is a scheduled contributor to Best's Review, Risk-e-Business, and Perspectives, the quarterly magazine of NAILBA, the national U.S. brokerage association. In addition, Hank's work has been featured in The National Underwriter, LOMA Resource, LIMRA MarketFacts, Contigencies, On the Risk, Asia Insurance Review and many other publications.

Hank has spoken to major life insurance organizations around the world, as well as at medical meetings on clinical chemistry and toxicology. He has presented over 100 lectures for the Society of Actuaries and he is a frequent lecturer at insurance company agent and broker sales conferences worldwide. He has lectured to indigenous insurance sales advisors across Canada and Australia, as well as in the United Kingdom, Trinidad, Barbados and New Zealand.

After 30 years in corporate positions, Hank started his own education and consulting firm in mid-2002. Known as Hank George, Inc, this business offers the world's only independent continuing education program for underwriters.

Review:

'There is no doubt that anyone involved in life insurance production will find this to be an essential reference. This book will immediately make anyone's practice more profitable!' --Gary S. Dworkin, CLU, RHU - President - Dworkin Associates Inc.

'This book presents information in an engaging manner, and taught me several things that will get my next application approved much more favorably, easier, and faster.' --David Hairston - President - Hairston, Johnson and Associates

'A must have for any producer. It's extremely well laid out so you can get at critical information needed to help place cases. The book will more than pay for itself in a single reading.' --Jeff Hackmeier - President - Jeff Hackmeier and Associates

'It's impossible for me to imagine a more valuable resource than Hank George's new book. The information is quite literally the producer's cutting edge over his/her competition.' --Sam Marotta - BGA Underwriting Advocate

Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.

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Descrizione libro HGI Press. Paperback. Condizione libro: New. Paperback. 272 pages. Dimensions: 8.9in. x 5.9in. x 0.7in.Learn How To Get Your Clients Approved For CoverageLife, disability income, critical illness and health insurance producers face a formidable obstacle after they make a sale. That obstacle is home office underwritingCountless thousands of sales are put in jeopardy each year because financial advisors do not know how to deal effectively with issues that arise during the underwriting process. To place the business they write and get paid for their efforts, producers must learn how to navigate the underwriting gauntlet. Most industry sales associations provide little or nothing in the way of guidance where the underwriting gauntlet is concerned, while most insurers focus their sales personnel training on product knowledge and sales skills, leaving producers to their own devices to solve inevitable underwriting problems. Underwriting: What Every Producer Must Know is the only comprehensive guide on dodging the sand traps of underwriting written specifically for insurance agents and brokers. In an easy-to-read questionanswer format, it demystifies every aspect of the risk appraisal process. In this book, producers learn: Hanks 12 rules for avoiding problems with paramedicals and testsHow to anticipate roadblocks in financial underwritingHow to deal with borderline PSA results in older age clientsWhat can and cannot cause nicotine and drug tests to be positiveHow to make teleunderwriting work for youWhat to ask clients to help determine if abnormal lab tests are significant or notHow preferred risk underwriting really worksHow to communicate effectively with underwriters . . . and much more!Underwriting: What Every Producer Must Know is also an essential daily reference resource for home office and sales office personnel involved with any aspect of the underwriting process. This includes underwriters, actuaries, claims analysts, industry service providers and consultants, and those who assist agents and brokers in preparing and tracking their cases. This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Paperback. Codice libro della libreria 9780982433607

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