Hank George

Reinsurer Leadership in Uncertain Times

by Hank George, FALU

A presentation at a recent underwriting gathering was billed as being focused on the use of predictive analytics in contexts other than risk appraisal.

Reflections on Non-Underwriters Managing Underwriters

Hank George, FALU, CLU, FLMI

It is a widely held notion that one does not have to know the job to manage people who do the job.

Underwriters' Loyalty To Your Company

Hank George, FALU, CLU, FLMI

I recently read one of those garden variety diatribes bemoaning the fact that employees do not exhibit the same degree of loyalty to their employers as their predecessors did in the “good old days.”

Electronic Cigarettes and Underwriting

E-cigarette use has become a hot topic in our profession as we grapple with how to underwrite users.

New Business Management Structure: Function and Dysfunction

Hank George, FALU, CLU, FLMI

Reducing Our Use of Medical Records

Hank George, FALU, CLU, FLMI

The prevailing mantra of senior management regarding underwriting and most other operational functions is "faster, cheaper, better."

Blood...Without Blood: A Novel Simplified Underwriting Asset

Hank George, FALU, CLU, FLMI

The success of simplified life products in the marketplace will be greatly impacted by how the premium rates match up against fully underwritten products.

RDW: Mortality and Morbidity Implications

Hank's newest paper "Red Blood Cell Distribution Width (RDW): Mortality & Morbidity Implications" is now available.

Remote Underwriting: Today and Tomorrow

by Hank George, FALU, CLU, FLMI

Insuring the Middle Market: Success Requires a New Approach to Underwriting

Hank George, FALU, CLU, FLMI

Drunk Driving and Insurability

Hank George, FALU, CLU, FLMI

Underwriting Implications of Intentional Self-Harm

By Hank George, FALU, CLU, FLMI

Underwriting with NT-proBNP (Slides)

Slides from Hank's presentation at the Critical Issues in Medical Underwriting Seminar held May 7 at the Chicago O'Hare Sheraton Four Points Hotel.

Underwriting Guide to Synthetic Cannabinoids

This paper aims to provide what underwriters and claims examiners need to know about this ever-expanding aggregation of synthetic drugs that are luring users with their enhanced Cannabis-like effects.

Burning Mouth Syndrome: What Every Underwriter Must Know

This paper covers the underwriting implications of "burning mouth syndrome."

Underwriting Requirement Practices: Always Consider the Big Picture

by Hank George, FALU, CLU, FLMI

When life insurers set their underwriting requirement practices, the primary focus has always been on protective value (cost vs. benefit). In many smaller companies lacking the resources to conduct internal studies, the usual approach is to consider the practices of larger carriers and most notably those known to routinely do such studies.

Point/Counterpoint: Life Underwriting Practices for Marijuana Use

Thanks to On The Risk for allowing us to reprint this article from the June 2012 issue.

Insurability of Former Drinkers

People stop consuming alcohol for a variety of reasons.

Some of those reasons – for example, joining a religious group where alcohol use is frowned upon or finally capitulating to nagging by a teetotaling spouse – have no insurability implications.

Then, there are the others…

Underwriter Audits: 12 Factors to Consider

Underwriter audits are indispensable resources for chief underwriters. While not the only basis for assessing performance, they are the single most significant benchmark where line underwriters are concerned. It would be essentially impossible to manage underwriters without having sufficient insight into their performance on the job.

Rule Sets in Engine-Driven Underwriting

Hank George, FALU, CLU, FLMI

Monoclonal B-Cell Lymphocytosis (MBL)

by Hank George, FALU, CLU, FLMI

Insurability Implications Of Tooth Loss

by Hank George, FALU, CLU, FLMI

CIHOUA Meeting Lecture Slides

These are the lecture slides from Hank's presentation - Underwriting Plain Talk - at the Central Illinois Home Office Underwriters Association at their March 8 dinner meeting.

Underwriter Education: 21st Century Myths and Realities

If only this savvy perspective were more widely held amongst both chief underwriters and senior management!

