Quest Diagnostics

6 easy ways to maximize your life insurance pipeline

by Allison Shuman on May 27, 2020

We know it’s important to have a healthy pipeline, not only so you continue to get paid, but also so you can serve your clients’ needs. Our team shares six easy tips on how to maximize your life insurance pipeline.

Let’s talk about life

The first step to a healthy pipeline is generating as many new applications as possible. Whether you’re new to the business or have been writing for many years, you have probably worked on your pitch. During this unprecedented time, you are finding new ways of talking about life insurance. Everyone has people who depend on them, so look for interesting ways to communicate their financial needs and the value of holding a life insurance policy for protection. Here are a few tips on how to communicate with your clients during a crisis.

Take time to explain the process

As your partners in the paramedical process, we’ve noticed applicants tend to follow through more quickly if they are well prepared. Be sure to take time to go over which steps will be required of them and how they can help ensure the best results. You can find a wealth of resources on our applicant website,

Don’t wait for the call

Ever received a call from us saying your applicant has not responded? If they are required to complete a Personal Health History Interview, be sure to share the call-in number when their application is created. If an exam is required, use our real-time scheduling tool (ScheduleNow™) whenever possible to get your client scheduled at a time and place that is comfortable for them. In an effort to give applicants more appointment options, we have extended the scheduling window and examiner availability from 10 days to 45 days.

Leverage a national network

When it comes time to complete your client’s exam, we offer many choices through our extensive national network. In today’s world, applicant safety and convenience are important factors to consider when it comes to the location of life insurance exams. As a Quest Diagnostics company, ExamOne’s national collection network includes Quest exam centers to give your applicants even more options. With thousands of exam centers across the country, we make it easy for applicants to complete their exams at a time and location that fits their schedules. In light of the COVID-19 emergency, we have taken additional measures to bolster preparedness at our Quest exam centers. Read more

Keep track of your cases

You can use our online tracking tools to make sure your cases are progressing and know when the information has been delivered to your underwriter. Case status can be accessed through our online portal, automatic email status updates, and through carrier access points. Did you know that you can connect with our Customer Service team and receive assistance on your orders by using the “Contact Us” button on the portal?

Reach out after the exam

A great way to build on your efforts is to ask for referralsalways! Reach out to your client after their exam to ask for feedback and provide information on how they can access a copy of their laboratory test results. If they are happy with their experience, that conversation may be a great time to ask them about anyone else in their life who may also need to update their coverage.

As you manage your pipeline, our national network of ExamOne representatives and local branch offices are here to help. You can schedule a review with your local representative to help identify any areas where the paramed process could be smoother. We want to help your business grow, even during this challenging time.

The new year is a time for goal setting, but it can also be a good time to reflect on the ways our employees make a difference in our communities – last year and in the future. In 2019, our employees supported local and national charities by participating in several awareness walks plus winter supply drives, back-to-school book collections, animal shelter fundraising, food drives, a holiday basket raffle and Salvation Army angel adoptions.

We are now pleased to kick off another year of giving by presenting $10,000 to the domestic abuse shelter, Rose Brooks Center. The Great Midwest Region of Quest, which includes the ExamOne Lenexa, KS laboratory, was the recipient of the Quest Diagnostics Quality Award and received funds to donate to a charity of choice. Rose Brooks is a Kansas City shelter that protects, supports and provides resources to hundreds of adults, children and their pets who need emergency shelter to escape life-threatening abuse. Quest and ExamOne plan to partner with Rose Brooks throughout the year with volunteer projects and continued assistance.

Jason Severtson, President of Quest Diagnostics Employer Solutions, recently presented a donation check to a representative from Rose Brooks during the Employer Solutions annual convention in Kansas City. Employees also made fleece blankets for guests of the shelter during a team- building activity.

“The Rose Brooks Center is a safe place for so many families. I’ve seen firsthand how the work there has put smiles on many faces and given people hope and respect, something they desperately need during tough times.”

– LaCheak Fletcher, ExamOne Regional Account Manager, Rose Brooks volunteer

The charity efforts of Quest Diagnostics and ExamOne are organized and executed by an employee volunteer group called QuestCAN (Community Action Network). Their projects not only raise funds or collect supplies but also raise awareness for worthy causes. Three of the major recipients last year were:

American Cancer Society (ACS) Making Strides Against Breast Cancer Walk

Including our sponsorship of a popular large pink inflatable chair photo op, our employees raised more than $6,000 – making us one of the top fundraising teams in Kansas City.

Harvesters, Community Food Bank

Employees collected 7,636 pounds of food (44 barrels and 11 pallets) to support Harvesters’ mission of feeding the hungry today and working to end hunger tomorrow.

Arthritis Foundation Jingle Bell Run

During the holiday season, we raised almost $8,000while also raising awareness of the need to find a cure for America’s #1 cause of disability. 

Additional employee-chosen organizations the Kansas QuestCAN chapter supported in 2019:

“I am grateful to work for an organization that empowers all of us to make a difference – professionally and personally. From the work we do to help protect more families with life insurance to the generous efforts of helping fellow employees and contributing to our communities’ charities – we are making a difference in people’s lives.”

Joey Grant, Senior Vice President, ExamOne

It is always a goal of Quest and ExamOne to actively support charitable organizations in the communities where we live, work and serve. We look forward to helping even more charities in 2020.