Not everyone can buy disability income protection. Applicants are screened objectively in terms of earned income, occupational duties and health. They are screened subjectively in terms of their lifestyles, attitudes, and risk. And, as the saying goes, it's better to underwrite at the point-of-sale than at the time of a claim.

It's up to you to gather much of the objective and subjective information about applicants, so be thorough. Field underwriting is a skill, and the application and other forms are sales tools. Moreover, you and your applicant have only one chance to make a good first impression on the underwriters, so submitting applications that are neat and complete is well worth some extra effort.

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