Direct Access to Underwriters

I've got an underwriter who's actually helping me look for more potential sales and more applications. I mean, that's the type of relationship that you really need from a company. I had a self-employed person whose tax returns looked pretty ugly when it came to their amount of income that they had available to be able to qualify for the DI policy. Brent just said, “Hey, just send me over the last two years' worth of their income taxes. I'll tell you what they qualified for.”

It was fantastic. I mean, we need that type of relationship in the field because I could have been sitting here quoting this guy some number that quite frankly, he would have never qualified for. Brent takes those tax returns. He looks at them. He comes back to me and says, “Hey, you know what? Based on what these income numbers look like, we're looking at X.” And I said, “That's not all that great.” He said, “But wait.” He said, “In addition to the base policy, this guy's self-employed. We need to take a look at a business overhead expense policy to be able to give this guy a little bit more coverage.”