WHY CHOOSE GENWORTH? Competitive underwriting decisions Innovative, holistic underwriting approach Dedicated team of underwriting experts Strong financial company with a legacy in the industry that spans more than 135 years IMPORTANT INFORMATION: This life insurance field underwriting guide provides important information regarding Genworth s typical requirements for underwriting life insurance policies and the best classification, if any, usually available for applicants with certain medical conditions and physical and personal characteristics. Please note, Genworth reserves the right to request information that does not appear to be required in this guide. Similarly, underwriters will make an underwriting determination based on the entirety of the information provided to and received by Genworth, which may result in a determination that is more or less favorable than this guide would indicate. For additional information regarding Genworth s underwriting procedures, please contact your Genworth representative. COMPREHENSIVE LIFE INSURANCE FIELD UNDERWRITING GUIDE Underwritten by Genworth Life and Annuity Insurance Company, Genworth Life Insurance Company - Lynchburg, VA, Genworth Life Insurance Company of New York - New York, NY Only Genworth Life of New York is licensed to conduct business in New York. FOR PRODUCER/AGENT INFORMATION ONLY. NOT TO BE REPRODUCED OR SHOWN TO THE PUBLIC. 2009 Genworth Financial, Inc. All rights reserved. 45022 2/16/09
GETTING OFF TO A GOOD START The key to a successful underwriting experience consists of: Submitting a completed application Preparing your client for the process Finding a preferred provider for collecting medical information Ensuring your client doesn t have any of the uninsurable conditions (see Page 4) This information is required to begin the underwriting process: Part I of the completed application Correct state-specific forms to authorize blood testing Age and amount requirements (description follows) You will need to be licensed (and appointed, if applicable) in all states where you will conduct business, including the state where you ll deliver the policy and the state where you ll take the application. To successfully complete the underwriting application, remember to: Provide a detailed cover letter Submit any required TIAA (Temporary Insurance Application and Agreement) information Ensure that you are licensed in the appropriate states An incomplete application may take longer to process, and could require that your client sign an amendment. To ensure your application has been accurately and entirely completed, keep in mind these tips: 1. COVER LETTER A detailed cover letter is not a requirement but could be a critical element in the underwriting process. It could describe any special situation or additional information that may impact an underwriting decision. Please provide any supporting documents for review, along with the application. 2. INSURANCE Be sure to provide the company name, full product name and coverage amount. For example: Genworth Life Insurance Company, Colony 10, $500,000. In addition, include a signed illustration or waiver for universal life (UL) insurance products. 3. NAMES You must get the full legal names of everyone insureds, owners, trustees and beneficiaries. 4. ADDRESSES Full street addresses are needed, with no abbreviations for cities or states. The billing address is needed if it s different from the residence address. 5. PERSONAL INFORMATION Also required are the date and state of birth, Social Security number, relationship of the insured to the owner and the beneficiary, the insured s nicotine use and why the insurance is needed. 6. FINANCIAL INFORMATION The Supplement to Life Insurance Application Part I Additional Insurable Interest Questions needs to be completed if the following conditions apply: a. Applicant is older than 64 and the requested coverage is greater than $500,000 or b. Annual premium is greater than $10,000, excluding 1035 transfers. (Please contact Advanced Marketing for additional information that may be required.) 7. TEMPORARY INSURANCE APPLICATION AND AGREEMENT (TIAA) If money is submitted, provide a TIAA. For additional TIAA information, please see Page 3. 8. FORMS Follow these guidelines for submitting the proper forms. a. Blood testing (HIV) consent forms are always needed. b. If coverage is being replaced, you need to submit replacement forms for the appropriate state. c. If the insured is a minor, complete Nonmedical Part II (GEFA-504). 1
d. If you want to submit another company s medical exam, complete Nonmedical Part II (GEFA-504). e. If the following activities/conditions apply for your client, please complete the supplemental forms: Aviation, Diving and Sky Sports, Motor Sports, Climbing Alcohol, Drug Use Foreign Residence/Travel, Resident Alien Financial If you have any questions about the forms you need, please contact your general agency or firm. HELPING YOUR CLIENT Here are a few key points to explain to your client before the paramedical exam: The exam will last between 30 and 60 minutes. There is no cost for the exam and it usually takes place at home or work. You will be asked a series of medical questions; please remember to tell your examiner about all prescription medication you are currently taking or have recently taken. The examiner will collect height, weight, blood pressure and pulse data, as well as a blood and urine sample, electrocardiogram (if applicable) and treadmill (if applicable). Your client s results may be better if they prepare for the exam. Here are some tips: Get a good night s sleep. Try to fast for at least 2 hours before the exam for a more accurate blood test reading; if possible, fast for 12 hours. Don t drink alcohol 8 hours before the exam. Drink a glass of water 2 hours before exam to help produce a urine sample. Don t smoke or drink coffee 1 hour before the exam. FINDING A PREFERRED PROVIDER Current listing of the preferred providers for collecting the required medical information from your client. Para Medical Examiners ExamOne Superior Mobile Medics American Para Professional Systems (APPS) Hooper Holmes Portamedic Examination Management Services, Inc. (EMSI) Laboratory Services Clinical Reference Laboratory (CRL) ExamOne (Lab One) Hooper Holmes - Heritage Labs Attending Physician s Statement () Genworth underwriters will order an as necessary, and will use one of the following: WFI Express Imaging MediConnect.net Hooper Holmes ExamOne J&H Copy Service EMSI Medical Doctor (MD) Exams An MD will be provided by the same supplier who performs your parameds. TEMPORARY INSURANCE APPLICATION AND AGREEMENT GUIDELINES We offer a user-friendly approach to temporary insurance requests. Temporary insurance is designed to cover your client during the underwriting process. Coverage begins the moment your client signs the Temporary Insurance Application and Agreement (TIAA) paperwork and submits the required premium, provided the Application Part I is complete and submitted with the original signed TIAA and all TIAA eligibility questions are correctly answered no. Here are a few important points to remember about temporary insurance: Temporary coverage can last a maximum of 90 days. Temporary coverage ends 45 days after the start date if the required exams and tests are not completed and received by Genworth Life Insurance Company by that time. 2
