Educational Programs:

In addition to being the CEO and Medical Director of Second Opinion Insurance Services in Woodland Hills, California, David Solie has spent 16 years in the life insurance industry creating a variety of educational "tools." These tools include agent training programs, underwriting strategy protocols and most recently an Internet based underwriting knowledge system called RiskTutor.
Beyond TechnologyMedical technology has not simplified the underwriting process for older clients. The traditional 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. In an era where consultative sales will hold a dominant market share, the CRP provides and underwriting value-added resource that enhances and 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. The CRP can operate as an expert resource for any life insurance company.
The "key" to effective communications with older clients. With the aging of the US population, older clients will come to dominate the estate planning market well into the 21st century. However, most estate planning specialists are not aware of the most current and important findings in the area of developmental psychology as it pertains to older clients. More important, they are not aware of how these discoveries impact both the client's behavior and decision making process.
All life producers and their support staff should develop a working knowledge of commonly prescribed medications that impact the underwriting process. Pharmacy Tutor provides a concise overview of the drug type and common indications for some of these medications.
What special questions should you ask a client who is over 70? Older clients have a higher probability of having significant medical impairments, this questionnaire will assist you in obtaining the health history of older clients.
Proper preparation for an examination for life insurance will make the procedure easier for the client, the insurance agent and their support staff. An added benefit is that the client will obtain the best medical outcome and therefor increase the client's chances for a better rating.