Denotes a question that is critical to the underwriting outcome.

REMEMBER: Clients 70 and older have a 65% probability of having significant medical impairments that affect the pricing of their life insurance. Use this questionnaire to “double check” the health history of your older client instead of assuming they are a standard risk. If you “discover” a medical problem, simply select the appropriate questionnaire in Underwriting Strategy Tutor to further screen the case.

1)

What medications is the client currently taking? Underwriting Comment: Knowing a client’s medications is the “fast track” to there underwriting assessment. Once you know the client’s medications you can research the underwriting significance in Pharmacy Tutor®.

2)

Does the client drive a car and manage their own finances? Underwriting Comment: There are three (3) levels of ADLs (activities of daily living). ADLs define a client’s functional ability. Functional ability, how self-sufficient a person is in their environment, has major significance on mortality for clients 70 and older. The highest level of ADLs is level three, which includes the ability to drive a car and manage ones own finances. You want to verify that your client has level three ADLs in tact.

3)

Does the client have any history of high blood pressure, chest pain, angioplasty, heart attack, bypass surgery or irregular heart rhythm? Underwriting Comment: HEART DISEASE IS THE NUMBER ONE CAUSE OF DEATH FOR MEN AND WOMEN. You can not ask this question too many times. The lack of a history of any form of heart disease is good news for the client and the underwriting outcome.

4)

Does the client have any history of any form of cancer of any organ including the skin? Underwriting Comment: CANCER IS THE NUMBER TWO CAUSE OF DEATH FOR MEN AND WOMEN. You can not ask this question too many times. The lack of a history of any form of cancer is good news for the client and the underwriting outcome.

5)

Does the client have any history of diabetes? Underwriting Comment: A diagnosis of insulin dependent or non-insulin dependent diabetes creates underwriting problems. Older clients are at a higher risk for having or developing diabetes. The lack of a history of diabetes is good news for the client and the underwriting outcome.