Temporary coverage ends the date the Owner withdraws the application, the date the Owner refuses to accept a policy or offer, or the date we mail notice that the case is declined. The amount of coverage available under a TIAA is the lesser of the amount applied for and $1,000,000 minus the amount of any insurance on the proposed insured s life in force with Genworth under any policies, conditional receipts, or other temporary insurance agreements. The policy will have the same date as the TIAA unless backdating is requested, and premium will be required from that date forward. A backdated policy must be dated prior to the date of TIAA and premiums will be required from the earlier date. UNINSURABLE CONDITIONS Applications for clients with any of the following impairments should not be written. Issue Abdominal aortic aneurysm corrected surgically Alcoholism treatment (detoxification and/or inpatient alcohol program) Alzheimer s disease/dementia Bankruptcy (personal), Chapter 7 Cancer treated with chemotherapy or radiation therapy Cirrhosis of the liver Illegal drug use (other than marijuana) DUI/DWI (more than one) Gastric/intestinal bypass Heart attack Heart bypass surgery (CABG) HIV positive Kidney failure/disease, on dialysis Lung disorder, on oxygen Mental disorder requiring hospitalization Organ transplant pending or received Probation/parole Pregnant with complications (i.e. toxemia, eclampsia, pre-eclampsia) Suicide attempt Stroke (CVA) Valve replacement Timeline Within past 6 months Within past 2 years or history of treatment and currently using or used within last year At any time Not discharged Currently At any time Within 3 years Within 5 years Within 1 year Within 6 months Within 3 months At any time Currently Currently Within 1 year Within 1 year Currently serving Currently Within 2 years Within 1 year Within 1 year This list is not all-inclusive, as other medical conditions and timelines could result in an additional underwriting charge or decline of coverage. If your client has a medical condition not listed here, please refer to the Medical Risks tables in this guide for further information. 3
AGE AND AMOUNT GUIDELINES This listing outlines the required tests our underwriters will need based on your client s age and requested coverage amount. It is important to get your client s age and coverage amounts as soon as possible. TERM and UNIVERSAL LIFE For all ages, underwriters will determine if the medical information received is sufficient to make an informed decision and they may require additional medical information on a case-by-case basis. AMOUNTS Ages 0-17 Ages 18-39 Ages 40-44 Ages 45-49 Ages 50-59 Ages 60-70 Ages 71+ $0 to $99,999 $100,000 to $299,999 $300,000 to $500,000 $500,001 to $1,000,000 $1,000,001 to $2,000,000 $2,000,001 to $3,000,000 $3,000,001 to $5,000,000 $5,000,001 to $10,000,000 $10,000,001 and Up Non-Med Non-Med Non-Med DBS at $2M at $2M at $2M : Attending Physician s Statement; DBS: Dried Blood Spot; : Electrocardiogram; : Home Office Specimen; : blood profile; : Inspection Report 1 For ages 65 and over, the must include evidence that the proposed insured visited his/her personal care physician in the 18 months immediately before the date of the application Part 1 or 2, whichever is later. 2 For persons with known coronary artery disease, treadmill stress test is NOT required. For these persons, requirements include a resting, all other age and amount requirements and an that includes full cardiac records. Treadmills on the Survivor Universal Life (SUL) plans will be based on one-half the total face amount requested. For a listing of preferred providers and information on preparing your client, please see Page 2. 4 1 1 1 1 1 at $1M (65+, $1M) at $1M 1 (65+) at $3M at $3M at $3M at $3M at $3M (65+) DBS DBS DBS MD exam MD exam MD exam MD exam Treadmill 2 MD exam MD exam Treadmill 2 MD exam Treadmill 2 MD exam Treadmill 2 MD exam Treadmill 2 MD exam Treadmill 2 1 1 1 1 1 MD exam MD exam 1 1 1 1 1 1 1 1 1
UNDERWRITING CLASS CRITERIA AGES 0-64 Preferred Best, Preferred, Select and Standard: All applicants must meet specific criteria to qualify for these underwriting classes. Meeting these criteria is not a guarantee that an applicant will qualify for a specific class. Custom Class: Applicants who do not qualify for these four classes, but do not require a table rating, will be considered for Custom Class. Select and Custom Classes are not available on all products. The only nicotine use classes available are Preferred, Standard and Custom Class. BUILD CHART AGES 0-64, MALE & FEMALE Maximum Weight (lbs) Preferred Best Preferred Select Standard 5 0 145 5 0 154 5 0 164 5 0 174 5 1 149 5 1 159 5 1 169 5 1 180 5 2 153 5 2 164 5 2 174 5 2 186 5 3 158 5 3 169 5 3 179 5 3 192 5 4 162 5 4 175 5 4 185 5 4 198 5 5 166 5 5 180 5 5 190 5 5 204 5 6 170 5 6 186 5 6 196 5 6 211 5 7 176 5 7 192 5 7 202 5 7 217 5 8 182 5 8 197 5 8 207 5 8 224 5 9 188 5 9 203 5 9 213 5 9 230 5 10 193 5 10 209 5 10 220 5 10 237 5 11 199 5 11 215 5 11 226 5 11 244 6 0 205 6 0 221 6 0 232 6 0 251 6 1 211 6 1 227 6 1 239 6 1 258 6 2 216 6 2 234 6 2 245 6 2 265 6 3 222 6 3 240 6 3 252 6 3 272 6 4 227 6 4 246 6 4 259 6 4 279 6 5 233 6 5 253 6 5 266 6 5 287 6 6 238 6 6 260 6 6 273 6 6 294 6 7 243 6 7 266 6 7 280 6 7 302 6 8 249 6 8 273 6 8 287 6 8 310 6 9 254 6 9 280 6 9 294 6 9 317 6 10 260 6 10 287 6 10 301 6 10 325 6 11 265 6 11 294 6 11 309 6 11 333 5
Nicotine No use of nicotine or nicotine substitutes (Occasional cigar use is considered non-nicotine if 12 or less per year and current nicotine test is negative.) Alcohol/Substance Abuse No history of or treatment for alcohol or substance abuse Aviation Blood Pressure Cancer History Includes all cancers except basal cell carcinoma Cholesterol Treated or untreated total cholesterol maximum reading Cholesterol/HDL Ratio cannot exceed Driving History No DWI, DUI, reckless driving, license revocation or suspension Family History Hazardous Occupation or Avocation UNDERWRITING CLASS CRITERIA AGES 0-64 Personal History No diseases, disorders or activities that would affect mortality. Preferred Best Preferred Select Standard In last 5 years In last 3 years In last 2 years In last 12 months Ever In last 10 years In last 7 years In last 7 years Flat extra premium (available in most cases) or exclusion rider. Not presently taking medication or under treatment and no history of treatment or medication. Current and past readings cannot exceed: 140/85 (age 60 or younger) 150/90 (age 61 or older) Not available if any cancer history Currently controlled and average reading in last 2 years (including treatment) does not exceed: 140/90 (age 60 or younger) 150/90 (age 61 or older) Not available if any cancer history Currently controlled and average reading in last 2 years (including treatment) does not exceed: 150/90 (age 60 or younger) 155/90 (age 61 or older) Not available if any cancer history 240 mg/dl 270 mg/dl 285 mg/dl 300 mg/dl 5.0 6.0 7.0 8.0 Currently controlled and average reading in last 2 years (including treatment) does not exceed: 155/95 (age 60 or younger) 160/90 (age 61 or older) May be available based on specifi c cancer history In last 5 years In last 5 years In last 3 years In last 2 years No coronary artery disease or cancer disease (except basal cell carcinoma) in either parent or siblings on or before age 60 No coronary artery disease or cancer death in either parent on or before age 60 Not more than one coronary artery disease death in parents on or before age 60 Coverage available (in most cases); however may require fl at extra premium. Not more than one coronary artery disease death in parents on or before age 60 6
UNDERWRITING CLASS CRITERIA AGE 65 & OLDER Preferred Best, Preferred, Select and Standard: All applicants must meet specific criteria to qualify for these underwriting classes. Meeting these criteria is not a guarantee that an applicant will qualify for a specific class. Custom Class: Applicants who do not qualify for these four classes, but do not require a table rating, will be considered for Custom Class. Select and Custom Classes are not available on all products. The only nicotine use classes available are Preferred, Standard and Custom Class. For applicants 65 and older, we will also review functional state (including exercise capacity and mobility), weight change and nutritional status, cognition and social connectivity and level of independent living. BUILD CHART AGES 65 & OLDER, MALE & FEMALE Height Weight (lbs) Preferred Best Preferred Select Standard Male/Female Minimum Maximum Minimum Maximum Minimum Maximum Minimum Maximum 4 10 100 134 96 143 91 153 91 162 4 11 104 138 99 148 94 158 94 168 5 0 107 143 102 153 97 163 97 174 5 1 111 148 106 158 100 169 100 180 5 2 115 153 109 164 104 175 104 186 5 3 118 158 113 169 107 180 107 191 5 4 122 163 116 174 110 186 110 197 5 5 126 168 120 180 114 192 114 204 5 6 130 173 124 186 118 198 118 210 5 7 134 178 127 191 121 204 121 217 5 8 138 184 131 197 125 210 125 223 5 9 142 189 135 203 128 216 128 230 5 10 146 195 139 209 132 222 132 236 5 11 150 200 143 215 136 229 136 243 6 0 154 206 147 221 140 235 140 250 6 1 159 212 151 227 144 242 144 257 6 2 163 218 155 233 148 249 148 264 6 3 168 224 160 240 152 256 152 272 6 4 172 230 164 246 156 263 156 279 6 5 177 236 169 253 160 270 160 287 6 6 181 242 173 260 164 277 164 294 7
Nicotine No use of nicotine or nicotine substitutes (Occasional cigar use is considered non-nicotine if 12 or less per year and current nicotine test is negative.) Alcohol/Substance Abuse No history of or treatment for, alcohol or substance abuse Aviation Blood Pressure Cancer History Includes all cancers except basal cell carcinoma Cholesterol Treated or untreated total cholesterol maximum reading must be between 150-300 mg/dl and HDL must be greater than or equal to Driving History No DWI, DUI, reckless driving, license revocation or suspension Family History No family history limitation if age 75 or older Hazardous Occupation or Avocation UNDERWRITING CLASS CRITERIA AGE 65 & OLDER Personal History No diseases, disorders or activities that would affect mortality. Preferred Best Preferred Select Standard In last 5 years In last 3 years In last 2 years In last 12 months Ever In last 10 years In last 7 years In last 7 years Ages 65-70 fl at extra premium available, ages 71+ require Aviation Exclusion Rider Not presently taking medication or under treatment and no history of treatment or medication Current and past readings cannot exceed 150/90 Not available if any cancer history Currently controlled and average readings in last 2 years (including treatment) do not exceed 150/90 Not available if any cancer history Currently controlled and average readings in last 2 years (including treatment) do not exceed 155/95 Not available if any cancer history 45 mg/dl 40 mg/dl 35 mg/dl 35 mg/dl Currently controlled and average readings in last 2 years (including treatment) do not exceed 160/95 May be available based on specific cancer history In last 5 years In last 5 years In last 3 years In last 2 years Ages 65-74: No cancer disease (except basal cell carcinoma) in either parent or siblings on or before age 60 Ages 65-74: No cancer death in either parent on or before age 60 No family history limitation Coverage available (in most cases), however may require fl at extra premium. No family history limitation 8
IMPAMENTS GUIDE You can give your clients a more accurate quote if you preview the possible underwriting class that could be available to them, as well as alert them to additional information that may be needed if listed impairment applies to them. Key points to keep in mind: The severity of medical conditions varies among individuals and individuals may have multiple impairments. Underwriters will also review the functional state of applicants age 65 or older. This includes their cognition, mobility and exercise capacity, weight change and nutritional status and social connectivity and level of independent living. If medical testing has been advised but not yet completed, the case will be declined. Underwriters offers depend on the merits of each case. MEDICAL RISKS Health Situation/ Medical History Requirement Information Needed to Evaluate Underwriting Possible Underwriting Decision Best Class Available for Decline Probable Non-nicotine Users* Alcohol Abuse History and Treatment Treated for alcoholism within 2 years Past history of treatment for alcoholism and used alcohol within 2 years Currently taking Antabuse or other anti-drinking medication MVR Alcohol use supplement Individual consideration Preferred may be available if recovered for more than 10 years Alcoholism treated within 2 years OR Past history of treatment for alcoholism and used alcohol within 2 years OR Currently taking Antabuse or other anti-drinking medication Alzheimer s Disease Not required Decline Aneurysm, Aortic Surgically corrected Depends on extent of disease and recovery Surgical correction of within 6 months Individual consideration. abdominal aortic aneurysm within Required for all others 6 months Angina Required for all Rate varies with severity Unstable angina - not investigated *Current nicotine use may increase the rating or result in a decline 9
MEDICAL RISKS Health Situation/ Medical History Asthma* Requirement Routinely using oxygen in last month Hospitalized within 1 year Oral steroid used continually for more than 1 month in last year Information Needed to Expedite Underwriting Onset age Frequency, dates of attacks Emergency room or hospitalization dates Treatment Home oxygen use Smoking history Possible Underwriting Decision Best Class Available for Decline Probable Non-nicotine Users* Preferred may be available if: Stable mild disease No hospitalizations No other lung conditions Non-smoker Using oxygen routinely in the last month Unstable poor control Severe disease Frequent hospitalizations Intubation within 2 years Blood Disorder Male with anemia Female over 50 with anemia All platelet disorders (e.g. thrombocytopenia, ITP, thrombocytosis) Bone marrow biopsy Polycythemia Hemochromatosis Diagnosis Blood counts and investigations Pathology reports from bone marrow biopsy Varies by diagnosis and severity Blood Pressure (High blood pressure, Hypertension) High blood pressure occurred during pregnancy and still pregnant Baby delivered and blood pressure recovered more than 6 months prior to application Rate classes vary by blood pressure levels. See: FOR AGES 0-64 Page 6 FOR AGES 65+ Page 8 Uncontrolled blood pressure Associated with serious cardiovascular disease High blood pressure and currently pregnant Required for all others *Current nicotine use may increase the rating or result in a decline 10
