An Underwriting Profile of Jackson National Life

Texas Wide Underwriting Conference

April 4, 2011

Everett W Kunzelman

Vice President & Chief Underwriter

Jackson National Life

• Jackson National founded in 1961 by Tony Pasant

• In the 1980’s: Very big in term insurance

• Transition in the 1990’s to accumulation products

• Added variable UL in 2000’s

• Today, we do about 17,000 to 20,000 life applications per

year

• (Jackson also does fixed, indexed and variable annuity

products, own broker dealers, provide investments services,

sell other investment products.)

• (Jackson has over 3,000 employees in eleven locations.)

Jackson National

• Many of the underwriters at Jackson today have been here

since the 1980’s

• 15 underwriters, 12 are remote

• They average almost 22 years of underwriting experience

(least: three between 11 and 12 years underwriting)

• Only one was trained elsewhere and two worked elsewhere

as underwriters

• Thirteen have life insurance experience other than

underwriting

Our Underwriters

• 5 FALU, 3 AALU, 4 within an exam of FALU

• 9 college graduates

• 13 ACS

• 12 ECG certified

• 1 FINRA licensed

• Majors:

• Business, Education, Biology, Physical Education,

Communication, Criminal Justice, Social Work,

Psychology, English, Medical Administration, History

Degrees and Such

• Decision maker

• Communicator

• Team player

• Flexible

• Student

• Servant mentality

• Future? Degree, ALU, more on communication

Underwriter Selection

The Company – Out Standing in their Field

• Review several aspects of what we do, including…

• Philosophy

• Organization

• System

• Education

• Management

• Team

Operations

Fish Philosophy - NOT

•Make their day

•Be present

•Choose your attitude

•Have fun

Fish Philosophy

• Complete

• Balanced

• Fair

• Honors commitments

• Marketed

• Appropriate

• Risk-based

Underwriting Philosophy

• Two teams by distribution

• Not much crossing between teams to maintain

“relationships” with agents

• Remote (12 of 15, all “local”)

• One day a month inside for remote (optional) and

reviews in person

• Complicated vacation schedule

Organization & Structure

• “Home-grown” NB desktop system now about 12

years old

• Paperless for 12 years

• No expert system (except some data scoring on

labs and measurements)

• Web use

• Cyber mainframe

• Interesting Citrix-based server environment

System

• Medical Director – 2010-2011 President of AAIM

• Chief Underwriter – 2010-2011 President of AHOU

• Seminars

• Webinars

• Meetings & networking

• Topics created in Jackson library by Doc

• Diabetes, Anemia, OSA, Chronic Pain

• LVH, Diastolic Dysfunction, Prostate Cancer

• Cognition, elderly Issues, Hepatitis A, B & C

• Jackson “in-house” studies lead to changes

• A1c, prostate cancer, preferred underwriting examples

Education

• Daily email (stats, FDA news, foreign travel updates, medicine

in the news, other risk topics, competition news, grammar, IU

news, more)

• Monthly medical seminar

• Monthly conference calls

• Doc’s and Ev’s Notes

• LUG

• The Event

• Next year: More nonmedical seminars

More Learning and Interaction

Izzy and Maya

• Open Door

• Earned trust

• Challenges and Changes

• “Forced” Referrals

• Team

• Family

• Administrative Assistant

Management

RESPECT

• Words that define the team – over 50 submitted

• Availability (to customers)

• Experience

• Teamwork

• Professionalism

• Nice work challenging each other

• Nice work helping each other

The Team

The Team

• Write more simply and clearly

• Be more specific

• More one-on-one meetings

• Make the vacation policy stricter

• More communication on company projects

• Taller, younger, better clothes, better hair, better

musical taste

Suggestions Made for the Chief Underwriter…

Perfection in the Eyes of the Locals

Questions, Comments, Thoughts, etc.?