Teleinterview Drilldown Questionnaire for Childhood Cancer Survivors

Teleinterview drilldown questionnaire for childhood cancer survivors written by Hank and free to all registered InsureIntell members.

Observations of Drug Testing in Life Underwriting

Hank George, FALU, CLU, FLMI

LOMA Health Underwriting Study Group (HUSG): 2010 Annual Conference Summary

Sue Nelson & Kathy Thomas, Co-Vice Chairpersons


This year’s LOMA Health Underwriting Study Group Meeting (HUSG) was held in San Antonio, Texas, on the lovely Riverwalk.

More than 100 members attended this 2 ½ day event, representing 40 Individual and Small Group carriers. About half of the meeting was spent in roundtable discussion of underwriting and other risk management issues and half the meeting was devoted to presentations.

Understanding Life Underwriting: A Primer for Health Underwriters

"Understanding Life Underwriting: A Primer for Health Underwriters" was prepared by Hank for presentation at the 2010 LOMA Health Underwriting Study Group.

Complex Regional Pain Syndrome (CRPS)

Hank George, FALU, CLU, FLMI
April, 2010


The three most prevalent chronic pain syndromes are:

  • Temporomandibular joint disease (TMD) presenting as chronic myofascial pain
  • Chronic pelvic pain syndrome (CPPS)
  • Fibromyalgia (FM)

Context: The #1 Consideration in Underwriting

Hank George, FALU, CLU, FLMI
March 1, 2010


If I were responsible for training new underwriters, the most important concept I would emphasize to them – again and again, until it was uppermost in their mind every time they looked at a case – is CONTEXT.

The Life Underwriting Metamorphosis

Hank's article on how U.S. life underwriting is transforming appeared in the February, 2010 issue of LOMA's Resource magazine. We hope you will find it interesting.

PACK YEARS (PY) An (Easy) Enhancement of Cigarette Use Underwriting

Hank's new article on the value of using 'pack-years' in how we underwriting smokers is now posted at http://cholhua.org/guestwriterspublic.html the website of the Chicago Home Office Life and Health

AHOU Today...and Tomorrow

Hank George, FALU, CLU, FLMI
On The Risk • Vol.24 N.4 2008


Executive Summary

This essay is one underwriter’s observations regarding aspects of the Association of Home Office Underwriters (AHOU) which may be deemed worthy of rethinking and, if so, perhaps modifying on some basis, now or in the future. A wide range of topics is discussed, with the sole purpose being to offer up thoughts for consideration by AHOU members. The author hopes what is said here will be received in the spirit intended.

Underwriting Engines

Hank George, FALU, CLU, FLMI


Just a year ago, one would have had comparatively little incentive to write this commentary…which is perhaps the best way of saying that our underwriting environment is now changing dramatically due to the confluence of a number of factors.

“Faster, cheaper, better” has been the mantra of life insurer senior management for years now where risk appraisal in concerned. This has propelled teleunderwriting into the forefront as our paradigm of choice and also fueled the embrace of rapid-acquisition assets like Rx profiles and MVRs in America.

Rise of the Machines

Hank George, FALU, CLU, FLMI
Best's Review • November, 2009


Unlike “Terminator” movies, the machines in question here are the so-called “underwriting engines.” These “straight-through processors” have been around for years. Yet despite smashing success in the United Kingdom and other markets, they have languished in North America.

The Enemy Within: The Theft of Competency and Its Price Tag

Hank George, FALU, CLU, FLMI



“He” has no one name, no essential gender.

What “he” has is the incredibly untimely capacity to rapaciously rob your company of its future…and compelling evidence suggests this is indeed what is coming to pass across the global life and health industry.

This essay will explore the pathogenesis of “his” ways and the manifold prices your company will pay for mortgaging its tomorrows by vogue expediency.

