1. The Rapport Factor ^TM is first and foremost a set of strategies designed to build and enhance relationships. It is based on recognition that while not all impaired risk clients are insurable, all client relationships are important. In addition, it recognizes that the client’s advisors are really the “second client” in the life insurance process and their positive evaluation of the underwriting process may prove crucial for future referrals.

2. As a representation protocol, The Rapport Factor ^TM is predicated on direct client involvement. This is why its key development strategy, the confidential client interview, is so critical to the process. While traditional brokerage organizations are content to “shop” cases while serving as a “behind the scenes” resource, The Rapport Factor ^TM involves direct contact with the client as a first step in successfully representing him or her to obtain coverage.

3. As an expert monitoring protocol, The Rapport Factor ^TM reviews the most current medical outcomes and weighs them against the client’s unique medical history to determine the appropriate strategy for presenting the client’s case.

4. As an expert evaluation protocol, The Rapport Factor ^TM assesses functional ability, especially in clients seventy and older, and utilizes these findings, along with the client’s medical history, to develop appropriate outcome assumptions.

5. As an expert medical protocol, The Rapport Factor ^TM assesses a client’s medical file in terms of its evidentiary potential to support a client’s bid to obtain life insurance. This requires special attention to areas of the medical file that need clarification or elaboration as well as identifying medical evidence that is simply missing.

6. As an expert summation protocol, The Rapport Factor ^TM compiles all of this research into one presentation document that is designed to put the client’s medical history in its most complete and favorable context. The finished presentation is a “carrier” neutral document. It can be presented to any life insurance company for assessment and does require the producer to channel business through a particular brokerage outlet.

Medical expertise alone, however, is not enough. To be successful in the demanding world of substandard underwriting requires another unique expertise: innovative negotiations. This makes imagination and creativity key elements in arriving at successful offers. The Marsh High Net Worth Division' unique expertise in this crucial area of underwriting has been the basis of its most important and impressive success stories.

The success of The Rapport Factor ^TM can be found in the unique capabilities of its employees. Marsh High Net Worth is a boutique resource; it is not a processing center. It provides personalized, expert service to producers for all aspects of case development and case management. Using the collect talents of Physician Assistants and Home Office Underwriters, we create “underwriting partnerships” to enhance and expand a producer’s professional unique ability.

The changing life insurance profession will demand more than ever, that agents build and maintain successful relationships. Marsh's High Net Worth Division is the only brokerage organization that can equip producers and their support staff with the tools and resources to build relationships with older, medically impaired clients.