MEDICAL RISKS Health Situation/ Medical History Bronchitis* Build Cancer* Chest Pain* Requirement Routinely using oxygen in the last month Chronic bronchitis (more than 3 bouts per year) Hospitalized within 1 year See Build Charts Below Basal cell carcinoma Treated with chemotherapy or radiation within 1 year Required for all others Heart attack (MI) within 6 months Coronary artery bypass within 3 months Currently being treated with nitroglycerine, Coumadin, Plavix Had cardiac events and procedures (e.g.: coronary artery bypass, angioplasty (PTCA) Information Needed to Expedite Underwriting Those with 3 bouts of bronchitis in 1 year are underwritten as having chronic bronchitis All records (surgery, oncology, pathology and recent follow up) Type of cancer, stage, grade and recurrence Treatment types with dates completed Chest pain is a symptom of many conditions All investigations for chest pain that required urgent medical care or were considered cardiac in nature Possible Underwriting Decision Best Class Available for Decline Probable Non-nicotine Users* Preferred available Individual consideration Preferred classes may be available for basal/ squamous cell of the skin Standard is the best class for non-skin cancers Varies by cause and severity of underlying impairment Using oxygen routinely in last month Treatment with chemotherapy or radiation within 1 year Depends on cancer type and stage Heart attack (MI) within 6 months Coronary artery bypass within 3 months BUILD CHART Check height. If weight equals or exceeds chart limits below, required. 5 0 212 5 4 241 5 8 272 6 0 305 6 4 340 6 8 376 5 1 219 5 5 248 5 9 280 6 1 313 6 5 349 6 9 386 5 2 226 5 6 256 5 10 288 6 2 322 6 6 358 6 10 395 5 3 233 5 7 264 5 11 296 6 3 331 6 7 367 6 11 405 *Current nicotine use may increase the rating or result in a decline 11
MEDICAL RISKS Health Situation/ Medical History Chronic Lung Disease* Using oxygen routinely in the past month Chronic bronchitis COPD (chronic obstructive pulmonary disease) Emphysema Sarcoidosis Type of lung disorder Pulmonary function test results Chest x-ray or CT reports Treatment Smoking history Varies by cause and severity of underlying impairment Using oxygen routinely in the past month Cirrhosis Not required Decline Clotting Disorders Required for all bleeding / clotting disorders: Hemophilia Factor VIII deficiency Factor IX deficiency Factor V Leiden Von Willebrand s disease Prothrombin mutation Antithrombin deficiency Protein C deficiency Protein S deficiency Colitis/Ileitis (Crohn s disease, regional enteritis, ulcerative colitis, ulcerative proctitis) Coughing up blood Requirement Crohn s disease (regional enteritis) Ulcerative colitis Had surgery for either condition within 6 months required for all cases Information Needed to Expedite Underwriting Details of bleeding or clotting history Investigations Hospitalizations Treatments Age when diagnosed Extent of disease Frequency of attacks Most recent exacerbation Treatment Possible Underwriting Decision Best Class Available for Non-nicotine Users* Varies by condition and control Standard may be available Varies by condition and control Preferred may be available for ulcerative proctitis Standard may be available for others Ratings based on cause Severe attack within 1 year Dementia Not Required Decline When Decline Is Probable Surgery within 6 months *Current nicotine use may increase the rating or result in a decline 12
MEDICAL RISKS Health Situation/ Medical History Depression Diabetes Hospitalized for psychiatric reason within 1 year Suicide attempt within 2 years Bipolar disorder (manic depression) Attempted suicide more than 2 years ago Currently seeing a psychiatrist or psychologist Pregnant and has gestational diabetes Required for all others We may request a phone interview for cases in which an is not required Type of diabetes Age when diagnosed Treatment and details of control Dizziness/Fainting Not Required Details required for all applicants age 65 and over Drug Abuse History and Treatment Epilepsy/Seizures Requirement Not required if used illegal drugs (other than marijuana) within 3 years Required for all others Required if took medication for epilepsy/ seizures within 5 years Information Needed to Expedite Underwriting MVR Drug Use Supplement Type of seizure Frequency of attacks Date of last seizure Treatment Possible Underwriting Decision Best Class Available for Decline Probable Non-nicotine Users* Preferred may be available depending on severity and recovery (no current medications) Varies by severity and control Standard may be available if over age 50 with optimal control and no complications Rated for cause Individual consideration Preferred may be available if recovered for more than 10 years Standard may be available Depends on severity and control Hospitalized for psychiatric reason within 1 year Suicide attempt within 2 years With alcohol/ drug abuse or treatment Pregnant and has gestational diabetes Used illegal drugs (other than marijuana) within 3 years Petit mal (absence seizures) diagnosed within 6 months Grand mal (tonicclonic) diagnosed within 1 year *Current nicotine use may increase the rating or result in a decline 13
MEDICAL RISKS Health Situation/ Medical History Gastric Bypass Surgery Gastro-intestinal bleeding Headaches Heart Disease* Angina Heart Disease* Angioplasty Heart Disease* Arrhythmia/ Palpitations Heart Disease* Bypass surgery (coronary artery disease, coronary bypass - CABG) Heart Disease* Heart Attack/ Myocardial Infarction (MI) Requirement Surgery or procedure was done within 1 year Surgery/procedure was done within 1-3 years Not required if bleeding was caused by hemorrhoids Required for all others if: Bleeding within 3 years Hospitalized within 1 year Disability due to headaches is disclosed Required for all Required for all Treated for or taking drugs for arrhythmia within 1 year History of atrial fibrillation Heart attack (MI) within 6 months CABG within 3 months Required for all others Heart attack within 6 months Required for all others Information Needed to Expedite Underwriting Pre-operative and current weights Any complications from surgery All cardiac history, consultations, tests and treatments All cardiac history, consultations, tests and treatments All cardiac history, consultations, tests and treatments All cardiac history, consultations, tests and treatments All cardiac history, consultations, tests and treatments Possible Underwriting Decision Best Class Available for Decline Probable Non-nicotine Users* Independent consideration Rated for cause Rated for cause Many will be eligible for Preferred Standard may be available Standard may be available Varies by cause and control Preferred may be available if well controlled or recovered Standard may be available Depends on severity Table 2 may be available Gastric bypass surgery within 1 year Surgery less than 1 month ago Depends on severity and presence of other conditions Surgery less than 3 months ago Heart attack (MI) within 6 months Depends on severity Heart attack (MI) within 6 months *Current nicotine use may increase the rating or result in a decline 14
MEDICAL RISKS Health Situation/ Medical History Requirement Information Needed to Expedite Underwriting Possible Underwriting Decision Best Class Available for Decline Probable Non-nicotine Users* Heart Disease Murmur, Mitral Valve Prolapse (MVP), Valve Surgery Valve surgery within 1 year MVP without any other valve problem All cardiac history, consultations, tests and treatments Preferred may be available if no other heart conditions Heart valve surgery within 1 year Other known valve disorder Echocardiogram within 1 year Hepatitis A, B and C Required if Hepatitis C Hepatitis screening tests will be included in the insurance lab tests for all those with a history of hepatitis Preferred may be available if fully recovered from hepatitis A or B If fully recovered from hepatitis C, Table 2 is best available Depends on severity High Blood Pressure (Hypertension) High blood pressure occurred during pregnancy and still pregnant Baby delivered and blood pressure recovered more than 6 months prior to application. Rate classes vary by blood pressure levels. See: FOR AGES 0-64 page 6 FOR AGES 65+ page 8 Uncontrolled blood pressure Associated with serious cardiovascular disease High blood pressure and currently pregnant Required for all others HIV (Human Immunodeficiency Virus) Not required Decline Kidney Disease/Disorder Kidney stone Kidney infection Kidney failure Kidney transplant pending or received within 1 year On dialysis Preferred may be available for kidney stones, infections and simple cysts Kidney failure On dialysis Kidney transplant pending or received within 1 year Polycystic disease Required for all others *Current nicotine use may increase the rating or result in a decline 15
MEDICAL RISKS Health Situation/ Medical History Lupus (SLE) Mental Illness Multiple Sclerosis (MS) Muscular Dystrophy Neurological Disorders Organ Transplant Palpitations/ Arrhythmia Requirement Required for all Hospitalized for psychiatric reason within 1 year Suicide attempt within 2 years Suicide attempt more than 2 years ago Currently seeing a psychiatrist/ psychologist Bipolar/manic depression Schizophrenia Required for all Required for all Required for all On a transplant list or awaiting a transplant Received a transplant within 1 year Required for all others Treated for or taking drugs for arrhythmia within 1 year History of atrial fibrillation Type of lupus (discoid or systemic) Organs involved Treatment Date of diagnosis Treatment Response to treatment Recurrence Current status Stability/control Age at diagnosis Course of disease Response to treatment *Current nicotine use may increase the rating or result in a decline Information Needed to Expedite Underwriting All cardiac history, consultations, tests and treatments 16 Possible Underwriting Decision Decline Probable Best Class Available for Non-nicotine Users* Standard may be available for mildest cases Varies by cause and severity Standard may be available for very stable, long-term disease Varies by condition and severity Varies by condition and severity Kidney transplant recipients are rated at very high substandard rates Most other organ transplant recipients are uninsurable Varies by cause and control Preferred may be available if well controlled or recovered Depends on severity Systemic lupus with multiple organs involved Hospitalized for psychiatric reason within 1 year Suicide attempt within 2 years Depends on severity Rapidly progressive disease On a transplant list or awaiting a transplant Received a transplant within 1 year Depends on severity and presence of other conditions
MEDICAL RISKS Health Situation/ Medical History Pancreatitis Paralysis Requirement Had active pancreatitis within 6 months Had active pancreatitis 6 months - 5 years before application Paraplegia was diagnosed within 6 months Quadriplegia Bell s Palsy Required for all others Pregnancy Normal pregnancy Pregnant and suffering from a complication of pregnancy (e.g.: gestational diabetes, toxemia, eclampsia, pre-eclampsia) *Current nicotine use may increase the rating or result in a decline Information Needed to Expedite Underwriting Cause of paralysis (disease or injury) Degree of injury and recovery Functional impairment Impairment of organs Parkinson s Disease Required for all Age at diagnosis Peripheral Vascular Disease* Varicose veins Required for all others Progression of disease Severity of disease Presence of dementia Degree of involvement Treatment Response to treatment 17 Possible Underwriting Decision Best Class Available for Decline Probable Non-nicotine Users* Varies by underlying cause, severity, recurrence pattern and recovery Standard may be available Preferred may be available for Bell s Palsy, if fully recovered Others are rated according to severity with mild to high substandard rates Varies by age and severity Standard rates may be available for mild disease with onset at age 59 and older Varies by severity and associated vascular conditions Presence of risk factors and other conditions Pituitary Disorder Required for all Varies by condition and severity Active pancreatitis within 6 months Associated with alcohol or substance abuse Paraplegia diagnosed within 6 months Quadraplegia Depends on severity Rapidly progressive disease Dementia is present Any complication of pregnancy (e.g. gestational diabetes, toxemia, eclampsia, pre-eclampsia)
MEDICAL RISKS Health Situation/ Medical History Prostate Disorder Rheumatoid Arthritis (RA) Seizures/ Convulsions/ Epilepsy Shortness of Breath Skin Disorder Requirement Prostate cancer PIN (prostate interepithelial neoplasia) Prostate biopsy within 2 years Only has osteoarthritis Arthritis is treated with NSAIDS (non-steroidal anti-inflammatories) only Required for all others Required if took medication for epilepsy/ seizures within 5 years Not Required Melanoma Psoriasis with arthritis (psoriatic arthritis) Information Needed to Expedite Underwriting PSA test records All pathology and treatment records PSA testing will also be done during underwriting Number of joints affected Severity Treatment Response to treatment Organs involved Type of seizure Frequency of attacks Date of last seizure Treatment Sleep Apnea* Required for all Sleep studies before and after treatment Treatment type Response to treatment Order Motor Vehicle Report Possible Underwriting Decision Best Class Available for Decline Probable Non-nicotine Users* Standard is best available for prostate cancer and PIN Preferred may be available for others. Standard may be available Standard may be available Rated for cause Rated for cause Preferred may be available for well controlled mild cases Depends on severity Extensive organ involvement (e.g. lungs, heart and joints) Severe disabling disease Petit mal (absence seizures) diagnosed within 6 months Grand mal (tonicclonic) diagnosed within 1 year Uncontrolled severe cases Multiple motor vehicle accidents Suspended driver s license due to sleep apnea *Current nicotine use may increase the rating or result in a decline 18
