Update on Company E-Apps

Posted by Chris earlier today on another forum: Sentinel's E-app is garbage. Nice folks, but garbage E-app. Forethought corporate board and legal team approved the screen share method for obtaining signatures that I invented four years ago. So, almost an e-app, but no logic to correct for any mistakes submitted. This is the same process that allows us to submit Gerber, GPM, and other PDF-only applications as an E-app, gathering the signature on a screen share with the client and avoiding the mail, altogether. New Era's is about the best. CIGNA's E-app is very good now, and their recent change to allow two applicants at once is GREAT. Also, they initially had planned to not allow use of the E-app for guaranteed issue business, but now they do. One suggestion, though, on the CIGNA e-app. They give you the apparent option to make the phone interview call just prior to submitting the application online. Don't do it. They cannot see your submission for hours after it is submitted. This means they'll ask you each and every question on the entire application again, while your client waits through it. This, in addition to the health questions, etc. This is less than ideal for the client. The best solution is the New Era-style method. Just submit the Cigna app for a PHI to be done later, then tell the client that they'll be calling in the next couple of days. This has worked out very well. I've only submitted about 5 cases with CIGNA, but all have gone very well with this method. Hannah, in New Business there, is the best. All good people - I think Cigna's going to be big. Equitable can be done entirely by telephone on a three-way call. No e-app to submit, just get them on the phone with Underwriting, after the client is prepared with the health question answers, checkbook and Medicare card ready to go. The underwriter does all of the work, and they pay quickly. Easy process. They have not perfected the replacement form, though, and still require it of the agent prior to releasing advanced commissions. Last year they said this would be remedied, but that is not spoken of, of late. As such, an on-screen signature, fax, or mail is required to get that replacement form in. Same, exact, deal with Heartland National Life. One other company with an E-App is CSI. Theirs is less than ideal because, like Mutual of Omaha used to do, they require the client to log in on their own to navigate the signature process, after creating a new login. This is too much to ask of most seniors and, any frustration on their part with the application is detrimental to your business. I highly suggest not turning your senior client loose on any part of an application without your help on a screen share. This is akin to having a sale interrupted by, in person, having to back out to your car to get a pen. Any interruption stops the flow and can kill the sale. CSI needs to improve their process here. -Christopher Westfall

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