amam delphi training course.md (1)
This document is a comprehensive Delphi Mini Training Course created for CGH Group agents and case managers to effectively place business with American Amicable, CGH’s top‑ranked carrier for placement rate and persistency. It explains why American Amicable is unique (questionnaire‑based underwriting that lets detailed agent notes influence outcomes), defines the core client profile, and lists hard‑decline conditions (insulin use, rheumatoid arthritis on immunosuppressive drugs, disability due to arthritis, and diabetic clients above Table 2). The course walks through the four‑step case‑management process (gather health picture, check hard stops, assess note‑writing potential, set timeline expectations) and provides a realistic case walkthrough (Maria, a 42‑year‑old with mild anxiety). It includes a large FAQ section covering common agent questions, a “mistakes” list, coaching style guidelines, decision‑training scenarios, knowledge‑check questions, escalation rules for undocumented conditions, and final takeaways summarising five core principles, five typical mistakes, and five situations that require clarifying questions. Throughout, the tone is instructional, direct, and modelled on senior case manager Tanya, with an emphasis on never guessing, always confirming gaps, and using detailed underwriting notes to overturn automatic declines.
Topics
Carrier Differentiation: Questionnaire‑Based Underwriting
Explains that American Amicable relies on agent‑filled health questionnaires rather than a prescription database, allowing detailed notes to change borderline outcomes.
Hard Decline Rules and Immediate Disqualifiers
Lists non‑negotiable exclusions: insulin use, rheumatoid arthritis on Humira/Enbrel/Methotrexate/Prednisone, disability due to arthritis, and diabetic clients above Table 2 weight.