- 4,265
You might ask the client who else she knows that has the same company.
Those agents don't have to be greenhorns to write too much GI. You see, as independent FE agents, we're used to somebody with blood pressure getting preferred as long as it's under control. For them, they might get standard, or they might get rated, or they might get GI. A good debit agent would submit standard, but prep the client for the possibility of a rating, then be prepared to resell it if it comes back rated or GI. But sometimes an agent gets too many coming back with a substandard rating, which is obviously hard to place. In frustration, he'll throw up his hands and decide that if the client has ANY blood pressure, diabetes, heart trouble, etc. he'll just write GI to begin with.
Then you have agents with "a certain moral flexibility" (to quote John Cusack in "Grosse Pointe Blank"). Recently I got a referral from one of my debit clients who was insured with a Kemper company (Reliable). I was surprised to find out she was paying more than double my quote. So I asked to see her policy. Sure enough, it was GI, even though she would have qualified for standard with that company (who I worked for briefly, so I know!). Then I realized the issue date was in December, which told me that the agent must have been close to making conference qualification, and needed to beef up premium issue numbers to make it. OF COURSE I replaced it!!!
Last edited:
