Brokers


Have you ever stopped to consider all the different stages in the cycle of a life insurance application and how they affect each other?

Think about it. Before a policy is approved, a typical application will need to be handled by a broker, an exam vendor and an underwriter… at the very least.

With so many of us involved in the process, it becomes all the more important to stay on the same page. And getting involved in industry associations–such as NAILBA, AHOU, LIDMA and NAIFA–is one of the best ways to stay connected and informed. The purpose of these organizations is to lead, educate and support our industry–whether you’re a case manager, broker, underwriter or exam vendor.

Knowing the importance of our role, many ExamOne employees have become actively involved in these organizations. Whether it’s developing educational programs, serving on boards and committees, or volunteering at industry events, our people continually strive to enrich these associations with their knowledge and expertise.

ExamOne is proud to highlight these employees and their valuable contributions to the industry. Let’s talk to them about their involvement.

Carol Mucci
Carol.W.Mucci@ExamOne.com

 

Carol Mucci is an ExamOne sales representative in Alpharetta, Georgia. Throughout her career, she has dedicated herself to learning and growing through her involvement in life insurance industry associations.

Carol has served in varied roles on the boards of several associations on a state and local level for over twenty-five years. This includes the National Association of Insurance and Financial Advisors (NAIFA) where she’s volunteered her time at events and served as co-chair of the Community Service, Membership, and Public Relations Committees.

“I enjoy networking with all facets of the insurance industry. I get to know general agents, career agents, BGAs, brokers, and direct marketers – gaining knowledge of their products, needs, and up-to-date product offerings, mergers and changes in the industry.”

 

Carol is also heavily involved with Women in Insurance and Financial Services (WIFS), serving as President of their Atlanta chapter in 2009, 2014, 2015, and 2018. She was honored as Woman of the Year for 2009 in Georgia, as well as being nominated as National WIFS Woman of the Year at their 2016 and 2017 national conventions.

When asked about important things she’s learned from her involvement with these organizations, Carol speaks glowingly of her experience.

“I continue to gain business because of my consistency of being involved with the associations. I have also been asked to speak at meetings as a keynote speaker about the paramedical exam process,” says Carol.

Meg Rose, FLMI, ACS
Margaret.A.Rose@ExamOne.com

 

When we reflect on our employees’ involvement in the industry, one name that consistently comes to mind is Meg Rose. Meg, Director, Strategy and Business Development, based out of Southern California, has become well-known in the industry due to her strong commitment to leadership and active involvement in many industry organizations throughout her career.

Meg is a current member of the Educational Task Force for The Association of Home Office Underwriters (AHOU). In this role, she helps develop learning programs and webinars focusing on industry trends and professional development for underwriters.

“I owe much of what I know and who I know in this industry to the industry organizations and associations within it.”

 

Meg’s experience also includes a nine-year tenure with LOMA. During this time, she dedicated her efforts to education marketing, business development and product development for industry e-learning programs. She’s served as the Director of Education for the National Association of Independent Life Brokerage Agencies (NAILBA), leading a committee of brokerage industry volunteers. She’s also developed education programs for brokerage industry professionals, ALHA and FLMI Societies, and has been a previous member of NAIFA and WIFS in Atlanta.

“I had the unique opportunity to begin my career with an entry-level role in an industry association. From a seat inside of LOMA for almost a decade, I was able to grow my career path and a wide scope of relationships while learning how the principles and dynamics of insurance manufacturing, marketing and distribution worked. Now in my second decade in this industry (and the decade I started with working for NAILBA), I still find myself directly involved and benefiting from the relationships, educational programs, events and content these organizations build. Associations like LOMA, AHOU, ILTCI, LIMRA, NAILBA, NAIFA, LIDMA, The Life Foundation and many others are still the best resources we have for industry collaboration, networking, professional development, and fostering business growth and change,” says Meg.

Debbie Skalisky
Debbie.L.Skalisky@ExamOne.com

 

Debbie Skalisky is an ExamOne sales rep based in Northern California. She has been serving on her local NAIFA board for over thirty-eight years. She currently serves on the board as Membership Chair, the NAIFA-CA task force, and various other state and local committees. Debbie credits her involvement with NAIFA for building strong relationships with the agents, brokers, BGAs and assistants serving her local association.

Working with these organizations has been instrumental in me gaining knowledge about the current legislative issues affecting our industry. Being informed helps me educate and build trust with my clients.”

 

Debbie has also received special recognition for her efforts with NAIFA. In 2012, Debbie was the recipient of the NAIFA-Northern CA Distinguished Service Award, honoring her many years of dedicated service and support. During her years of service, she has also been asked to speak at her local NAIFA-Northern CA, CLU and GAMA Chapter meetings about the paramedical exam industry.

When asked about her years of experience with organizations, Debbie says, “My most important contribution to these organizations has been my time and passion for this industry. I feel it is very important to be involved in our local and state industry associations for building relationships, learning sales ideas from some of the seasoned experts, and learning what we can do to build our industry trust with the consumer–not to mention the wonderful camaraderie at the events.

Lauren Hung
Lauren.L.Hung@ExamOne.com

 

Lauren Hung is another representative from our sales team who has become actively involved in industry associations. Lauren lives in Honolulu, HI, and has served on her local NAIFA board as a director for the past 6 years.

 

 “I contribute ideas and input for meetings, and I also help promote the general meetings and events. Through working with NAIFA, I’ve learned that there’s a lot more to the industry than what we work with at ExamOne. I also enjoy hearing personal stories and the experiences of our NAIFA Board Members. I’ve found great friends and mentors from being active in NAIFA.”

 

Get involved with industry associations to stay connected

Our involvement with these organizations is just one of the many ways our employees show their commitment to the industry–and it’s one of the most important. As our industry changes and evolves, it is essential for all of us–carriers, brokers, clients and vendors–to work together toward our shared mission of protecting more families with life insurance. Find out more about the organizations below, by visiting their websites below:

http://www.nailba.org/

https://www.naifa.org/

https://www.ahou.org/

http://www.lidma.org/

https://wifsnational.org/

http://www.loma.org/

http://iltciconf.org/

http://www.limra.com/

Last year, we kicked off our “How we can help” campaign, highlighting the personalized solutions we offer our brokerage and distribution clients. This year, we want to dive even deeper into our Superior Solutions model by providing handy tips and information for case managers.

This new series, “1-Minute Broker Tips”, offers quick tidbits of advice to assist brokerages improve applicant experience and increase placement rates. And to show how we can help you be your best, we’ve sought out one of our best to guide you through the process.

Morgan Van Lare, Business Development Executive, joins us over the next few weeks to talk about our commitment to becoming an extension of your team and working together to help you place more business.


PART 3: Tips on images, paperwork and medical records

Does ExamOne offer a delivery of exam images straight to the carrier? What’s the back-end paperwork process?

Yes, we do. Depending on your preferred workflow, ExamOne offers several different options for back-end process.

Once an exam has been completed and we receive the paperwork, as part of our ExamOne Superior Solutions process, all paperwork is reviewed for quality to ensure that by the time it gets to you, everything is in good order.

If you utilize ExamOne Imaging or Paperclip, you have the option to download the completed and quality-controlled exam paperwork into your imaging system to send to the carrier – saving you an extra step in the process.

 1-Minute Tip:

Utilize straight-through-to-carrier process* along with electronic Part 2 and electronic laboratory slips to save time.  Please don’t hesitate to ask us how each of these options might be a good fit for your business. (*Contact your ExamOne representative to see what carriers offer the imaging process.)

 Does ExamOne offer any alternatives for ordering health data or Medical Records?

If you find that you’re doing business on a more informal basis, check into using our real-time data solutions – ExamOne Risk Identifier for prescription history and clinical data, and ScriptCheck® for prescription history. These in-house, pre-underwriting tools will help with non-disclosures – intentional and non-intentional. Plus, it’ll save you time in identifying where to place the case.

While these data solutions may not always replace the need for medical records, it will help to identify cases that need more risk management resources – directly impacting the gathering of requirements and accelerating (significantly!) the underwriting process.

 1-Minute Tip:

To learn more about these solutions, check out these blog posts regarding Risk Identifier and Script Check. Our team would be happy to give you a demo of these tools in action.


PART 2: Tips on online lab results, ordering and scheduling

Morgan, explain how applicants can obtain their laboratory results online via Inside Look with ExamOne.

Many insurance carriers subscribe to our exclusive product called Inside Look Online. This valuable service allows for easy online access to laboratory results, helping applicants to stay informed about their health.

During the exam process, the examiner is instructed to provide the applicant with a brochure. This brochure contains the instructions on how to obtain their laboratory results on our website, as well as the corresponding barcode.

When you include your applicant’s email in the exam order, the applicant will also be notified by email and instructed on how to access their laboratory results.  These laboratory results belong to the applicant and will require specific instructions on how to access the results, but in some cases and if agreed to, applicants might be willing to share the laboratory results with you and the agent.

If you’re not sure which companies participate in Inside Look Online, reach out to our team for an informative guide and instructions for both you and the applicant.

 1-Minute Tip

Watch Inside Look video and share it with your agents and applicants.

Inside Look video

Inside Look testimonials

What are some best practices for ordering and scheduling an exam?

Generally speaking, best practices for ordering and scheduling exams will start with the agent and their client. When you are ready to order the exam requirements, follow these guidelines:

  • Recommend our applicant-dedicated website –MyExamOne.com – which includes instructions on how to prepare for the exam process
  • Place the order online (system-to-system or directly on website) and be sure to include the applicant’s email address
    • ExamOne will send applicant appointment reminders
    • We also use applicant’s email to send information on how to access Online Laboratory Results and post-exam survey feedback (optional)
  • Use the ScheduleNow™ tool
    • Ask your agents for 3 available dates/times (including weekend, evening and morning availability) prior to ordering the exam
    • Select an exam time based on your applicant’s preferred address from the ScheduleNow real-time appointment calendar
  • Or use applicant self-scheduling
    • If you are not provided with a day and time, engage the applicant with online exam self-scheduling through ScheduleNow. Provide us with the applicant’s email address when you place the order and we’ll send an email to the applicant with instructions on how to schedule their own appointment and prepare for the exam.
    • Please connect with your Sales Representative or Account Representative to activate the applicant self-scheduling option
 1-Minute Tip: 

If you have any rush requests, we always recommend contacting your dedicated Account Representative to assist once the order has been placed. Often, we’re able to accommodate rush requests as long as we know in advance the requested date and time, required services and location/address info. For best results, it helps to ensure that the order is already in our system.


Part 1: Tips on utilizing your dedicated support team

Morgan, how does ExamOne’s Superior Solutions help support and grow brokerage business?

Our ExamOne Brokerage team is aligned at the IMO/Marketing level – as well as regionally – to support our local markets and sales representatives across the country. The team is composed of 5 National Account Executives, each bringing a wealth of knowledge, background and expertise. All of us work together to provide strategy, solutions and alignment within the respective channels that we serve.

Our ExamOne Superior Solutions service model has been very successful with brokerages. The foundation of this service model is the dedicated Account Representative – a single point of contact, providing customer service and case management support no matter where the exam is ordered.

1-Minute Tip:

Get to know your team because we’ve got you covered on all levels. When you partner with ExamOne, you can rely on our team of experts to give you peace of mind:

Account Executive: oversees ALL ExamOne products and pricing – as needed – for parameds, APS, data products, customized workflows and service models, and integrations

Regional Account Manager: resource for implementation, reporting, onboarding, product setup and communications

Customer Service Supervisor, Team Lead and most importantly – the Account Representative: your dedicated point of contact for all paramedical exams and nationwide case management support.

Did you forget your Account Representative’s name? No problem – Contact our team and we’ll send you their contact card.

How do you make it easy for brokerage case managers to order exams?

Depending on your existing process, our team develops workflow options designed to cater to your agency’s specific needs. ExamOne is fully integrated with many of the larger agency management systems – and we make it easy to integrate with home-grown systems, too.

Our user-friendly website provides a simplified and easy- to-use process for:

-Ordering exams
-Scheduling and confirming appointments
-Diagnosing requirements
-Status updates and email notifications
-Obtaining paperwork in good order
-Convenient options to contact us

1-Minute Tip:

Ask for personalization. If there is a specific capability or agency setup you’re looking for, please don’t hesitate to ask!  We can securely set up your case management team to order exams, view status and receive notifications on behalf of other case managers in your organization. You’ll have a Professional Services team available at your fingertips – helping to drive a unique experience and leverage organizational expertise.

 

Morgan Van Lare, ExamOne Business Development Executive

Connect with Morgan and look out for more tips in her “1-Minute Tips” series.

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How we can help – our commitment to professional service When you order exams for your insurance applicants, you deserve to feel confident about the whole process. Easy scheduling, informative updates, and a professional exam experience for your clients are of the utmost importance. At ExamOne Superior Solutions, our team of customer service professionals stands […]

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