Getting Started with The Sales and Underwriting Process

Think different. Sell DI.


Disability Insurance is underwritten fairly, but can take time and is rigorous. Establishing the right expectations with your client up-front, will make for a much less stressful process. You can expect the carriers to do a through and complete job of underwriting, to include collecting doctor's reports and requiring income documentation. Expect the best possible underwriting decisions if there are no surprises. Here are 8 steps to easier underwriting.

1 - Fact Gathering - be as complete as possible.

  • Client Name a unique ID helps identify the proposed insured.
  • Date of Birth versus age, some carriers use age last, some age nearest.
  • Tobacco use all use, chewing, cigars, nicotine gum or patches or other use.
  • Gender rates for females tend to be higher than those for males.
  • Occupation/Duties be as specific as possible, for physicians provide specialty.
  • Net Income This is net income after expenses, but before taxes. Proof of income is required.
  • State of Residence you must be licensed in the state the application is signed in.
  • Medical History All medical history will be considered, do not omit medical history.
  • Medications most carriers now do a prescription check on applicants.

2 - Request Proposal

3 - Carrier Appointment

  • Complete Carrier appointment - Insure your state is not a pre-appointment state; if not then this may be completed with the submission of your first application for that carrier.

4 - Present the Proposal

  • Utilize our Library of sales tools and product presentations and ideas to help present your client's proposal.

For access to dibrokerWest's entire video library, sales tools, forms and case management resources that will help you sell and place Disability Insurance.
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5 - Take the Application

  • Complete the application - insure all questions are answered completely.
  • Get Income Documentation - generally if your client is W-2'd, then a current pay stub, or last year's W-2 will suffice. If they are self-employed then 2 years of their full tax returns are likely necessary to be underwritten.
  • Schedule Teleapp (if necessary) - You should utilize teleapp when possible. Teleapps reduce the underwriting time and will improve your placement rates.
  • Schedule Paramedical - dibrokerWest normally will do this for you, unless you instruct us not to.

6 - Underwriting

  • Expect underwriting to take 4 to 8 weeks depending on medical history and case variables.
  • Check Status Online at

7 - Policy Issued/Delivered

  • Utilize e-delivery whenever possible.

  • Have Policy delivery receipt completed.

  • Get any amendments signed.

8 - Commission Check Issued