Unfortunately, it is not possible to simply translate Northwestern Mutual’s underwriting assessments into meaningful outside alternatives.
Each carrier has its own proprietary underwriting manual, pricing philosophy, reinsurance treaties, and sales quotas, all of which can result in very different underwriting outcomes.
It is not uncommon to have Carrier A decline a case, Carrier Z offer preferred… and other carriers make offers in between the two extremes.
Therefore, it is essential to develop a full underwriting profile before negotiations for improved underwriting assessments can proceed.
Following are a few ideas on how you could approach rated or declined cases – and how you can leverage our experience to your advantage.
Tobacco Ratings
Nicotine findings in labs are among the most frequent reason NM cases derail — but they don’t have to end there. What begins as a setback often becomes a success story when matched with the right carrier.
💡 Explore the possibilities: Tobacco Underwriting Exceptions with Outside Carriers
When you have a client whose tobacco use pattern falls into one of the exceptions listed on the linked page, let’s strategize. If you share your client’s tobacco use details, we can survey the industry and match your client to their best outside solution. If your client accepts your updated recommendation, we can make it easy for you to get them covered. In most cases, outside carriers will accept NM’s exam and labs, making the transition seamless.
Option 1: Rated Cases with Annual Premiums of $2,500 – $25,000
To shop rated or declined cases effectively, we need the following information to provide you with carrier recommendations and estimated policy pricing:
- Policy goal: Type of coverage, how long it is needed, riders
- Premium expected at the time of the original application
- Maximum premium tolerance the applicant would accept from another carrier. This step ensures that any offers we present are realistic and placeable.
- Notes from Northwestern Mutual’s underwriter explaining the rating
- Paramedical exam
- Lab results NM makes available to their applicants
- Other relevant underwriting information or specialty questionnaires you may have gathered for avocation, foreign travel, etc.
- Signed HIPAA (electronic signature is accepted)
We’ll review the information you provide. With hundreds of cases in underwriting at any given time, we know which carriers are delivering right now — and can guide you toward the best fit for your client.
Option 2: Rated Cases with Annual Premiums of $25,001+
For larger cases, we can fine-tune carrier selection and estimated pricing further. In addition to the items listed for Option 1, please also provide all medical records from the past 5 years. This should include APSs from the primary care and all specialists treating acute or chronic conditions.
Our underwriting directors will review these records and negotiate directly with carrier medical directors to secure the most favorable outcome.
For relatively straightforward cases, or when you’re also working with us on non‑impaired risk business, we can often tailor a hybrid approach between Options 1 and 2.
One More Ask
Impaired risk underwriting requires significant resources and expertise. These cases demand extra effort by underwriting directors with extensive medical training. To access these valued resources, we ask you to please also consider us for your non-impaired outside business.
We offer you the opportunity to add clients with our broad portfolio of quality products not currently offered by Northwestern Mutual; there is no conflict. You can immediately enhance your product toolbox with the following popular solutions:
- Term 15, 25, 30, 35, 40 – and “forever term”
- Guaranteed UL & SUL
- Life/LTC Hybrids with cash-out indemnity benefits
- A joint-lives Life/LTC Hybrid from a top-rated mutual carrier
- An LTC-optimized annuity for applicants who do not qualify for other LTC insurance solutions
By partnering with us on both impaired and preferred cases, you expand your toolbox, add more clients, and close more cases.
Let’s Connect, Get More of Your Clients Covered – and You Paid
Thank you for your consideration. Let’s begin to review cases that require our immediate attention. Let’s schedule a Zoom, discuss what happened, see if we can get your client covered – and you paid!
