5/1/2008
Quarterbacking the BIG Case
Much like a quarterback approaches a contest with a full game plan in mind rather than a single play, so, too, should a broker working on a large case see it as a multi-stage process.
First, you will meet with the client to do the fact-finding and discuss goals and objectives. During this fact-finding process, product options and health issues may be discussed as well. If a red flag arises regarding a health issue, brokers must pay special attention to this detail as they proceed with the answering process. It is very helpful to identify potential underwriting challenges like this early in the process. This will factor into the process of deciding which carriers to apply with down the line...to view full article download original pdf
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