RDU – BSMG | Brokers' Service Marketing Group

Risk Differentiation Underwriting (RDU)

Exempt your affluent clients from the law of large numbers

In the classic life insurance paradigm, your special-risk clients were typecast by standard actuarial tables even when their sophisticated clinical care should have favorably differentiated them from the norm. Now you can break free of that model, facilitated by a game-changing strategy called Risk Differentiation Underwriting™ (RDU).

We work directly with you, your client and your client’s physicians to separate their individual risk from an otherwise statistical/actuarial group. This strategy allows you to achieve favorable life insurance coverage levels and premiums that others simply cannot. In the process, you distinguish yourself as a provider of intensely personal service that can enhance long-term client relationships.

Average cost
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Average face
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Even your most discerning clients will be impressed with the results.

CASE DETAILS

FACE AMOUNT

BEFORE RDU

AFTER RDU

Female, age 70 with Diabetes, TIA Stroke

$2.36M

DECLINED

Preferred NS, Premium: $307k

Male, age 49 with Cardiomyopathy, Sleep Apnea, COPD

$5.0M

DECLINED

Standard NS, Premium: $69k

Male, age 64 with Prostate Cancer

$10.0M

DECLINED

Standard NS, Premium: $316k

Male, age 75 with Immune Deficiency, Melanoma, COPD, Major Depression

$9.0M

DECLINED

Table 1, Premium: $308k

CASE DETAILS	FACE AMOUNT	BEFORE RDU	AFTER RDU
Female, age 70 with Diabetes, TIA Stroke	$2.36M	DECLINED	Preferred NS, Premium: $307k
Male, age 49 with Cardiomyopathy, Sleep Apnea, COPD	$5.0M	DECLINED	Standard NS, Premium: $69k
Male, age 64 with Prostate Cancer	$10.0M	DECLINED	Standard NS, Premium: $316k
Male, age 75 with Immune Deficiency, Melanoma, COPD, Major Depression	$9.0M	DECLINED	Table 1, Premium: $308k

It’s a powerful moment when you
can say to your client, “you are not a statistic.”

The Time to Start is Immediately

Start early so our RDU experts can consult with your client and their physicians to assess and understand the client’s unique circumstances.

We Leverage Our Relationships with Premier Carriers

Our 25+ years of experience in RDU lets us know which carriers to approach to negotiate the most favorable premium while reducing time-to-approval.

Download our RDU brochure now!

Spotlight

Meet our RDU expert.

How we determine if RDU is
appropriate for your client.

Understand the Medical Challenges

At the earliest point, we triage and analyze the unique characteristics of your client’s medical history to determine if the case can benefit.

Engage the Client and their Corps of Physicians

We explain the gaps between insurance medicine and clinical medicine with all stakeholders to achieve client buy-in and gain access to the extensive information this strategy requires.

Determine Premium Tolerance

Up front, we discuss what premium costs will be acceptable to the client and advisor. The minimum annual premium to initiate RDU is typically $25,000.

Explain the Timing

We will explain the sequence of events so the client understands how they can favorably impact the underwriting result and the eventual premium.

The RDU Difference

The primary goal of Risk Differentiation Underwriting is to “always do the good and right thing” and to recognize that “the client always comes first.” Advisors bring our team of experts to the table to talk with their clients about the most personal and intimate details of their lives —their health and their mortality. We do not accept what is immediately apparent as final—rather, we dig deeper and go beyond the APS—for you and your client.

“It sounded too good to work. But it really did”

CASE STUDY

BSMG’s RDU delivers extraordinary life insurance results for your clients

OVERVIEW

A 70-year-old woman was declined $1.25M in UL coverage due to multiple falls that indicated possible neurological impairment.

STRATEGY

RDU was used to differentiate the causes of her falls to reinstate eligibility. RDU found that her falls were due to other, less serious factors.

RESULT

Client was approved as a preferred non-smoker and was able to double the face amount to $2.5M.

View Case Study Details

“All brokerage facilities say they know how to get the difficult cases underwritten, but all too often that just isn’t true. Not BSMG. They have a very specific and thorough methodology and a set of tools that let us hit serious home runs on hard-to-place cases. My clients are ecstatic about the results.”

Michael R. Schechner, CLU

CEO

Schechner Lifson Corporation

“BSMG closes the gulf between clinical and actuarial medicine to get excellent underwriting on the most difficult cases. Nothing is more satisfying than when a client says, ‘I can’t believe that everyone told me I was uninsurable, but you got me insurance at standard rates.”

BSMG Client

Founder & CEO

a National Insurance Services Firm

“We needed life insurance to complete our estate plan but I never expected to buy any at a reasonable price, given my parents’ health history. My dad has a heart condition and my mother has a history of skin cancer. The previous result was high ratings and high premiums.

Tim and his team at BSMG worked relentlessly on the case, interviewing my parents and their doctors. In the end, we were able to buy as much insurance as we wanted from (5) different carriers at Standard pricing on both my parents! An amazing result. We couldn’t be more satisfied with the outcome.”

Michael

Policyholder

“BSMG’s Risk Differentiation Underwriting expertise is exceptional! By recognizing, developing, and communicating the idiosyncrasies of case medical data, Brokers’ Service positions me as an informed underwriting advocate with the ability to engage and represent my client with confidence and conviction.”

Jeff O.

Financial Advisor

Risk Differentiation Underwriting (RDU)