Follow-up with internet leads

Yes, they are life companies. So what?

All carriers, even the "big boys" are heavily reinsured. This is especially true in the health market.

I have been in the middle of reinsurance deals with some major carriers in the past, as well as smaller ones. The small, B rated carriers generally do a much better job of managing their portfolio than the gorilla companies.

In the past when Met, MONY, Penn Mutual and others were in the health market they screwed it up royally. Even Aetna did such a poor job they left the individual market entirely for 15+ years before re-entering about 2 years ago. Not convinced they know what they are doing but they have the assets to piss away a few million before deciding to get it or get out.

CGI was never a major carrier but has had some longevity. Their biggest problem was all the private label stuff they got into. Every marketing company with 100 sub-agents could get a deal with CGI. Only one that really made it work were the folks that started QQLink.

When a carrier sells their block (as Ceres did for CGI & CRL) the policy holders transition to the new plan. Same thing happened where Unicare operated and then pulled out (like in GA where they sold their block to BX).

When a carrier pulls out (Mid-South, Mutual of Omaha, Conseco) it becomes a different story. Some folks will end up losing coverage but that has nothing to do with the rating of the carrier.

When MuBen and Baldwin bit the dust folks who had purchased their annuity & investment products (mostly for qualified plans) lost money . . . unless they were willing to wait out the reorganization and take a lesser payout with no loss in principal.

Folks with Conseco life & annuity products did not lose their coverage but had to pay a much higher premium to keep the life in force, or take hits on the annuity biz.

All business is heavily reserved. Health is mostly short tail business and doesn't require much more than 30% or so in reserve. Long tail biz like life & LTD requires a different reserve structure and is less highly leveraged.

And all lines are reinsured at some entry point to protect both the carrier and the policy holder.
 
"The small, B rated carriers generally do a much better job of managing their portfolio than the gorilla companies."

Respectfully, my 26 years of experience in the business disgrees with you. As do the rating agencies, since "managing your portfolio" is ironically part of the ratings equation.

Some of what you said about taking hits on the annuity business was true. Some wasn't. Baldwin was paying 1%-3% higher payouts on their annuities than anybody else. They went under. Most of their contracts were honored at ABOVE-MARKET rates. I can tell you that first-hand.

I agree that Met and MONY (and some others) weren't the greatest with their individual health blocs of business. And you have made my points.

A life policy or annuity with a lower rated company has some built in protection. With individual health...a company can one day pack their bags (big company or small)...and you're out a policy.

That was my point.
 
Then we agree on some points and disagree on others.

Baldwin, Exec, MuBen were all A rated companies that did a poor job of managing their portfolio.

Met, MONY, MoO & others were A rated companies that did a poor job of managing their health insurance blocks.

So I guess one can say that a high rating means nothing when it comes to predicting success for a line of business.
 
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Hello everyone! I am new to the board . Any suggestions on how to grow your business? Where are good leads available? What is easier to sell life or health?

Gary
 
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