New Business - How to submit business
If you would like to send in your new business via e-mail, please only send cases that have no 1035 paperwork or checks. All 1035’s and cases with checks need to be received as originals.
newbusiness@teamisn.com
 Would it help to know that your sales retention and compensation has a direct relationship to the time you spend with your client filling out the application? Here are some proven suggestions to help with sales retention:
Try not to illustrate super preferred illustrations. Beginning with too high of an underwriting expectation decreases closing percentages. Take the approach of educating your client that this rating – even for triathletes – is hard to get. It’s possible to obtain that rating, yet if the client qualifies, the underwriter will issue at super preferred. Be the hero with the news of lower premiums, instead of the bearer of higher premiums.
Those of you that remember the private-eye show “Columbo” will recognize this technique. On your way out the door with the signed application, state to the client that it’s not unusual for more signatures or forms to be needed along the way and that you may be in touch for that. Ask them pointedly to be available. This moment, on your way out the door, will be a memorable one for the client. It’s the last thing you said after shaking their hand. Result: If more forms or signatures are needed later, your credibility is still in tact.
The paperwork you complete during your visit with the client, and how thoroughly you complete that paperwork, only sets the stage for a less eventful underwriting journey. Paperwork completion with the client is one of the most anxiety provoking times for the agent. That’s normal. But if you rush, and miss something, you will have more back and forth with the client later. Fill out every line possible.
More detail on a medical issue will only serve to help. Example: Client notes sleep apnea, and uses a CPAP machine. The use of a CPAP machine is not a negative. The use of a CPAP machine tells the carrier the client is motivated to manage the impairment. Details are a good thing.
Do license at the same time or before you submit an application (with “wait” states, agents must be licensed prior to doing business). We are all for challenges here at Team ISN, but our administrative performance will be more efficient if we aren’t missing licensing paperwork. And with licensing completed or started, you can avoid hard-to-explain delays for your client.
These tips will mitigate difficulties with the underwriting process. We recognize that selling life insurance cannot be trouble free, but you can count on us to Team up for any challenges along the way.
If you have an impaired risk case, please contact impairedrisk@teamisn.com There are a variety of ways we can help you shop your case, and we are proud to show you how well our marketing team and new business team work together.
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