MEDICAL RISKS Health Situation/ Medical History Stroke* CVA (Cerebral Vascular Accident) CVD (Cerebral Vascular Disease) TIA (Transient Ischemia Attack or mini stroke) Sugar, Protein or Blood in Urine Suicide Attempt Thyroid Disorder Tuberculosis (TB) Tumor, Mass, Lump Ulcer/Gastritis Requirement Stroke (CVA) within 1 year TIA, brain aneurysm or ArterioVenous (A-V) malformation within 6 months Required for all others Not Required Not required if suicide attempt within 2 years Required if suicide attempt occurred more than 2 years ago Not Required Not Required if currently being treated Treatment completed within 1 year TB not confined to lungs Not required if basal cell carcinoma Treated with chemotherapy or radiation within 1 year Required for: All biopsies done within 2 years All brain tumors/ cancers All cancers, malignant tumors Required for: Bleeding ulcer within 1 year Barrett s Esophagus Weight See Build Chart on Page 11 *Current nicotine use may increase the rating or result in a decline Information Needed to Expedite Underwriting Age at diagnosis Severity of stroke Residual impairment Risk factor control Co-existing diseases Recurrent episodes Diagnosis of condition Pathology reports of all biopsies Results of all tests Diagnoses Diagnosis of condition Pathology reports of all biopsies Results of all tests 19 Possible Underwriting Decision Decline Probable Best Class Available for Non-nicotine Users* Standard may be available if fully recovered or if TIA Underwrite for cause Rate for underlying cause, severity and response to treatment Standard available for fully recovered cases Rate for cause Rate for cause and severity Depending on cause, severity and recovery Stroke (CVA) within 1 year TIA, brain aneurysm or A-V malformation within 6 months Suicide attempt within 2 years Currently being treated for TB Treated with chemotherapy or radiation within 1 year of application
NON-MEDICAL RISKS Risk Aviation (Private piloting) Bankruptcy Driving History (Information also applies to nicotine users) Criminal Activity Hazardous occupation or avocation Resident Alien Travel, Foreign Questionnaire Aviation supplement Supplements are needed for: Climbing Underwater diving Sky sports: sky diving, hang gliding, ultralight, hot-air ballooning Motor sports Resident alien supplement Foreign travel/residence supplement Best Class Available for Non-nicotine Users* Flat extras apply for: Student Pilots Private Pilots with less than 26 hours flying time per year Any piloting for business purposes Any piloting 26-150 hours per year without an Instrument Flight Rating (IFR) All piloting over 150 hours per year (even with IFR) No DUI / DWI reckless driving, revoked or suspended license in the past: 5 years, Preferred Best, Preferred 3 years, Select 2 years, Standard Coverage available, but flat extra premium may be required Scuba: Preferred Best may be available if recreational diving in less than 100 feet Possible Underwriting Decision Decline Probable Aviation Exclusion Rider (AER) for: History of alcohol/substance abuse or treatment History of driving under the influence or while intoxicated (DUI or DWI) History of angina or arrhythmia Bipolar disorder, major depression, psychosis Coronary artery disease (CAD), heart attack, pacemaker, valve replacement Insulin-dependent diabetes Epilepsy/seizure disorder Untreated sleep apnea Stroke/transient ischemic attack (TIA) Age 71+ Any bankruptcy that has not yet been discharged or payment plan confirmed More than one DUI/DWI in the past 5 years If committed a major felony or more than 1 felony; if currently on parole or probation or if less than or equal to 1 year since discharge 20
WHAT IS FINANCIAL UNDERWRITING? Financial underwriting is a key part of the underwriting process. It can help determine whether: A valid insurable interest exists, and The amount of life insurance applied for does not exceed the estimated economic loss resulting from the insured s death. You may use these guidelines to help your clients decide how much coverage they need, and to determine the information we need in order to evaluate the case. Our underwriters follow these guidelines and, when appropriate, consult with our Advanced Marketing Department. The facts of each case will determine how much coverage we offer. Not all proposed insureds will qualify for the [CALL OUT ] maximum amount of coverage suggested here. COVER LETTERS Underwriting will be faster and smoother if you submit the case with a fully completed application, explanatory cover letter, where appropriate, and documentation supporting the amount of insurance applied for. A good cover letter could help the underwriter understand the case, including the reason for the insurance and how the amount was determined. A cover letter could also provide additional details on the amount applied for, ownership and beneficiary designations, total amount of insurance on the insured s life with all companies, pending applications, amounts applied for, total to be placed, any life insurance to be replaced, and a contact person. SUPPORTING DOCUMENTS The type of documentation we need depends upon the purpose for the insurance income replacement, debt repayment, etc. If you used illustrations to help make the sale, include them with the application and cover letter. Also, include any financial statements your client has that help demonstrate the need for insurance. Audited statements, or statements prepared by independent third parties, are preferable to clientor agent-prepared statements. Personal Insurance INCOME REPLACEMENT To calculate the maximum amount of coverage for which the proposed insured may qualify, multiply the proposed insured s annual income by the appropriate factor. DOCUMENTATION The proposed insured s gross annual earned income How the insurance need was determined If the total amount of personal insurance pending and in force exceeds the calculated maximum, submit any or all of the following: Reason(s) for the amount of coverage requested Financial Supplement Financial Needs Analysis W-2 or Tax Returns Proposed Insured s Age Maximum Factor 21-40 Up to 30 41-50 Up to 20 51-60 Up to 15 61-69 Up to 10 70 and over Up to 5 21
SPOUSE WITH NO EARNED INCOME The maximum coverage for a spouse with no earned income depends on the total coverage (applied for and in force) on the other spouse. Those over age 71 and seeking more than $1,000,000 of coverage will be considered individually. Amount of life insurance coverage in-force/applied for on the spouse who earns income: $1,000,000 or less The non-income earning spouse may qualify for an amount equal to the income-earning spouse s coverage. $1,000,001 $5,000,000 Age 70 and below: The non-income earning spouse may qualify for $1,000,000 or 50% of the incomeearning spouse s coverage, whichever is greater, up to a maximum of $2,500,000 in coverage. After that, coverage will be considered on an individual basis. Age 71 and above: If the total amount of coverage desired on the non-income earning spouse exceeds $1,000,000, coverage will be considered on an individual basis. Documentation The income-earning spouse s gross annual earned income. If the income-earning spouse is not insured, give reason. The total amount of personal insurance in force and pending on the income-earning spouse with the proposed insured as beneficiary. If the requested coverage exceeds the coverage limits in these guidelines, you must do a needs analysis to demonstrate the amount required to replace the economic value of the non-income earning spouse. Example: The income-earning spouse has $3,000,000 of coverage in-force and applied for. The proposed insured non-income earning spouse is 55 years old. The maximum amount the non-income earning spouse may qualify for is $1,500,000 50% of $3,000,000. Divorce Settlements: Genworth Financial will not be bound by a proposed insured s divorce decree or settlement agreement to issue a given amount of life insurance. We will follow normal guidelines for income replacement, taking