life Underwriting Guide - pinneyinsurance.comunderwriting. By initially obtaining specific, detailed...

For Financial proFessionals

The principal Financial Group®

life Underwriting Guide

Principal National Life Insurance Company and Principal Life Insurance Company, Des Moines, Iowa 50392-0001 www.principal.com

Insurance products from the Principal Financial Group® (The Principal®) are issued by Principal National Life Insurance Company (except in New York) and Principal Life Insurance Company, Des Moines, Iowa 50392.

For producer information only. Not for use in sales situations

BB10009-03 | 05/2013 | t11112904tq

We’ll Give yoU an edGe®

Not FDIC or NCUA insured May lose value • Not a deposit • No bank or credit union guarantee

Not insured by any Federal government agency

Table of Contents

General Overview ...................................................................................................... 2

impairments ............................................................................................................... 4

autOmatic standard apprOval prOGram ........................................................... 18

HealtHy lifestyle credits ......................................................................................... 20

HeiGHt/weiGHt cHarts ............................................................................................. 21

Balanced apprOacH tO ............................................................................................ 22

preferred/super preferred

financial underwritinG ......................................................................................... 26

teleapp......................................................................................................................... 28

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the principal financial Group® leads the industry with a remarkably fast underwriting and issue process.

Competitive turnaround times

• We’veexpandedourteamtohelpusexpedite

your cases.

• Top-tierindustrytimeservice

• 1035unittoproactivelyexpeditetransfer

of proceeds

Easy to work with

• Applicationsacceptedelectronicallyorbyfax

(1035paperworkneedswetsignature).

Toll-freefax:1-866-542-1359

• QuickQuotesSystemforsubmitting

informal inquiries

• Dedicatedhomeofficecasemanagersplus

access to your underwriter when you need it.

Toll-freephone:1-800-654-4278

TeleApp

Streamlinetheunderwritingprocessandeliminaterequirements:

• Eliminatesredundantparamedquestions

• FewerAttendingPhysicianStatements

(APS)required

• Eliminatesinspectionsthrough$5million

On-line services

New business application forms

ThePrincipalprovideseasyaccesstolifenewbusinessapplicationformsviaourPrincipaleFinancial

professionalsmsecuredwebsitecalledPrincipalVirtualSupply.Wehavealsoteamedwiththefollowing

companiestoensureourapplicationmaterialsareavailabletocustomerswhosubscribetotheirservices.

• iPipelinetm • Ebix’sVitalForms

Submitting new applications

submit new business applications electronically to help streamline the new business process. we support

thefollowingelectronicsubmissions:

• PrincipalDirectFTP(filetransferprotocol) • PrincipalFTPwebsite

Wehavealsoteamedwiththefollowingcompaniestoensurenewapplicationsubmissionisavailable

tocustomerswhosubscribetotheirservices:

• PaperClipIncorporated

• iPipeline’siGOtm

• ExamOne

TraditionalsubmissionssuchasU.S.mailandfaxarealsowelcomed.

The right partner. The right services.

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Pending case status

Receiveimportantup-to-dateinformationonpendinglifeanddisabilityinsurancenewbusinessvia:

• PrincipalPendingBusinessReport • PrincipalDirectFTPfromusinACORDformat

Wehavealsoteamedwiththefollowingcompaniestoensureourpendingnewbusinessinformation

isavailabletocustomerswhosubscribetotheirservices:

• Oracle/SkyWire

• AgencyWorks

• SmartOfficetm

Wehavealsoteamedwiththefollowingcompaniestoensureunderwritingrulesareavailableto

customerswhosubscribetotheirservices:

• XRAE

Unique survivorship features

reconsideration

• Availableforratedoruninsurablerisks • Underwritingforsecondinsurednotrequired

Seven classes of uninsurable

• U1(ourmostfavorableuninsurableriskclass)

throughU7(lifeexpectancyoflessthanoneyear)

• Nominimumlifeexpectancy

Opt-out underwriting

• ForU7riskswithlifeexpectancylessthan

one year

• Routinerequirementswaived

Business case advantage

Flexible, partnership approach – collaborate for creative solutions

• Understandconceptandkeyissues • WorkwithAdvancedSolutionswhenneeded

Multi-life underwriting

• Availableforemployer-sponsoredplans

• Fourunderwritingprogramsavailable

• Homeofficepre-approvalrequired

Nonqualified executive benefits – aggregate funding on COli

• Liberalizedfinancialunderwritinglimits

− 30timesincometoage55

−15timesincomeage56andover

• Streamlinedunderwritingrequirements

− physical measurements + ecG + labs + aps

−NoparamedorMDexamsrequired

− no inspections required

− Employercensusprovidesfinancialinformation

• Preliminaryunderwritingandselectionof

participants using teleapp

• Addedlevelofservice–weorderall

requirements and aps reports for you

• Pre-completedapplicationformsprovidedfor

formal signatures

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Theimpairmentinformationonthefollowingpageshasbeenprovidedtohelpgiveyouageneral

ideaofpotentialunderwritingoutcomesbasedonmedicalandnon-medicallifeinsurance

underwriting.Byinitiallyobtainingspecific,detailedinformation,yourunderwriterwillbeable

toprovidetherightquotequicklyandeasily.

Descriptionsofpossibleunderwritingoutcomesrepresenttentative,non-bindingassessmentsbased

on hypothetical parameters using our underwriting guidelines at the time of publication. actual

underwritingoutcomesmaypossiblybemorefavorablethanillustratedusingavailableHealthyLifestyle

CreditsandourAutomaticStandardApprovalProgram(ASAP).Wereservetherighttoapplyindividual

considerationtoanycase.Allcasesaresubjecttofullunderwriting,andassessmentsaresubjectto

changebasedonactualfilereview.Formoreinformation,contactyourhomeofficeunderwriter.

Theimpairmentstableissetupasfollows:

• impairment –Thenameoftheimpairment,includingashortdescription.Conditionsare

listed alphabetically

• risk Factors–Thecriteriatheunderwriterusestoclassifytherisk

• Typical requirements–Medicalrequirementstheunderwriterislikelytorequestinaddition

to the routine age and amount medical requirements

− For Faster Decision–Thesearethespecificdetailstoincludeinyourapplicationpackageto

enabletheunderwritertoquicklyandeasilyprovidetherightquote.Thisinformationmaybe

usedtodetermineappropriateAPSacquisition,therebyexpeditingtheunderwritingprocess

and limiting the need for subsequent requirement requests.

• likely Underwriting Decision–Theriskclassificationorratingnecessaryfortheimpairment

basedonthefactorsandrequirementspresented.Manyimpairmentsoutlineabest-casescenario,

typicalcaseandworst-caserating.

Impairments

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Impairments | medical

alcOHOl aBuse (Includesalcoholismandproblemdrinking)

risk Factors Typical requirements likely Underwriting Decision

•Currentage

•Amountofpastandpresentalcoholconsumption declared

•Anydiagnosisofabuseordependence

•Pasthistoryoftreatment

•Resultsofallinvestigations,includingliverenzymesandalcoholmarkers

•Howlongabstinentorconsuminginmoderation

•Anyrelapses

•Memberofaself-helpgroupsuchasalcoholics anonymous

•Treatmentwithmedication

•Anyco-morbidconditions,includinganyhistoryofothersubstanceabuse,drivingoffensesorparticipationinhazardoussports

•Anyhistoryofmaritalorjobinstability

•Anymedicalcomplications

requirements:

APS,medicalexam,MVR,bloodtest,alcoholquestionnaire,inspectionreportselectively

For faster decision:

•Providedetailsofmedicaltreatment.

•Documentanyresidentialcare/treatment including dates and length of treatment.

•Outlineanyfavorableaspectssuch ascontinuedemployment,attendancein alcoholics anonymous or similar body,etc.

Ratingsdependprimarilyonapplicant’sage,timesincelastuseandanyco-morbid factors.

alcoholism:Best Case: Standard(overage30 and>fiveyearssincelastconsumption)

worst Case: decline

Problem Drinking:Best Case: Table2-4(overage30andmild)

worst Case: decline

ALzHEIMER’SDISEASE


•Currentage

•Ageatonsetofsymptoms

•Treatment,includinganymedications

•Activitiesofdailyliving

•Livingindependently

•Typeofassistance,ifrequired

•Judgmentintact

•Stablecourse

requirements:APS,InspectionReportselectively

For faster decision:•Anyneuropsychiatrictestingsuchas

cognitiveormemorytesting

•Activitylevels

•ADLsaffected

•IADLsaffected

all cases: decline

anemia


•Typeofanemia

•Severity/degreeofanemia

•Causeofanemia,ifknown

•Treatment

•Bloodtestresults

•Detailsoftestingdoneandreferralstospecialists/hemotologists(includedates,namesoftestsanddoctorsseen)

•Medications

•Anyconcurrentimpairment

requirements:aps

For faster decision:•Resultsofallinvestigationsandtesting

to include cause and/or source of bleeding

•Detailsoftreatment

•Detailsofongoingsurveillanceofthecondition,includingrecentcompletebloodcount(CBC)

ratings depend on type of anemia and assumeanemiaisfullyinvestigatedand stable. decisions can range from preferred to decline.

iron deficiency anemia:Preferredpossibleforbest-casescenario

Hemolytic anemia:Preferredpossibleforbest-casescenario

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aneurysm


•Precisediagnosis

•Typeorlocationofaneurysm

•Dateofdiagnosis

•Cause

•Sizeandstabilityofaneurysm

•Currentlypresent

•Treatment

•Smokinghistory

•Presenceofassociatedcoronaryarterydisease,hypertension,cerebrovascular,otherperipheralvascularorrenaldisease,orCOPD

•Bloodpressurecontrol

requirements:aps

For faster decision:•Alltestsanddetailsofongoing

surveillance

•Detailsofanylifestylemodifications

•Detailsofbloodpressureandlipidcontrol

•Presenceofassociatedcoronaryarterydisease,hypertension,cerebrovascular,otherperipheralvascularorrenaldisease,orCOPD

•Smokinghistory

•Presenceorabsenceofsymptoms

can consider on a rated basis 6 to 12 monthspost-opdependingonthetypeof aneurysm.

abdominal:No surgery: BestcaseisTable6provideddiameter<5cm,withnoincreaseinsizewithin last three years or since diagnosis

if diameter >5 cm: decline

with surgery: Individualconsideration

Cerebral:No surgery: $7.50per$1,000ifsmall,stable and no complications

large: decline

with surgery: standard after two years

Thoracic:No Surgery: decline

with Surgery: table 4 after two years

anGina pectOris


refer to coronary artery disease.

anGiOplasty



apnea/sleep apnea


•Currentage

•Typeofapnea(obstructive,centralormixed)

•Severity

•Treatment(CPAPorsurgery)

•Compliancewithtreatment

•Dateoflastsleepstudy

•Currentheight/weight

•Presenceofcardiovasculardiseaseand/orriskfactorsincludinghypertension,arrhythmias

•Anyassociatedoverweightorobesity

•Smokinghistory

requirement:aps

For faster decision:•Type,frequency,severity,andduration

of symptoms

•Resultsofsleepstudyincluding,apneaindexanddegreeofoxygendesaturation

•Treatmentandcompliancewithtreatment

•Anyassociatedimpairments

•Historyofmotorvehicleorindustrialaccidents attributed to sleepiness

Mild disease and no complications: preferred or super preferred possible

Moderate disease untreated and no complications: Table2-3

Moderate disease treated and compliant with therapy: preferred possible

Severe disease untreated and no complications: decline

Severe disease treated and compliant with therapy: standard

arteriOsclerOsis



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astHma


•Currentage

•Dateofdiagnosis

•Currentsymptoms

•Frequencyandseverityofasthmaattacks

•Typeofmedicationandfrequency of use

•Compliantwithmedications

•HospitalizationsorERvisits

•Limitationstoactivities

•Smokinghistory

•Occupationalorenvironmentalexposure

•ConcurrentimpairmentssuchasCOPD,psychiatricdisorder,alcoholabuse,CAD

requirement:aps

For faster decision:•Resultsofinvestigationsincluding

pulmonary function tests

•Frequencyofsymptoms

•Durationandintensityofexacerbations

•Treatmentandresponsetotreatment

•Frequencyofnight-timesymptoms

•Smokinghistory

•Timeoffwork

•Levelofactivity

Minimal or mild asthma:

preferred or super preferred

Moderate: standard to table 2

Severe: table 6 to decline

atrial fiBrillatiOn


•Dateofdiagnosisandageatonset

•Ageofapplicant

•Frequencyofattacks

•Associatedsymptomsandcomplications

•Riskfactorsforstroke

•Exercisetolerance

•Underlyingcardiacandnon-cardiacdisease

•Fullcardiacevaluation

•Paroxysmalvs.Chronic

•Treatmentincludinguseofanticoagulant medication

requirement:aps

For faster decision:•Typeofatrialfibrillation

•Detailsoftreatment

•CopiesofallcardiacInvestigations

•Currentlevelofactivity

Found on examination, no investigation: postpone

Paroxysmal atrial Fibrillation (PaF) with infrequent attacks: standard

Chronic atrial Fibrillation:Table2-6

Lessfavorableoutcomeforco-morbidcomplications

BARRETT’SESOPHAGUS


•Currentage

•Ongoingriskfactors

•Resultsofallinvestigationsincludingbiopsy

•Stablecourse

•Medication/treatment

•Responsetomedicationtreatment

•Compliantwithmedicaltreatmentandsurveillance

•Complications(e.g.,hemorrhage,perforation)

requirement:aps

For faster decision:•Resultsofallinvestigationsincluding

biopsy

•Detailsofongoingfollow-up(e.g.,endoscopy)

•Detailsoflifestylemodification(stopsmokingandalcoholuse)

Best case: preferred or super preferred if nodysplasiaandgoodfollow-updoneona regular basis

Typical case: standard to table 2

worst case: decline

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BlOOd pressure


refer to Hypertension.

Bypass surGery



cancer


Refertospecificorganortypeofcancer. For all forms of cancer: consideration for insurance begins once treatment has beencompleted,assumingtheclientiswell followed.

CANCER:BASALCELLCARCINOMA/SQUAMOUSCELLCARCINOMA


•Dateofdiagnosis

•Pathologyreportsincludingconfirmationofbasalcellcarcinoma

•Typeoftreatment

•Datetreatmentcompleted

•Confirmationthattumorhasbeenremovedcompletely

•Familyhistoryofatypical/dysplasticneviordysplasticnevussyndrome

•Detailsofregularfullbodysurfaceskinexaminations

•Anyrecurrenceorspread

•Ongoingriskfactorssuchasmultipledysplasticneviandapropensitytodevelopotherskincancers

•Anyseriouscomplicationsfromtreatment

requirement:aps

For faster decision:•Pathologyreportincludingpost-

operative

•Detailsofongoingfollow-up

•Detailsoflifestylemodification(sunscreen,stopsmoking)

Complete excision: possible preferred or super preferred

CANCER:BREAST


•Dateofdiagnosis

•Typeandstageofcancer

•Sizeoftumor

•Typeoftreatment




requirement:

aps

For faster decision:

•Pathologyreport

•Stageandgradeoftumor

•Detailsanddate(s)oftreatment,including any adjunct therapy (e.g.,Tamoxifen)

•Hospitalreports

•Detailsoffollow-up(mammograms,bonescan,etc.)

Best case: standard for carcinoma in situ after2-3yearssincetreatment

Typical case: unable to consider until 2-3yearsaftercompletionoftreatment(chemoorradiation),thenpossibleTableratingand/oraflatextradependingonstage and grade

worst case: decline

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CANCER:COLON


•Dateofdiagnosis

•Stageandgradeofthetumor

•Anyhereditarysyndromethatmaybeassociated with other types of cancer

•Familyhistoryofcoloncancertypes of cancer

•Whattreatment

•Lengthofremission

•Ongoingfollow-upincludingcolonoscopy results

•Anyrecurrence

•Anycomplicationsfromtreatment

requirement:aps

For faster decision:•Pathologyreportandstaging

information

•Detailsanddate(s)oftreatment

•Hospitalreports

•Detailsoffollow-up(colonoscopyandtumormarkers)

Best case: standard after three years

Typical case: unable to consider until 2-3yearsaftercompletionoftreatment(chemoorradiation),thenpossibleTableratingand/oraflatextradependingonstage and grade

worst case: decline

CANCER:LEUkEMIA


•Currentage

•Dateofdiagnosis

•Typeofleukemiaandstageofcancer

•Treatment


•Anyrecurrenceorsecondarycancer

requirements:APS,bloodtestingifcurrentresultsarenotavailable

For faster decision:•Pathologyreports

•Evidenceofregularfollow-up

•Hospitaltreatmentreports

acute lymphoid leukemia/acute myeloid leukemia:

Best case: standard

Typical case: Standardwithaflatextra

worst case: decline

Chronic lymphoid leukemia/ hairy cell leukemia:

Best case: table 4

Typical case: Table8–Decline

worst case: decline

CANCER:LUNG


•Currentage•Dateofdiagnosis•Typeofcellandstageofcancer•Typeoftreatment•Datetreatmentcompleted•Anyrecurrenceorspread•Reduced/eliminatedriskfactors(e.g.,

smoking)•Anyconcurrentimpairment(e.g.,

emphysemaorchronicbronchitis)•Anyseriouscomplicationsfrom

treatment

requirement:aps

For faster decision:•Pathologyreportandstaging

•Treatmentandhospitalreport

•Evidenceofregularfollow-up (CTscansetc.)

Carcinoma (all types)Stage 1:Best case: StandardaftersevenyearsTypical case: Standardwithaflatextraworst case: decline if less than or equal to three years since primary treatment

Stage 2-3:Best case: standard after nine yearsTypical case: Standardwithaflatextraworst case: decline if less than or equal tofiveyearssinceprimarytreatment

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CANCER:PROSTATE


•Currentage

•Dateofdiagnosis

•Typeoftreatment


•StageandGleasonGrade


•SerialPSAlevelsincludingcurrentPSA


requirements:APS,bloodprofiletoincludePSAifcurrentresultsarenotavailable


•Typeoftreatment

•Evidenceofregularfollow-upand psa testing

•CopiesofPSAtests

Ifclientisunderage70,rateclasswilldependonyearssinceprimarytreatment,the stage of cancer and Gleason grade of the tumor.

Best case: standard

Typical case: Standardwithaflatextra

worst case: decline

CANCER:MALIGNANTMELANOMA


•Dateofdiagnosis

•Typeofcancer/tumor

•Depthandthicknessoftumor

•Typeoftreatment



•Detailsofregularfullbodysurfaceskinexaminations

•Ongoingriskfactorslikemultipledysplasticneviandapropensitytodevelopotherskincancers


requirement:aps

For faster decision:•Pathologyreport

•Evidenceofregulardermatology follow-up

•Hospitaltreatmentreports

Best case: standard

Typical case:Standardwithaflatextra

worst case: decline

CANCER:THyROID


•Typeofthyroidcancer(papillary,follicular,anaplastic,etc.)

•Pathology

•Ageofapplicant

•Typeoftreatmentanddate(s)performed

•Anyremissionandforhowlong

•Anyrecurrence

•Anycomplicationsfromtreatment

requirements:aps

For faster decision:•Pathologyreport

•Treatmentandhospitalreport

•Evidenceofregularfollow-up

Best case: standard

Typical case: standard or standard with aflatextra

worst case: decline

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CHRONICOBSTRUCTIVEPULMONARyDISEASE(COPD)


•Currentage

•Smokinghistoryandcurrent tobacco use

•Build,anycurrentweightloss

•Severityofsymptoms

•Degreeofimpairedrespiratoryfunction

•Speedofdiseaseprogression

•Alpha-1antitrypsindeficiencyorotherbiochemical abnormality

•Anyconcurrentimpairment(e.g.,CAD,cancer,malnutrition)

•Anyhospitalization

•Anytreatmentwithoxygenisadecline

requirement:aps

For faster decision:•Pulmonaryfunctiontests(PFT),

serial pfts

•Detailsoflifestylemodification

•Levelofactivity

Best case: standard

Typical case:Table2-8

worst case: decline

cOrOnary artery disease


•Currentage


•Severityofthedisease(howmanyvesselsandwhichones)

•Currentsymptoms

•Treatment

•Medications

•Smokinghistory

•Anyconcurrentseriousimpairment

•Anyhistoryofcongestiveheartfailureor arrhythmia

•Activelifestyle

•Bloodpressureandcholesterolreadings

•Familyhistory

requirements:APS,EkG(orTST)ifcurrenttestis notavailable

For faster decision:•Cardiactestresults(e.g.,angiogram,

recentstresstests,perfusion)

•Detailedlistofmedications

•Copiesoflipidtesting

•Detailsofanylifestylechange.Bestratings possible with testing including perfusion and stress echocardiograms within the past 12 months

Unabletoconsideruntilsixmonths post-surgery

Best case: standard


worst case: decline

CROHN’SDISEASE


•Currentage

•Severityofthedisease

•Frequencyofflareups


•Medication–ongoingoralsteroidtherapy

•Hospitalization

•Surgery

•Weightstableorloss

•Testingandfollow-up

•Complicationsorconcurrentimpairments such as rheumatoid arthritis or other inflammatory disease

requirement:aps


•EvidenceofregularGIsurveillance(colonoscopy)

•Detailsofhospitalizationandhospitalreports

•Stableweight

•Activelifestyle

Best case: possible preferred

Typical case:Standard–Table5

worst case:Table6–Decline

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diaBetes


•Currentage


•Typeofdiabetes

•Treatment

•Medication

•Degreeofcontrol–bloodsugarreadings

•Complications–nephropathy,neuropathy,retinopathy,cardiovasculardisease

•Currentheightandweight

•Bloodpressure

requirements:APS,blood(ifnotalreadyrequiredorcurrentresultsnotavailable)

For faster decision:•Typeofdiabetesincludingageatonset

•Copiesofspecialistreports(neurologist,nephrologist,endocrinologist)

•Historyofbloodsugarcontrol–copiesof blood tests (incl. Hemoglobin a1c wherepossible)

•Detailsofriskfactormodification

•Activelifestyle

Type 1

also known as insulin dependent DiabetesMellitus(IDDM)

Best case: Table3-4Typical case: Table5-8 worst case:Decline(complications, poororuncontrolled)

Type 2

AlsoknownasNon-InsulinDependentMellitus(NIDDM)orAdultOnsetDiabetes

Best case: standardTypical case: Table2-4 worst case: Decline(complications, poororuncontrolled)

empHysema


refer to cOpd.

epilepsy/seizure disOrder


•Ageonset

•Compliancewithmedication

•Controlofseizures

•Reasonfortheseizureactivity

•Anyalcoholuse

•Anyothersignificantmedicalconditions

For faster decision:•Typeofepilepsy

•Agediagnosed

•Durationofhistory

•Dateoflastseizureandnumberofseizuresperyear

Best case: standard


worst case: decline

Gastric surGery fOr OBesity


•Pre-operativeweight

•Currentweight

•Anyco-morbidconditions(suchasdiabetes,hypertension,coronarydisease)

•Dateofsurgery

•Typeofsurgery

•Anysurgicalcomplications

•Outcomeofsurgery(weightloss,improvementofriskfactors)

requirements:aps

For faster decision:•Supplyallmedicalreportsrelatingto

thesurgicalprocedureandfollow-up

•Currentweight

unable to consider until 6 months after surgery.

restrictive surgery (gastric banding or gastroplasty):6 months to 3 years: Table3

>3 years: standard to table 2

Malabsorptive surgery/bypass:<1 year: postpone

1-5 years: table 4

>5 years: standard to table 2

HEARTATTACk



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Hepatitis B


•Dateofdiagnosis•Isthisacuteorchronicinfection•Laboratoryresults(liverfunction)•Ifchronic,wasabiopsydone•Anyalcoholusageorothermedical

conditions

requirement:aps

For faster decision:•Laboratoryresults

•Sonograms,CTs,biopsyresults

Best case: standard


worst case: decline

Hepatitis c


•Durationofthedisease•Laboratoryresults•Hasabiopsybeendone•Doestheclientusealcohol,andifso,

amount per day

requirement:aps

For faster decision:•Laboratoryresults•Biopsyresults•Sonogramand/orCTscanresults

Best case: Table3-4

Typical case: Table5-8

worst case: decline

HypertensiOn


•Currentage•Dateofdiagnosis•Typeofhypertension(essentialor

secondarytoanotherimpairment)•Medication/treatment•Responsetomedicationtreatment•CurrentBPreadingsandhistoryof

readings for past 2 years (demonstrate stablecourse)

•Compliantwithmedicaltreatment andfollow-up

•Anyconcurrentimpairment(e.g.,CAD,stroke,kidneydisease,build)

requirements:APS,paraormedicalexam,selectively

For faster decision:•Recordofbloodpressurereadings

•Copiesofanycardiacinvestigation


•Activelifestyle

Ratingdependsonseverityofhypertension.

may qualify for preferred or super Preferredifwell-controlledandcompliantwith medication.

liver functiOn test


•Howmanyliverfunctionsareoutsidethe normal lab range?

•Isclienttakinganymedicationsor using alcohol?

•Isthereamedicalconditionthatiscausingtheelevationinliverfunction?

•Howlonghasthisfindingbeenmonitored by the attending physician?

•Isthisanewfindingwhichhasnotbeenfullyevaluatedwithadditionaltesting?

requirements:APS,Hepatitisscreens,allmarkers,selectively

For faster decision:•Alllaboratorytests•Anysonograms•Detailsofmedicationsbeingtaken•Amountofalcoholused•Resultsofanyinvestigationsforelevated

liverfunctions

Decisionwilldependonhowmanyliverfunction results are outside the normal range,thedegreeofelevation,anyothermedicalconditions,andanydiagnosisfortheelevatedliverfunctionfinding.

Best case: preferred or super preferred

Typical case: standard to table 4

worst case: decline

myOcardial infarctiOn



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PARkINSON’SDISEASE


•Currentage

•Dateofdiagnosis




•Historyoffallingorindicationsofdementia

•Compliantwithmedicaltreatment andfollow-up

•Anyconcurrentimpairment(e.g.,depression)

requirement:aps

For faster decision:•DetailsoftypeofParkinson’s

•Typeoftreatment

•Complianceandresponsetomedication


•Activeandindependentlifestyle (outlineActivitiesofDailyLiving)

Best case: standard


worst case: Table5–Decline

PERIPHERALARTERyDISEASE(PAD)/PERIPHERALVASCULARDISEASE(PVD)


•Currentage

•Dateofdiagnosis



•Smokingstatus–ifcurrentlysmokingthiswillhaveagreaterimpactondisease progression

•Compliantwithmedicaltreatmentandfollow-up

•Anyconcurrentimpairment(e.g.,CAD,CVD,diabetes,hypertension,build)

requirements:APS,medicalexam,insurancebloodprofile,EkG–selectively

For faster decision:•Copiesofanyvascularandcardiac

investigation

•Detailsofanyongoingsymptoms

•Ankle-brachialindex(ABI)score


•Activelifestyle

Best case: standard


worst case:Table5–Decline

pulmOnary nOdule


•Currentage

•Dateofdiagnosis

•Sizeandnumberofnodules

•Anytreatment


•Benignpathology

•Reduced/eliminatedriskfactors (e.g.,smoking)

•Anyconcurrentimpairment(e.g.,emphysemaorchronicbronchitis)

requirement:aps

For faster decision:•Copiesoftests

•Detailsoffollow-up

•Demonstratedstabilityofnodule(s)

Best case: preferred possible

Typical case: standard

worst case: decline

rHeumatOid artHritis



•Whatmedicationsarebeingtaken

•Anylimitationsofdailyactivities

•Noothersignificantmedicalcondition(s)

requirement:aps

For faster decision:laboratory results


Typical case: StandardtoTable3

worst case: table 4 to decline

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STROkE


•Currentage


•Currentsymptoms/extentofneurologicaldeficit

•Causeofstroke

•Treatment

•Medications

•Numberofstrokes

•Smokinghistory

•Activelifestyle



requirement:aps

For faster decision:•Neurologyworkup(carotidduplex,

MRI)

•Currentfunction(howactive)

•Lifestylemodifications

Best case: table 4

Typical case: Table4withaflatextra

worst case: decline

TRANSIENTISCHEMICATTACk(TIA)


•Currentage


•Anyneurologicaldeficit

•Numberofepisodes

•Treatment

•Medications

•Smokinghistory

•Testresults

•Activelifestyle



requirement:aps

For faster decision:•Neurologyworkup(carotidduplex,

MRI)

•Currentfunction(howactive)

•Lifestylemodifications

Best case: standard

Typical case: Table2-3forsingleTIA,Table4withaflatextraformultipleTIAs

worst case: decline

ulcerative cOlitis


•Currentage

•Ageofonset


•Frequencyofflare-ups


•Dateoflastepisode

•Extra-coloniccomplications

•EffectonADLs

•Medication(ongoingoralsteroidtherapy)

•Hospitalization

•Surgery

•Weightstableorloss

•Testingandfollow-up

requirement:aps


•EvidenceofregularGIsurveillance(colonoscopy)

•Detailsofhospitalizationandhospitalreports

•Stableweight

•Activelifestyle

Best case: possible preferred

Typical case:StandardtoTable5

worst case: table 6 to decline

iMPa

irM

eNTS

| 16 |

Impairments | NON-MEDICAL

aviatiOn


•Currentage

•Pilotexperience

•Flightratingsandtypeoflicenseheld

•Medicalhistory

•Lifestyle

•Wheretheyfly

•Typeofaircraftflown

•Typeofflying

•Purposeofflightsandnumberof flying hours per year

•Medicalhistory

•Lifestyle

requirement:AviationStatement

For faster decision:•Overallexperience

•Hoursflownperyear

•Pilotexperience

•Flightratings

•Aircraft

•Detailsofspecializedflying

Best case: preferred or super preferred possible*

Typical case: standard*

worst case:AviationExclusionRiderifavailableorDecline

*Flatextramayapplytobaserating

climBinG and mOuntaineerinG


•Currentage

•Frequency

•Typeofterrain:establishedtrails

•Altitude/heights

•Location:NorthAmerica/Europe or elsewhere

•Medicalhistory

•Lifestyle

requirement:SportStatement,ForeignTravelquestionnaire,ifapplicable

For faster decision:•Overallexperience

•Frequency

•Typeofterrain

•Difficultyofclimbs

Best case: preferred or super preferred possible*

Typical case: standard*

worst case:HazardousSportsExclusionRiderifavailableorDecline

*Flatextramayapplytobaserating

drivinG


•Currentage

•Typesofinfractions

•Frequencyofinfractions

•DWI(Multiple)

•Othersuspensionsandnumberofsuspensions

•Accident(atfault)

•Risk-takingavocations

requirement:mvr

For faster decision:•Numberandtypesofviolations

•Dateoflastviolation

•Dateoflastsuspension,lengthof,andreason for suspension

Best case/typical case: preferred or SuperPreferredforinfrequent,minorviolations

worst case: decline

NOTE:AsingleDUIcanbeconsideredwithaflatextra0-1yearsinceviolation.Standardisavailableafter2-3years.

iMPa

irM

eNTS

| 17 |

mOtOr veHicle racinG


•Currentage

•Typeofvehicle/sizeofengine

•Typeoffuel

•Frequency

•Speedsattained(average,highest)

•Typeofcourse

•Location(outsideU.S.orCanada)

•Concurrentavocations

requirements:SportStatement,ForeignTravelQuestionnaire(ifapplicable)

For faster decision:•Typeofracingandfrequency

•Speedsattained


Typical case: standard to standard with aflatextra

worst case: decline

scuBa divinG


•Currentage

•Experienceincludingcertification

•Depthsandfrequencyofdives

•Medicalhistory

•Lifestyle

•Divelocation(e.g.,lake,openocean,beaches)

•Divesites(e.g.,wreck,salvage)

•Divingactivities(e.g.,searchandrescue,caves,ice)

•Commercialdiving

requirement:AvocationQuestionnaire,ForeignTravelQuestionnaire(ifapplicable)

For faster decision:•Typeofdiving(location,site,activities)

•Experience

•Frequency

Best case/typical case: preferred or super preferred

worst case: decline

iMPa

irM

eNTS

| 18 |

Automatic Standard Approval Program

How it works

automatic Standard approval Program (aSaP) is designed to help eliminate low substandard

ratings. Whilesomecompanieshaveeliminatedtheirprogramorchangedtheirguidelines,

the principal®stillsupportsASAP.Here’showASAPworks:

• ImprovesratingsuptoTable3orflatextrasto$7.50toStandard

• Canbeapplieduptoandincludingage70

• Appropriateforcaseswithfaceamountsuptoandincluding$5million

• Canbeusedonselectpermanentlifeinsuranceproducts*

• Appliestomedicalratingsonly.Nodriving,hazardoussports,aviationorlifestylecases

(drug/alcoholuse)

*Forproduct-specificeligibility,contactyourhomeofficeunderwriter.

How does our program differ from other companies?

ThePrincipaldoesnotlimitorexcludecancerorcoronaryheartdisease.Manycompetitorsusethe

samecriteria,buttheyexcludecancerorcoronary.Also,ourHealthyLifestyleCredit(HLC)program

canbeusedinconjunctionwithASAP.ThecombinationofHLCandASAPprovidesanopportunityin

somecasestomovesomebodyoutsideaTable3toStandard.Forexample,whenwerateapersona

Table5anduseHLCtogetthemtoaTable3,wecanthenuseASAPtogettoaStandardrating.a

UTO

Ma

TiC STa

ND

ar

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aPPr

Ova

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| 19 |

What are the benefits?

OurASAPeliminatesthelow,substandardratingsthatcanbethemostchallengingtopresentto

yourclient.Consequently,youcanpresentanoffertoaclientthathasagreaterchanceofbeing

placed.ThegreatestbenefitisthecompetitiveStandardratereceivedbyyourclientwithouta

reduction in the compensation paid to you.

exaMPleS

aSaP with HlC aSaP Only Survivorship

Male,age65,$1millionfaceamount,universallifeinsurance.Medicalhistoryincludeselevatedliverenzymesandasthma.ThecaseisratedTable5,butbecausetheclienthasearnedfavorableHealthyLifestyleCredits,hegetsatwo-tableimprovement.TheremainingthreetablesareremovedusingASAP,andthepolicyisapprovedasstandard.

Female,age68,$2.5millionfaceamount,universallifeinsurance.medical history includes type ii diabetes.ThecaseisratedTable3.ASAPisusedtoreducetheTable3andapprovethepolicyasStandard.

ASAPcanbeusedonbothlives toreduceTable2-3ratingsforfaceamounts$5millionandunderandmay also be used with Healthy LifestyleCreditsaspreviouslyillustrated.

Unlike many of our competitors, The Principal does not exclude cancer or

coronary artery disease from our Automatic Standard Approval Program.

aU

TOM

aTiC

STaN

Da

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a

PPrO

val Pr

OG

ra

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| 20 |

Healthy Lifestyle Credits

What are Healthy Lifestyle Credits?

The Principal feels all applicants should be given credit for doing the right things to take

care of themselves. Becauseofthisphilosophy,we use Healthy lifestyle Credits (HlCs) as an

underwriting tool to help clients get the most favorable rating possible. the underlying basis

ofourHLCsisanevaluationofseveralcoronaryandcancerriskfactorsofaclientasfollows.

Risk profile factors

• Bloodpressure

• Cholesterol

• Pulse

• Weight

• Familyhistory

• Preventivecancer

screening tests

• Preventiveheart

screening tests

• Routinephysicals

Ascoringsystemisusedforeachfactor,withpositivepointsforfavorablefactorsandnegative

pointsforlessfavorablefactors.Ifafactorisconsideredneutral,ascoreofzeroisgiventoreflect

theneutralresult.Thesefactorscombinetomakeupaninsured’sHealthyLifestyleCreditScore.The

resulting score is used in conjunction with our preferred/super preferred Guidelines (pages 24 and

25)todetermineaninsured’srating.

How do HLCs help your clients?

Throughourreviewoftheriskprofilefactors,ourunderwritersestablishanHLCscoreusingour

criteria.FavorableHLCscanhelpyourclientsearnuptotwotablesofcreditthatoffsettableratings

thathavebeenassessed.Theendresultisareductionoreliminationofaratingfortheirmedical

history.OurAutomaticStandardApprovalProgram,whichisdesignedtohelpeliminatelow

substandardratings,canalsobeusedinconjunctionwithHLCs.Hereareafewguidelinestokeep

inmindwithHLCs:

• Ratingsforasthma,anxiety,depression,colitis,sleepapnea,bodybuildandbloodpressure

areexamplesofcoveredconditions.(Thislistingisnotallinclusiveofcoveredconditions.)

• Afewconditionsareexcluded,includingratingsforcardiovasculardisease,diabetesand

flatextras.

• Asanaddedbenefit,therearenolimitationsduetoage,planorfaceamount.

exaMPleS

Condition Original assessment after HlCs

sleep apnea Table5 Table3

depression Table5 Table3

asthma table 4 table 2

Build table 2 standard

Hea

lTHy

liFeSTyle C

reD

iTS

| 21 |

Height/Weight Charts

Super Preferred, Preferred, Super Standard, Standard Build Height

aGe 20-44 Male aND FeMale

Height 4’8” 4’9 4’10 4’11 5’0 5’1 5’2 5’3 5’4 5’5 5’6 5’7 5’8 5’9 5’10 5’11 6’0 6’1 6’2 6’3 6’4 6’5 6’6 6’7 6’8 6’9

super preferred

132 137 141 145 151 156 161 166 172 177 183 188 193 200 204 210 216 223 229 236 242 248 255 262 268 275

preferred 149 154 160 165 171 177 183 189 195 201 207 213 220 226 233 240 247 253 260 268 275 282 289 297 304 312

super standard/standard

162 168 174 180 186 193 199 206 212 219 226 233 240 247 254 261 269 276 284 292 299 307 315 323 332 340


aGe 45-64 Male aND FeMale

Height 4’8” 4’9 4’10 4’11 5’0 5’1 5’2 5’3 5’4 5’5 5’6 5’7 5’8 5’9 5’10 5’11 6’0 6’1 6’2 6’3 6’4 6’5 6’6 6’7 6’8 6’9

super preferred

143 150 155 160 167 172 178 185 190 195 202 207 212 219 223 229 235 246 253 260 267 273 281 289 295 303

preferred 158 164 169 175 181 187 194 200 206 213 219 226 233 240 247 254 261 269 276 284 291 299 307 315 323 331


167 173 179 185 192 198 205 211 218 225 232 239 246 253 261 268 276 284 292 300 308 316 324 332 341 349


aGe 65 & UP Male aND FeMale

Height 4’8” 4’9 4’10 4’11 5’0 5’1 5’2 5’3 5’4 5’5 5’6 5’7 5’8 5’9 5’10 5’11 6’0 6’1 6’2 6’3 6’4 6’5 6’6 6’7 6’8 6’9

super preferred

148 154 159 165 172 177 183 190 195 200 208 213 218 225 229 235 241 253 260 267 274 281 289 297 303 311

preferred 162 168 174 180 186 193 199 206 212 219 226 233 240 247 254 261 269 276 284 292 299 307 315 323 332 340


167 173 179 185 192 198 205 211 218 225 232 239 246 253 261 268 276 284 292 300 308 316 324 332 341 349

HeiG

HT/w

eiGH

T CH

ar

TS

Note: ToqualifyforPreferredorSuperPreferred(orSuperStandard),aclientneedstomeetourPreferred/SuperPreferredGuidelines(Page24and25)andmeetourHealthyLifestyleCreditscorecardthresholdsforeachriskprofilefactor(Pages20and21).

| 22 |

Balanced Approach to Preferred/Super Preferred

Preferred/Super Preferred classes are designed for individuals whom we expect to have lower

or better mortality than individuals rated Standard.

How does our program differ from other programs?

• ThePrincipalusesa“scorecard”approach

thatallowspositivecreditstooffsetnegative

risk factors.

• Weallowindividualstakingmedicationfor

high blood pressure and cholesterol to qualify

for a preferred rating.

• Weprovidecreditsforregularcheckupsand

preventivescreeningtests.

• Preferredratingsareavailablewithaviation/

sportsexclusions.

• Individualswithanimperfectfamilyhistoryor

other risk factors may still qualify for a preferred

ratingifthereareenoughfavorablecredits.

Basic guidelines

ThefollowingdescribesourcriteriaforratingacasePreferredorSuperPreferred:

• Preferredages=20to85;

SuperPreferredages=20to80

• Ascorecardapproachisusedforeachfactor,

withpositivepointsforfavorablefactorsand

negativepointsforunfavorablefactors.

• Tobaccouse:

– SuperPreferredclassrequiresnotobacco

use for prior 60 months.

– PreferredNon-Tobaccoclassrequiresno

tobaccouseforprior24months(prior36

monthsforages71to85).

– PreferredTobaccoclassincludesallforms

of tobacco.


PreFer

reD

/SUPer

PreFer

reD

| 23 |

exaMPle 1

Scenario Our rating Competitor rating

• Male,age68

• BloodPressure=130/87

• 6’0”and215pounds

• Pulse=74andregular

• Cholesterol/HDL=6.2

• EkG=normal

• Familyhistory:fathersufferedaheartattack at age 62

• Lastcompletephysicalwas18monthsago,includingacolonoscopyandPSA. all results were normal.

client meets criteria to remain preferred. when looking at theentirescorecard,weareabletoovercomehighcholesterol/Hdl ratio using Healthy lifestyle credits (HLCs).

• Finalrating:Preferred

client is not allowed the preferred class due to high cholesterol/Hdl.

exaMPle 2


• Female,age52

• BloodPressure=128/76




• EkG=normal

• Familyhistory:motherdiedofbreastcanceratage65

• Lastcompletephysicalwas9monthsagoincludingmammogram,whichwaswithin normal limits

• Mammogramslast10yearshavebeenwithin normal limits

client meets criteria to remian super preferred/preferred. when looking at the entire scorecard,weareabletooffset family history using favorableHLCsduetoregularmammograms.

• Finalrating:Super Preferred

client is not allowed the super preferred class due to family history (mother died ofbreastcanceratage65).

exaMPle 3


• Female,age74

• Bloodpressure=145/80




• EkG=normal

• Familyhistory:bothparentsdiedin their90s

• Noheartdiseaseorcancernotedin family history

• Lastexamwas12monthsago,includinga colonoscopy and mammogram within normal limits

client meets criteria to earn a preferred rating. when looking at the entire scorecard,weareabletoovercomebuildandcholesterol/Hdl ratio by using Hlcs for family history and frequent checkups.

• Finalrating:Preferred

client is not allowed the preferred class due to her build and cholesterol/ Hdl ratio.

PreFer

reD

/SUPer

PreFer

reD

| 24 |

PreFerreD SUPer PreFerreD

family HistOry

• Includes:parents&siblings

• Cardiovasulardefinedas:CoronaryArteryDisease,PeripheralVascularDisease,Stroke,andTransientischemic attack

• Nodeathpriortoage60of: CardiovascularDisease Breast cancer colon cancer OvarianCancer prostate cancer diabetes

• disregard cancer of opposite sexexceptforcoloncancer

• Family history not considered forapplicantsaged71+

• Nodeathpriortoage65of: CardiovascularDisease Breast cancer colon cancer OvarianCancer prostate cancer diabetes

• disregard cancer of opposite sexexceptforcoloncancer

• Family history not considered forapplicantsaged71+

BlOOd pressure

• Useexamaverageifno hypertension treatment

• use 12 month averageifhypertension history

Cannotexceed:

• 150/85atages20-44

• 155/90atages45-64

• 160/92atages65-85

Cannotexceed:

• 140/83atages20-44

• 145/85atages45-64

• 150/90atages65-85

lipids

• medication may be disregarded

• Weassesstheratio withinthecontextof theentirelipidprofile

NoPreferredif:

• Cholesterol/HDLis7.0+

noSuperPreferredif:

• Cholesterol/HDLis5.0+

HISTORyOF:

• alcohol abuse• drug abuse• cancer• diabetes

• no personal history of alcohol or drug abuse within 10 years

• no personal history of diabetes or cancer ever

• exception – Basal and Squamous Cell

• Personal history of certain cancers will be allowed. consult your home officeunderwriterforcriteria.

• no personal history of alcohol ordrugabuse,diabetesor cancer ever

• exception – Basal and Squamous Cell

fOreiGn residency/travel

• ApplicantmustbeaU.S.citizenorpermanentU.S.resident

• TraveltohazardousareamaydisqualifyforPreferredandSuperPreferred

• ConsultwithyourhomeofficeunderwriterforapplicantswhoarenotU.S. citizensorpermanentresidents

Preferred/Super Preferred Guidelines

PreFer

reD

/SUPer

PreFer

reD


| 25 |

PreFerreD SUPer PreFerreD

tOBaccO1

• tobacco use includes any tobacco or nicotine product (i.e.,cigar,patch, gum&marijuana)

• Best offer for marijuana use within one year is tobacco/standard

• Notobaccousefor: twoyears,ages20-70 threeyears,ages71-85

• exception – 12 or fewer cigars per year with a negative urine

• for tobacco/preferred rates all preferred criteria must be met excepttobaccouse

• Notobaccousefor: fiveyears,ages20-80

drivinG2 • Nomorethantwomovingviolationsinthepastthreeyears

• Nodrivingundertheinfluenceorrecklessdrivinginfiveyears

OccupatiOn/military/aviatiOn/HazardOus spOrts

• not ratable for occupation and military

• Foraviationandhazardoussportsrisk,refertoyourhomeofficeunderwriter

1Tobaccodefinitions: • Tobacco:Currentorpastuseintheprior24monthsofanytobaccoincludingcigarettes,cigars,pipe,chew,

snuffornicotineaids.(Forages71-85,aclientwillbeclassifiedastobaccoiftheyhaveusedanytypesoftobaccointhelast3years.)

– MarijuanausewithinoneyearrequiresTobaccoclassificationinallstatesexceptNewJersey.

• Non-tobacco: no tobacco use in any form currently or in the prior 24 months.

• Exception to non-tobacco:Twelveorfewercigarsintheprior12monthswithadmitteduseontheapplication(orTeleApp)andanegativeurinespecimenfornicotinewillqualifyfornon-tobacco.

2Subjecttoreviewofspecificinfractions.

PreFer

reD

/SUPer

PreFer

reD

| 26 |

AsavaluedpartnerofThePrincipal,westrivetogiveyouanedgeindoingbusinesswithus.Weare

committedtomaintainingmarket-leadingunderwritingandservice,andwewantyoutobefamiliar

withourfinancialunderwritingrequirementsandguidelineswhensubmittingcasestous.

Financial requirements

FaCe aMOUNT

FiNaNCial UNDerwriTiNG

SUPPleMeNT FOr liFe iNSUraNCe

iNSPeCTiON rePOrT wiTH

FiNaNCial QUeSTiONS

THirD ParTy FiNaNCial

veriFiCaTiON

$2,000,000to$5,000,000 X

$5,000,001to$10,000,000 X X

$10,000,001andup X X X

Anyfaceamount,age70+, trust less than two years

X X X

Note: Underwritershavediscretiontorequestadditionalfinancialinformationatanyageand/oramount.

Premium to income ratio

• Ifnetworthislessthanorequalto$5million,acceptableratioofpremiumtoincomeis

upto25percent.

• Ifnetworthisgreaterthan$5million,acceptableratioofpremiumtoincomeisupto

40 percent.

• Ifnetworthisgreaterthan$10million,acceptableratioofpremiumtoincomeisupto

60 percent.

Financial Underwriting

FiNa

NC

ial U

ND

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| 27 |

Personal financial underwriting guidelines

PUrPOSe OF iNSUraNCe FOrMUlaS aND GUiDeliNeS iNFOrMaTiON NeeDeD

income replacement

MaxiMUM COveraGe

ages: Multiply income by:

20-29 20-25 30-39 15-20 40-49 12-15 50-54 10-12 55-59 8-10 60-65 5-8 Over65 2-5

• Grossannualincome• Howamountofinsurancewas

determined• Othercoverageinforceor

pending with all carriers

estate planning •Estategrowthfactorupto8%

estate growth period:•Ages20-65–75%oflifeexpectancynot

toexceed15years•Ages66-80–75%oflifeexpectancynot

toexceed10years•Ages81+–Usecurrentestatevalue;no

growth assumptions•Assume50%ofestimatedfutureestate

valuewillbelosttoestatetax• Insuranceamount=50%ofestimated

futureestatevalue

• Estateanalysis• Networth• Howinsuranceamount

was determined• Riskamounts

Note:Ifyouhavequestionsregardingjuvenile,charitableinsuranceorcreditorinsurance,pleasecontactyourhomeofficeunderwriter.

Business financial underwriting guidelines

PUrPOSe OF iNSUraNCe FOrMUlaS aND GUiDeliNeS iNFOrMaTiON NeeDeD

Key executive •Upto10timesannualincome•Businessownerandbeneficiary

•Verificationofincome•Listofotherkeyexecutives

andtheircoverage•Explanationoflayrole

to employer

Buy-sell and stock redemption plans

•Percentofownership=Xvalueofcompany•Crosspurchase–partnersareowners

andbeneficiaries• Entitypurchase–businessisowner

andbeneficiary• Valueofbusinessandhowthevaluewas

determined

Businessfinancials:•Balancesheet• Incomestatement•Listofowners/ownershippercent•Confirmationallpartnersare

similarly insured

executive Bonus/ S Owner

• Insuranceamount=amultipleoftheexecutive’sincome

•Verificationofincome

Deferred compensation

• Insuranceamount=amultipleoftheexecutive’sincome

•Deferredcompensationplanformula and description of insurancebenefit

•Verificationofcompensation

Note:Ifyouhavequestionsregardingcreditorinsurance,pleasecontactyourhomeofficeunderwriter.

FiNa

NC

ial U

ND

erw

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| 28 |

Asafinancialprofessional,weknowthatyourtimeisbetterspentfocusingonsalesandservice.Letuscompletethemedical

portionPartB(PartII)oftheapplicationforyouusingourfree Teleapp service. we employ our own trained professionals and

useastate-of-the-artreflexivesystem,designedbyourunderwriters,toguideyourclientsthroughtheinsurabilityquestions.

Ourreflexivequestionslettheunderwritersgainadditionalinsightintomedicalimpairmentsthatourtraditionalapplication

processdoesn’tallow.Nomorebackandforthbetweenyourclientandunderwritingtryingtoclarifyvaguepaperapplication

medicalquestions.WearesoconfidentinthequalityoftheinformationweobtainthroughTeleAppthatwerequirefewer

routinerequirementsandhavereducedAPSorderingby40percent.

Save Time with TeleApp

Benefits of using Teleapp

• it’s free!

• Improvedpolicyissuetime

• less paperwork and follow-up

• Fewerroutinerequirements,attending physician statements and paramedicalexams

• Advisorsdon’thavetoaskawkward medical questions

• you choose whether or not we schedule the paramedicalexamination.

• Clients’medicalinformationis gathered by our professionalinterviewers,notthird-partyvendors.

Five easy steps

1. Complete Part a (Part i) of the application, and obtain part c

signatures.Explaintheinterviewprocesstoyourclient.TheTeleapp

Guide (BB10268)providesstep-by-stepinstructionstohelpprepare

your client.

2. Schedule the interview using one of the scheduling options shown

below.Interviewsmaybescheduledfrom7a.m.to10p.m.CST,

MondaythroughThursday,and7a.m.to7p.m.CST,Friday.

3. Submit the initial application and other required forms (supplemental

applications,illustrations,bloodconsentandFieldOfficeReport)to

your new Business coordinator for processing.

4. The Teleapp interviewer calls your client at the scheduled time and

completestheinsurabilityquestions(PartB/PartII).Theaverageinterview

takes15-20minutes.Adraftcopyofthecompletedinterviewresponses

willbesenttoyouoncetheapplicationisreceivedinthehomeoffice.

5. Deliver the policy to the client.Thehomeofficeprovidestwocopies

ofthecompletedapplication.yourclientreviewstheinformationand

signs both copies. One copy is attached to the policy and remains with

theclient.Returntheentirepacket,alongwiththesignedapplication

(PartD),tothehomeoffice.

TeleaPP

| 29 |

Scheduling the interview

you can choose to have your client complete an immediate interview or

you can schedule a future date and time when it is most convenient for

your client using the following options:

• Toimmediatelycompletetheinterview,call888-TeleApp(888-835-3277),

option 2.

• Toscheduleaninterview,call888-TeleApp(888-835-3277),option1.

• submit a request using the online form at www.principal.com/teleapp.

when scheduling an interview, please provide this information:

• Producer’snameandphonenumber

• Client’sname,SocialSecuritynumberanddateofbirth

• products and total amounts applied for

• Signaturestate(thesigningstate)

• Client’stelephonenumberandtimetocall

Staying informed

you may access your pending business report at principal efinancial

professionalsm(PrincipaleFP)atanytimetomonitorthestatusofthe

TeleAppinterview.OryoucancallourTeleAppdepartmentanytime

youhavequestions,888-TeleApp(888-835-3277),option1.

Preparing your clients

Byhelpingclientsknowwhattoexpect,wecanmoreefficiently

completetheinterviewandbuildapositivecustomerexperience.On

average,interviewstake15-20minutesandcoverthefollowingtopics:

• Generalactivitiesandhealthhabits

• annual income and net worth information

• Foreigntravelhistoryforthelastfiveyears

• names and dosages for all medications currently being taken

• Names,addressesandphonenumbersofmedicalproviders

• Approximatedatesofanyinjuries,surgeries,emergencyroomvisits,

hospitalizations,illnessesorconditions

For more information

Go to www.principal.com/teleapp.

Helpful hints

• Immediateinterviewsarefast

andeasy.888-TeleApp

(888-835-3277),option2.

• Scheduledinterviewswitha

specificdateandtimehavean

80percentfirst-callcompletion

rate(35percentwhennot

scheduled).Ifyou’renot

completing an immediate

interview,it’sbettertoschedule

aspecificdayandtime.

• Whenschedulinganinterview,

let us know the state in which

the application was signed. we

canthentailortheinterviewto

thestate-specificapplication

questions.

• Theconfirmationnumber

providedbytheTeleApp

counselor and the date and

timeoftheinterviewshouldbe

recordedontheFieldOffice

report for life applications or

theProducer’sReportfor

disability applications.

TeleaPP

| 30 |

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| 32 |

Principal UnderrightSM

Fast. Easy. Just Right.

• Applicationsacceptedelectronicallyorbyfax(1035Exchangepaperworkneedswetsignature).

Toll-freefax:1-866-542-1359

• Dedicatedhomeofficecasemanagersplusaccesstoyourunderwriterwhenyouneedit.Toll-free

phone:1-800-654-4278

For Financial proFessionals

The principal Financial Group®

life Underwriting Guide

Principal National Life Insurance Company and Principal Life Insurance Company, Des Moines, Iowa 50392-0001 www.principal.com

Insurance products from the Principal Financial Group® (The Principal®) are issued by Principal National Life Insurance Company (except in New York) and Principal Life Insurance Company, Des Moines, Iowa 50392.

For producer information only. Not for use in sales situations

BB10009-04 | 08/2013 | t11112904tq

We’ll Give yoU an edGe®

Not FDIC or NCUA insured May lose value • Not a deposit • No bank or credit union guarantee

Not insured by any Federal government agency

life Underwriting Guide - pinneyinsurance.comunderwriting. By initially obtaining specific, detailed...

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