Forest and Trees: Missing the Point on Underwriting Education

Hank George, FALU, CLU, FLMI


There was a posting recently at lifeunderwriting.com wherein the underwriter bemoaned the fact that his company would not fund his enrollment, and that of his peers in the department, in the State of the Art™ Continuing Education Program.

This is a classic case of missing the forest for the trees, as they say. And not just because it happens to focus on the education program into which I and my colleagues at SelectX-UK have invested so much of our energy and devotion.

A Novel CI Sales Approach?

Hank George, FALU, CLU, FLMI


While we underwriters do not get directly involved in the sales process for the most part, there are likely some advantages to accrue to us if we suggest some “angles,” if you will, that help our producers make the value of CI policy ownership clear to prospective customers.

This is one approach that I think has merit, especially in the USA.

A friend from abroad said to me a few years ago that critical illness insurance would not be much of a seller in the US market.

The Future of Life Underwriting

Hank George, FALU, CLU, FLMI


For much of this underwriter’s 30 years of practice, he had to endure being denounced as head of “the sales prevention department” by angry producers who tired of waiting weeks (if not months) for a “thumbs up” on new business.

Those days will soon be gone…forever.

Gone, that is, if life insurers take the plunge and embrace a new model for risk appraisal that radically transforms the process.

The model is known as TELEUNDERWRITING.

Teleunderwriting: A Tale Of 21st Century Reality (Part 2 )

Hank George FALU, CLU, FLMI
Broker World • 2002


Teleunderwriting embraces multitudes. It is, at the same time, both a technical process that reconfigures day-to-day home office underwriting and a dynamic process that affects every aspect of how we select risks.

Flummoxed Over Bancassurance

The word "flummoxed" best defines the intellectual consequences of trying to fathom how life insurance distribution via banks can thrive globally, but flounder here.

The Compelling Argument for Discontinuing Our Use of Screening Exercise Electrocardiography in Life Underwriting

Hank George, FALU, CLU, FLMI
March 2009



What are the two biggest underwriting-related concerns of senior management in direct-writing life insurers?

#1 – Reducing new business acquisition costs

#2 – Reducing application-to-issue cycle time

Both of these issues are conspicuous high priority agenda items in most companies.

The matter of business acquisition costs is, if anything, accentuated by the current economic environment.


What other goals are compelling in this regard?

  • Improve our image with consumers
  • Make it easier for customers to do business with us as a “financial services” industry
  • Facilitate – rather than obstruct – the flow of new business
  • Recruit and retain producers by offering accommodating requirements while preserving and enhancing favorable mortality

Something “Wicked” This Way Comes?

Hank George, FALU, CLU, FLMI
December, 2008


Before I delve into this essay, four observations are necessary for perspective.

My apologies to the spirit of Ray Bradbury for appropriating the title of one of his many stellar works of fiction (more than a few of which I confess to having devoured in my youth).

I put quotation marks around “wicked” to emphasize that this loaded word is being used strictly in the figurative sense. I imply no personal criticism of those who may advocate the practice about to be described. The practice itself, on the other hand, has odious implications which, if only in my view, need to be aired out and further debated lest they be embraced prematurely in risk appraisal.

I put a question mark at the end of the title because the status of the matter at issue remains uncertain. Is it already here? Should we expect its landfall soon? Or, does it remain purely theoretical at this writing?

Because of the importance of addressing this phenomenon early on, it is necessary to work off of a number of assumptions. If, as it turns out, some of these assumptions are in error, then perhaps at least a portion of the concern expressed here will be mitigated accordingly.

The Post-Millennial Metamorphosis

Hank George & Tia Goss Sawhney
Contingencies • Nov/Dec 2008


The venerable life insurance industry awoke one morning to find itself transformed into a financial services industry. Unfortunately, no one thought to   tell those who stand astride the flow of new premium assuring that the ratio of actual-to-expected mortality remains far less than one. In other  words, underwriting was—and to a great extent still is—out of step with the financial services concept.

A History Lesson in Insurance Screening

Hank George FALU, FLMI, CLU
September 2008
Best's Review


It is said that those who do not know history are doomed to repeat it. In the spirit of this truism, a specter looming in underwriting is in dire need of sobering historical perspective.

Once upon a time, a cancer marker that showed initial promise was embraced for use in insurance screening by a prominent carrier.

Not for long.

Reflections on Two Teleunderwriting Articles From the United Kingdom

Hank George, FALU, CLU, FLMI
September 2008


In the November, 2007 issue of General Re Life and Health’s Risk Insights publication there was an article by Dave Nicholas, Underwriting Manager in the United Kingdom, titled “Using the Telephone as an Underwriting Tool.”

In other words, teleunderwriting.

I discovered this piece a bit belatedly and then learned of a more recent piece by Dave in the March, 2008 issue of this esteemed periodical.

After reading both carefully, I e-mailed Dave and asked if he’d mind me writing about what he said, adding my own observations and comments.

Dave had no objections whatsoever (thank you, my friend!)…

…and so, away we go!

Education For Underwriters: Priority? Luxury? Nuisance?

Hank George, FALU, CLU, FLMI
August, 2008


“…every dollar spent on training and development per employee results in an increase of $168 in revenue per employee.”

Jennifer C. Rankin
LOMA Resource magazine
June, 2008:16


The issue of underwriter education has had a renaissance of sorts since the tedious years of the 1990s. Over that interval, this subject was all but anathema, given the priorities and realities of those times.

Not any more.

Debunking The “Control” Myth In Teleunderwriting

Hank George, FALU, CLU, FLMI
June, 2008


At a recent lecture I did for a state underwriting association, a management underwriter for a P&C-based life insurer mentioned her continuing frustrations in trying to convince their sales representatives (once again, I use this as a synonym for agent, broker, intermediary, etc.) to accept teleunderwriting.

In this case…and so many others…the nidus for field resistance was their “concern” for “loss of control” over their clients.

The “control” myth had reared its predictable head once again!

Synergy: Seizing the Opportunity Afforded by Teleundewriting to Make Strategic Changes in Your Underwriting Practices

Hank George, FALU, CLU, FLMI
January, 2008 • Teleunderwrtiting Essay 12



In this final essay in our teleunderwriting series, we will focus on how insurers can capitalize on the introduction of teleunderwriting to make important changes in underwriting practices. It is imperative that insurers use this window of opportunity wisely for two reasons:

  1. It is open to you by virtue of the huge positive impact teleunderwriting will have on turnaround time for your sales force. They will be excited about this and other payoffs to them from this new process and you can leverage this to your advantage.
  2. Almost every company in the industry has changes that need to be made regarding requirements and other practices which harmonize with teleunderwriting and/or bring advantages in other ways. Making them invariably means treading lightly. Perhaps less so in this context than at any other point.

Four Birds With One Stone*: Solving Major Producer Issues With Teleunderwriting

Hank George, FALU, CLU, FLMI
December, 2007 • Teleunderwrtiting Essay 11


Most arguments advanced in support of embracing teleunderwriting have to do with over- all corporate and underwriting-specific objectives.

We usually don’t think of teleunderwriting in terms of its broad contribution to assuaging the concerns of those who sell our products (thus, giving us a reason for being on the payroll!).

We should.

This essay is a direct result of a survey report summary, published in the November, 2007 issue of Insurance Marketing. This high-quality monthly circulates widely within the North American agent/ broker community.

Report of a Brand New Teleunderwriting Survey

Hank George, FALU, CLU, FLMI
November, 2007 • Teleunderwrtiting Essay 10


Characteristics of Survey Respondents' Companies

We have just completed a survey of 18 American life companies currently engaged in teleunderwriting. The findings should be of interest to all life and health insurers using or considering teleunderwriting. Therefore, this essay will review the results of that survey, with added commentary…as readers have no doubt come to expect from this underwriter!

CLASH OF THE TITANS: Teleunderwriting & Producers

Hank George, FALU, CLU, FLMI
October, 2007 • Teleunderwrtiting Essay 9


Let me clarify that by “salesperson” I mean “producers,” (the most common term of reference in the USA), brokers, intermediaries, advisors, agents…or whatever other (polite) term you prefer.

Some years ago, I was asked to speak in the Canadian Province of Alberta to a meeting of producers. One of my topics was teleunderwriting.

After I presented the teleunderwriting concept… they booed me! Thank God they didn’t have empty beer bottles in their hands!

Why did they react so negatively?

They were afraid – no, make that dead on certain – that teleunderwriting would encroach on their relationships with their clients, putting them at risk for losing the business (and, depending on the client, potentially a great deal more business) due to head office delays, insensitivities and nonspecific blundering.

Were their fears legitimate?

At face value, you bet they are!

If I were a producer, I’m certain I would have had the same apprehensions when hearing that head office personnel – or worse, strangers (outsourced providers) – were going to deal directly with the source of my livelihood, before the premium (and my commission) was paid!

Teleunderwriting Triage

Hank George, FALU, CLU, FLMI
September, 2007 • Teleunderwrtiting Essay 8


What do we mean by “triage?”

In clinical medicine, triage is the process by which patients – typically in emergency care settings – are divided into groups based on the urgency of their need for treatment. For example, if you have a bad cold and I have a bleeding head wound…and we both arrive at the E.R. at the same time, you will be watching TV (bored out of your mind) while I am treated first.

Triage is also a fact of life in underwriting, but in a different way.

In all modes of underwriting, we reach several points in the appraisal process where we may be positioned to make the fundamental triage decision: can I take action with what I have or do I need more information?

The Teleunderwriting Disconnect

Hank George, FALU, CLU, FLMI
August, 2007 • Teleunderwrtiting Essay 7


Realizing Reasonable Expectations

In 2009, at least one U.S. insurer will celebrate 20 years of teleunderwriting. A handful more will follow in the ensuing years…but the fact is that the vast majority of insurers now doing teleunderwriting started after the turn of the millennium and many are still sorting their way through issues that need to be addressed to optimize success.

The Crown Jewel of Teleunderwriting = Rx

Hank George, FALU, CLU, FLMI
July, 2007 • Teleunderwrtiting Essay 6



How to Create World-Class Teleinterview Questionnaires

Hank George, FALU, CLU, FLMI
June, 2007 • Teleunderwrtiting Essay 5


“Garbage In, Garbage Out”

As I said in earlier essays, this sharp phrase is the most important concept in all of teleunderwriting.

If your teleinterviewers aren’t doing their job, their output won’t allow your underwriters to take as many actions as possible without getting M.D. records they really don’t need.

The same goes for your teleinterview questionnaires.

If you don’t ask the right questions, then no matter how well the callers do their job, the net result will be fewer rapid actions, more medical records, unnecessary delays, added costs, and so on.


Thinking Your Way Through Teleunderwriting

Hank George, FALU, CLU, FLMI
May, 2007 • Teleunderwrtiting Essay 4


I have decided to scrap the topic for July: Demythologizing the Three W’s of Teleunderwriting, and incorporate that message in this essay.

Accordingly, I have added a new essay topic, moving the others up one month and then inserting the new topic for November.

The new topic is Risk Screening in the Age of Teleunderwriting.

Why this?

Because of what I saw on the 135-company life underwriting requirements survey my company just completed.

Clearly, there needs to be a strong message sent here: it makes no sense to use 20th century underwriting resources in a 21st century teleunderwriting underwriting environment.

That shouted, now essay #4.

The Many Faces of Teleunderwriting

Hank George, FALU, CLU, FLMI
April, 2007 • Teleunderwriting Essay 3


I’ve worked with, heard about and/or seen dozens of teleunderwriting operations in North America and the United Kingdom.

And the one thing that stands out about them is that NO TWO ARE ALIKE.

This, if you will, is the beauty of teleunderwriting.

It is an approach to gathering risk information that is 100% customizeable to the specific needs and circumstances of each company. No master plan must be religiously adhered to. This is not a “one size fits all” undertaking! Therefore, in this essay we will look at key factors that influence how any given insurer configures teleunderwriting to fit its unique needs and circumstances.

In this underwriter’s view, two main issues that must be addressed when launching an effort to consider and – if wisdom and the desire to remain competitive prevail – embrace teleunderwriting:

  1. Will teleinterviewing be “dropped” into your existing new business process, or, will your entire process be scrutinized, and, where necessary, re-engineered as part of this undertaking?
  2. Will you choose to be redundant in the gathering of risk information from proposed insureds, or, will you have the vision (and the courage, in many cases) to recognize the perils of redundancy, and then eliminate this pathology from your process?


The Origins and Evolution of Teleunderwriting

Hank George, FALU, CLU, FLMI
March, 2007 • Teleunderwriting Essay 2


“It all started in a little 5,000 watt station in Fresno.”

- Ted Baxter


For those of you who remember the Mary Tyler Moore TV show from the 1970s, the name Ted Baxter should recall to mind that pompous evening news anchorman who was forever incurring the wrath of station manager Lou Grant!

Best as this underwriter can determine, teleunderwriting – unlike Ted’s mythical career as a bumbling TV personality – did not begin in a radio station or in Fresno, California…nor did Ted have anything to do with it (which is just as well for the sake of this incredible process which is changing the face of mortality and morbidity risk assessment forever!).


Why Teleunderwriting is the Only Viable 21st Century Option

Hank George, FALU, CLU, FLMI
February, 2007 • Teleunderwrtiting Essay 1



Welcome to the first of 12 articles covering the subject of teleunderwriting from many perspectives and in considerable depth.

We hope these articles will assist readers in gaining the broadest possible insight and perspective as regards the phenomenon known as TELEUNDERWRITING.

An Underwriting Perspective on NT-proBNP, a Novel Marker for Cardiovascular Disease

Hank George, FALU, CLU, FLMI
Roche • 2007


Executive Summary

Circulatory disease is the #1 cause of excess mortality and morbidity in industrialized nations, worldwide. Thus, life and health insurers place their underwriting emphasis in this domain of risk.

Currently, most insurers continue to rely on screening and reflexive tests that are inferior to more modern alternatives. As the industry continues to sort its priorities and identify itself within the realm of “financial services,” the need for significant – and now readily feasible – changes in this regard becomes clear.

Nothing to Lose But Chains

Hank George, FALU, CLU, FLMI
Best's Review• February 2006

When Producers Encounter Teleunderwriting

Hank George, FALU, CLU, FLMI
The National Underwriter • July 2005



This is a message for all senior executives, chief marketing officers, sales VPs, agency managers, brokers and agents on the subject of teleunderwriting. Those who take a few moments to read it will be empowered to change their companies in ways that are certain to pay back handsomely, both immediately and in the years ahead.

At the last meeting of the Underwriting Vision Group, this underwriter, as founder and chair, asked one of the members to “describe the impact teleunderwriting has had on your company.”

His response?


The respondent is VP of Underwriting at a prominent life insurer. He is one of a dozen who serve on this issue-focused underwriting discussion group.

We know from this exclamation and also from countless statements by new business executives that teleunderwriting has been the greatest innovation in the history of life and health underwriting.

This essay is directed at answering one imperative question that is seldom asked and rarely comment upon: what are the implications of teleunderwriting for producers?

The 5 P's of Underwriting

Hank George, FALU, CLU, FLMI
Best's Review • February 2005

Dumbing Down

Hank George, FALU, CLU, FLMI


An insidious crisis is quietly jeopardizing the future of life and health insurance.

We are permitting ourselves to "dumb down" as regards prowess and savvy in the art and science of risk selection.

On visible aspect of this has been intensive cost-cutting efforts of recent vintage. CFOs have been quick to cut "non-essential" travel, as well as spending for educational purposes. While everyone appreciates the need for prudent spending, these well-intentioned individuals are simply "picking off the low-hanging fruit." By doing so, they are unwittingly closing off essential avenues to maintaining technical proficiency. Sacrificing access to vital knowledge in these times of great and rapid change is the quintessence of penny-wise/pound-foolish thinking.

How to Make Producers Happy

Hank George, FALU, CLU, FLMI
Best's Review• August 2004


A 2004 LIMRA Research Report (Insights Into Strengthening Producer Relationships) surveyed of a cross-section of successful agents and brokers and determined that "service and support" was the second biggest reason why they changed carriers.

"Snake Oil" Pollutes Underwriting

Hank George, FALU, CLU, FLMI
Best's Review • November 2003

Why CI? : The Potential of Critical Illness Coverage

By Hank George, CLU, FLMI, FALU
LIMRA’s MarketFacts Quarterly
Summer 2003


I would like to be able to recount to you how a beautiful lady, in a streaming white gown, floated over this underwriter’s bed one evening and said, “build it and they will come” (or something to that effect).

Alas, it was words of inspiration from eminent consulting actuary Jack Bragg in an essay in The National Underwriter (September, 2000) that jumpstarted my awareness of the incredible and — as yet overwhelmingly untapped — potential of critical illness (CI) insurance in our marketplace.

Our Achilles Heel?

Hank George FALU, CLU, FLMI
Broker World • April 2003


“…many adults currently choose CAM therapies to treat their most serious medical problems.”

David M. Eisenberg, MD,
Harvard University
Annals of Internal Medicine


CAM is the new acronym for complementary and alternative medicine. Which, in turn, speaks to a broad array of therapeutic interventions—some ancient, others ultra-modern—standing at the gates of conventional medicine and finally being heard, as in:

  • Increasing the prevalence of their collective use by 25 percent in the final decade of the previous century.
  • Escalating the number of visits to their sundry practitioners over the same interval from 427 million to 629 million (an imposing number challenging primary care medicine).
  • Jacking up net expenditures for their goods and services by a staggering 45 percent to a total of $21 billion and climbing.


Hank George, FLMI, FALU, CLU
RESOURCE • March 2003


In North America, life and health risk management is undergoing a dramatic transformation.

The new millennium brought with it great opportunities and unique challenges for our industry. This article will focus on those aspects of opportunity and challenge that have come together to catalyze what can only be described as the ongoing “metamorphosis” of how North American life and health insurers appraise insurability and process new business.

Getting to Horizontal

Hank George, FALU, CLU, FLMI
Best's Review • March 2003

Alternative Underwriting

Hank George FALU, CLU, FLMI
Broker World, November 2002


This underwriter recently penned (no, make that "typed" with two fingers) two essays, published here, on the theory and practice of teleunderwriting.

It is now appropriate that consideration be given to a very promising sister concept. One that has come to be spoken of as alternative underwriting.

And, as is true of teleunderwriting, this concept will likely be defined somewhat differently by each informed person you ask.


Hank George FALU, CLU, FLMI
Broker World, August 2002


“How many of you know what critical illness insurance is?” A scattering of hands, slowly ascending, as if to say,

“Well, maybe…a little.”

My next question, “What would you say if I told you it was destined for stardom? To be America’s next big insurance product?” A wall of silence, less disconcerting only for the generalized non-defensive body language! Like I said, this essay is just a bit overdue.

Faster, Cheaper, Better

Hank George, FALU, CLU, FLMI
Best's Review • July 2002

Teleunderwriting: A Tale Of 21st Century Reality (Part 1)

Hank George FALU, CLU, FLMI
Broker World• June 2002


Once upon a time, there was a big life insurance company that issued policies to hundreds of thousands of men and women every year.

One day, the people who saw to it that those policies were approved and issued had a meeting with the people who managed the company’s agents and brokers.

Each group, as it turned out, had a major dilemma.

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