Advisers should ask underwriting questions at application stage
Fri, 31 Jul 2009
Advisers should ask clients medical questions during the application stage of an income protection sale, according to the managing director of Fortis Life .

Martin Werth said: "If an IFA is qualified to give advice, he is more than qualified to ask the underwriting questions." Advisers often decide against making even basic medical enquiries because they could be liable if any mistakes surface at the claim stage. Also, consumers may feel uncomfortable divulging personal details.

However, Mr Werth believes that asking the "right question in the right way" will ensure advisers and their clients remain protected. Fortis Life UK, as well as other insurers, offer guidelines and a list of questions for advisers to pass on to applicants.

Protection IFA Peter Chadborn said recently that he would only choose insurers that offer Big T tele-underwriting, unless there was an overwhelming case for going elsewhere. The co-founder of CBK Colchester said other forms of underwriting offer too much of a non-disclosure and compliance risk.
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