Case Study: Leveraging a Carrier’s Pro-Coagulant Positioning to Secure $550K Target Premium 

Product: 10-Year Term 

Target Premium: $557,256 

Situation 

A 73-year-old business owner needed $15 million of term coverage for business succession and contract protection. The case was far from straightforward, with a medical history that included: 

• Past gastrointestinal (GI) bleeding caused by NSAID use 

• Resulting anemia 

• Chronic deep vein thrombosis (DVT) 

Given his age and medical background, many underwriters would expect a heavy rating or a decline — especially with the combination of clotting issues and prior GI problems. 

Underwriting Strategy 

Instead of assuming the worst, we looked for a carrier with a history of handling pro-coagulant risks like DVT more favorably. 
 
We focused on showing the most up-to-date and positive medical picture: 

• Updated GI consultation — CBC results were within normal limits 

• Physician statement — Confirmed all GI issues were linked to NSAID use and had resolved 

This reframed the case from ‘ongoing risk’ to ‘successfully managed condition,’ making it much easier for the company to view the case favorably. 

Carrier Decision 

We first submitted the case on a trial basis. The company came back with a Table B rating and a flat extra — an excellent outcome for a file like this. 
 
With the trial offer secured, we moved straight to the formal application. Thanks to strong communication with the company, the case was fully approved in just three business days. 

Results 

• Coverage Placed: $15,000,000 

• Target Premium: $557,256 

• Turnaround: 3 days from formal submission to approval 

• Key Success Factor: Finding the right underwriting niche and providing exactly the medical evidence needed to support it 

Takeaway for Advisors 

Even with a challenging medical history, the right company match can turn a ‘no’ into a big win. Understanding which insurers have more favorable views on specific conditions — and packaging the case to fit that playbook — can mean the difference between a decline and a major placed case.