Clients have apprehension about taking a medical examination for life insurance. The process provokes both anxiety and hesitation.  In addition, it is possible that improper client preparation could lead to avoidable poor underwriting decisions.

Preparing your clients as early as possible for their life insurance exam, will make the process easier for your clients, and improving their chance for a favorable underwriting outcome.

1. Morning Exam. If possible, Clients should schedule their examination in the morning. It is easier for clients to fast while they sleep, and blood pressure is typically at its lowest upon first waking.

2. Rest and Good Health. Clients should have adequate rest and be in good health for their medical examination. If a client is sick (even a cold) or exhausted, the exam should be rescheduled. Make sure that pregnant clients inform the examiner of their condition.

3. Nicotine Testing and Usage. Clients should not use any nicotine product for at least two hours prior to the examination. Clients will have their urine tested for nicotine. Clients do not have to be cigarette smokers to have nicotine discovered in their urine sample cigars, chewing tobacco, snuff, nicotine patch and gum can all cause nicotine to be detected. It is important that clients disclose to the medical examiner any nicotine products they are using. Failure to do so, combined with a discovery of nicotine in the urine, may suggest a lack of full disclosure.

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