all coverage in force and applied for into consideration. JUVENILE COVERAGE Minimum age: 15 days old Maximum age: 20 years old; proposed insureds over age 18 must be a dependent if they are to be underwritten under these guidelines Maximum amount of coverage The juvenile s maximum amount of insurance is determined by the amount of insurance on his/her parents (or legal guardian) and siblings. Lesser of $250,000 or 50%* of amount of personal coverage on the parent or legal guardian with the least amount of insurance. This includes all personal insurance in force or pending. (*In New York, if the proposed insured is between ages 15 days and 4.5 years, the maximum amount is the lesser of $250,000 or 25% of the amount of personal coverage on the parent or legal guardian with the least amount of insurance.) All children should be covered in equal amounts (unless restricted by age in NY) and coverage may not exceed that of either parent (or legal guardian), unless there is a compelling reason. Amounts over $250,000 will be considered individually and may require facultative reinsurance. Documentation Amount of insurance in force on the parents (or legal guardians) and siblings. If they are not insured, give reason. New York law also requires us to obtain the amount of coverage in force on the life of the policyowner, even if the policyowner is a trust. 22
If coverage on the juvenile exceeds coverage on either parent, legal guardian or other siblings, provide justification for the amount applied for. Legal guardian: If owner is the juvenile s legal guardian, provide a copy of the guardianship papers. Other owner: If owner is someone other than a parent or legal guardian (e.g., grandparent), the parent or legal guardian with whom the juvenile resides must sign the Application Part I and any Part II non-medical application. DEBT REPAYMENT Maximum amount and length of coverage: Proposed insured can qualify for coverage up to 100% of the debt, subject to maximum amounts. Maximum amount of debt repayment coverage depends on the amount of personal income replacement coverage the proposed insured could qualify for. The debt repayment coverage cannot exceed the difference between the amount of personal income replacement coverage already in force on the proposed insured and the maximum amount of personal income replacement coverage for which the proposed insured would qualify. Lines of Credit may be insured if they have been used during the two years immediately preceding the application date. The maximum amount of coverage is 100% of the highest indebtedness at any time during those immediately preceding two years. Documentation for all debt repayment: Amount of debt and remaining term of loan Copy of loan, mortgage or bank commitment letter Lines of Credit a statement from the bank or lending institution that documents the borrowing activity over the immediately preceding two-year period For business debt repayment, also include: Business financial statements If creditor is an individual, not a bank or lending institution, a copy of loan agreement If beneficiary is the creditor: Instead of naming a creditor as a beneficiary, most parties use a collateral assignment, such as Genworth s collateral assignment form (43616CoIIA). If the creditor is named as beneficiary, the beneficiary designation must limit the creditor s interest to the remaining debt at the insured s death. The beneficiary designation may be worded as follows: (Creditor s name) as its interest may appear under [name of document, sufficient to uniquely identify it], with balance, if any, to (name of appropriate party). Please note, unlike a beneficiary designation, a collateral assignment gives the creditor certain rights to a policy s available surrender value. ESTATE CONSERVATION To determine the amount of coverage we will consider, we take into account the proposed insured s total personal assets and liabilities, as well as their current age. All cases are considered individually. Our Estate Conservation Calculator, available at genworthproducer.com can help you determine the amount of life insurance we will allow in estate conservation cases. If you do not have access to our online calculator, please use the following guidelines: 1. To determine the estimated future value of the proposed insured s estate: Multiply the customer s current net worth by 1.79 if proposed insured is under age 85 and if one proposed joint insured is under age 85. 23
For proposed insureds age 85 and over and if both joint proposed insureds are age 85 and over, use the table below: Male Female Age Factor Age Factor 85 1.59 85 1.73 90 1.39 90 1.43 95 1.25 95 1.28 To use chart, round the insured s actual age up or down to the nearest age in the table (for joint insureds, use the insured whose age gives you the highest factor). Next, multiply the customer s current net worth by the factor opposite the proposed insured s age. 2. Determine the amount of life insurance we allow for estimated probate and administrative expenses by multiplying the estimated future value of the proposed insured s estate by 5%. 3. Determine the amount of life insurance we allow for future estate tax liability: If the estimated future value of the proposed insured s estate is less than or equal to the unified credit exemption equivalent amount for the current year ($3.5 million in 2009), we do not allow anything for future estate tax liability. If the estimated future value of the proposed insured s estate is greater than the unified credit exemption equivalent amount for the current year ($2 million in 2008): Subtract $1,455,800 from the estimated future value of the proposed insured s estate Multiply the remainder by 45% Add the amount determined for estimated probate and administrative expenses to the amount determined for future estate tax liability to obtain the total amount of life insurance we will consider issuing for estate conservation. 24 CHARITABLE GIVING The charitable beneficiary must be an organization, not an individual. Not all states consider charities to have an insurable interest check state laws on insurable interest and consult a legal or tax advisor. To determine the amount of coverage we will consider, we take into account all insurance in force and pending on the proposed insured that benefits a charitable beneficiary. Application-only Maximum: Lesser of $100,000 or four times the proposed insured s gross annual earned income. Documented Maximum: Lesser of $1,000,000 or 50 times the proposed insured s average annual donation to any charity over the most recent 3-year period of charitable giving. Documentation: To qualify for the Documented Maximum, provide one of the following for the most recent 3-year history of charitable giving to any charity: Proposed insured s Schedule A and Form 8283 (non-cash gifts) attached to the 1040 return Receipts from a charity Insurance for Businesses DEBT REPAYMENT All employer-owned life insurance requires that the Notice and Consent form (GNWCSNT06, and GNYCSNT06 for policies issued in New York) be signed before the policy is issued, specifying the maximum face amount for which the employee could be insured at the time the policy is issued. When we determine the amount of debt repayment coverage we will consider, we take into account all debt repayment insurance in force and pending on the proposed insured.
