Underwriting in the Next Millennium

Second Opinion is the only organization that allows life insurance agents to go beyond the confines of traditional brokerage services.

Medical technology has not simplified the underwriting process for older clients. The tradition underwriting process, in its efforts to streamline the acquisition of medical information, fails to meet the true needs of this important group of clients. A new set of strategies, entitled the Case Research Protocol (CRP), provides an important alternative to the traditional underwriting method. The CRP’s strategies include client interviews, analysis of medical files, medical database searches, clarifications and elaboration’s from attending physicians, functional ability assessments and carefully argued presentation documents.

Using the unique strategies of Case Research Protocol (CRP), Second Opinion redefines both the process and the platform of representing older, medically impaired clients. In an era where consultative sales will hold a dominant market share, the CRP provides an underwriting value-added resource that enhances an agent’s unique ability. This enhancement is most pronounced in the quality of an agent’s relationship with the client and the client’s advisors. In addition, the CRP’s ability to represent clients is not predicated on forcing an agent to utilize a specific carrier. Rather, the CRP can operate as an expert resource for any life insurance company.

This theory is discussed in detail in David Solie’s article "Beyond Technology: Redefining the Underwriting of Older Clients as published in the Journal of the American Society of CLU & ChFC.