Maximum amount and length of coverage: Proposed insured may qualify for coverage up to 100% of the debt, subject to maximum amounts. Maximum amount of debt repayment coverage depends on the amount of coverage the proposed insured could qualify for under our key person life insurance guidelines (next page). If the debt repayment coverage requested exceeds the difference between the amount of key person insurance already in force and applied for on the proposed insured and the maximum amount of key person coverage the proposed insured would qualify for, coverage will be considered on an individual basis. Lines of Credit may be insured if they have been used during the two years immediately preceding the application date. The maximum amount of coverage is 100% of the highest indebtedness at any time during those immediately preceding two years. Owner: Business must own the policy Policy term cannot exceed remaining term of the loan by more than 10 years. For example, we will not issue a 20-year or 30-year term life insurance policy if the remaining term of loan is less than 10 years. Documentation for all debt repayment: Amount of debt and remaining term of loan Copy of loan, mortgage or bank commitment letter Lines of Credit - a statement from the bank or lending institution that documents the borrowing activity over the immediately preceding two-year period Business financial statements If creditor is an individual, not a bank or lending institution, a copy of loan agreement If beneficiary is the creditor: Instead of naming a creditor as a beneficiary, most parties use a collateral assignment, such as Genworth s collateral assignment form (43616CoIIA). If the creditor is named as beneficiary, the beneficiary designation must limit the creditor s interest to the remaining debt at the insured s death. The beneficiary designation may be worded as follows: (Creditor s name) as its interest may appear under [name of document, sufficient to uniquely identify it], with balance, if any, to (name of appropriate party). Please note, unlike a beneficiary designation, a collateral assignment gives the creditor certain rights to a policy s available surrender value. BUY-SELL BUSINESS CONTINUATION BUSINESS SUCCESSION All employer-owned life insurance requires that the Notice and Consent form (GNWCSNT06, and GNYCSNT06 for policies issued in New York) be signed before the policy is issued, specifying the maximum face amount for which the employee could be insured at the time the policy is issued. By completing a Financial Supplement, the proposed insured may qualify for a higher amount of insurance. When we determine the amount of Buy-Sell coverage we will consider, we take into account all business insurance in force and pending (not including key person or business debt repayment coverage). The amount specified in the parties agreement will not necessarily satisfy our guidelines we still need to determine if the amount is reasonable. 25
Owner and beneficiary: Must be the person or entity that will (or has an option to) buy the insured s interest in the business. Application-Only Maximum: The lesser of $1,000,000 or the percentage of the business owned by the proposed insured times the business current net worth. Example John Doe owns 25% of a business with a net worth of $2,000,000. Only the application was submitted. The maximum amount available is $500,000 (25% of $2,000,000). Financial Supplement Maximum: The lesser of $5,000,000 or the percentage of the business owned by the proposed insured times the business current net profit times 10. Example John Doe owns 25% of a business with a net profit of $1,000,000. The Financial Supplement was submitted with the application. The maximum amount is $2,500,000 (25% of $1,000,000 times 10). Documentation needed: Complete the Business portion of the Financial section of the application Part I. If other owners are not insured, provide reason. Provide actual business values in the form of financial statements, notes to financial statements or other documentation. We will not accept projected business valuation amounts or projected net profits. If desired coverage amount exceeds the Financial Supplement Maximum, provide earnings statements for the business for at least the last three years. KEY PERSON VENTURE CAPITAL All employer-owned life insurance requires that the Notice and Consent form (GNWCSNT06, and GNYCSNT06 for policies issued in New York) be signed before the policy is issued, specifying the maximum face amount for which the employee could be insured at the time the policy is issued. When we determine the amount of Key Person coverage we will consider, we take into account all business insurance in force and pending on the proposed insured. Owner and Beneficiary: Must be the business. Maximum Amount: Generally, the maximum amount of coverage is 10 times annual wages. We will consider up to 10 times total compensation (wage and non-wage benefits). Non-wage benefits may not exceed 30% of wages (regular salary and bonus), and include the following: Car allowance Deferred compensation Options For cases involving venture capital, coverage: Cannot be extended to firms under three years old, and Cannot exceed 50% of the business total capital from all sources. Documentation needed: Complete the Business portion of the Financial section of the application Part I. Provide current wage amounts, not projections. 26
TABLE OF CONTENTS This guide is designed to help you submit your cases in good order. When submitted correctly, in good order cases are typically underwritten more quickly, enabling you to present a requested policy for your client without unnecessary delay. Page Getting Off to a Good Start... 1 Helping Your Client... 2 Finding a Preferred Provider... 2 Temporary Insurance Application and Agreement Guidelines... 2 Uninsurable Conditions... 3 Age and amount guidelines Term and Universal Life (UL)... 4 Underwriting class criteria... 5 Ages 0 64 (with build chart) Ages 65 and older (with build chart) Impairments guide... 9 Ordering an Attending Physicians Statement Possible underwriting decisions for medical, non-medical risks Financial underwriting... 21 At Genworth, our goal is to help you increase your business. We offer competitive quotes and an engaged team that is committed to your success. OUR APPROACH We strive to help you provide your clients the best quote, the first time. Every client is unique. For this reason, we take a holistic approach to underwriting, considering the entire scope of an individual s health, finances and personal situation.. OUR TEAM EXPERIENCE With an average of 20 years experience, our team of more than 100 underwriters and dedicated medical staff has the ideal mix of experience and education. Our underwriters participate in mandatory continuing education courses and currently hold more than 170 industry designations and are constantly growing. OUR LEGACY The Genworth Financial companies have a respected history in the financial industry that dates back to 1871, when The Life Insurance Company of Virginia wrote its first policy. For more than 135 years, we ve built an extensive family of financially solid, well-respected insurance companies and distribution relationships around the globe. 27