Again, Does It Make Sense?
By Ross A. Morton
Reassurer, Advisor, Mentor
** Thirty-six years in the making **
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Since Ross first edited and wrote for Life Office Management Association publications and then the historic Canadian Journal of Life Insurance, his unique style of opinionated and straight to the point writing has garnered continued exposure in 38 countries. The topics ranged through management, reinsurance, underwriting, technology and general insurance insight. Each of his contributions took a unique view of the issue and formulated an article full of industry anecdotes and humorous meanderings.
Now, after numerous articles (and speeches), Ross has finally written his first book!
From the Forward to the book:
"In 1973, the National Underwriter published a small red text, smaller than a paperback but far more poignant in its simplicity. “Does it Make Sense” by Charles A. Will was a tremendous success and in that string of four words, Charlie summarized the credo of life insurance underwriting. To some the question “Does it make sense?” even summarized the whole business of decision making applicable to almost any situation."
"Time has passed and the small red book has endured if just for its title, “Does It Make Sense”. The staccato style of preaching a message outlasted the textbook. The title has been the foundation for senior experienced underwriters as they mentored the countless hundreds of risk selection leaders. The problem was time, which has made some of the examples Charlie used seem outdated. There grew a small group who advocated for a new text to again teach the younger underwriter and remind the older that, regardless of all the medical data and high tech assistance, we still must ask the question again, “Does it make sense?”"
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Insurance Industry Reaction
“Who should read this book? Home-office underwriters, actuaries, marketing execs and every advisor filling out life insurance applications requiring financial underwriting. That goes, too, for all financial professionals who hold themselves out as knowledgeable about life insurance even if they don't sell it themselves. College teachers, investment advisors, bankers – they need to know how financial underwriting really works. That, for sure, does make sense!”
Steve Carlson, President, Marketing Options Inc.
Canada
"Well written, excellent. I liked the style, read easy, especially once into the case studies …"
Dave Wheeler, VP Underwriting, RGA RE
USA
"Ross visits the obvious, the not so obvious and absolutely ridiculous that make Underwriters’ lives pure hell!"
Dan Bodanis, financial advisor and author of "Drumming Up Referrals"
Canada
"… of the opinion that it lays the ground work for an underwriter that wants to understand the principles behind financial underwriting. It is written in a very practical manner and should be of great benefit to underwriters. Non underwriters [management and intermediaries] will certainly benefit from understanding what financial underwriting entails and what they could do to speed up their cases."
Jaco Louw, National Chief Underwriter, Sanlam Life Insurance Limited
South Africa
"Excellent! The benefit of 36 years experience condensed into 121 pages. This book covers all major aspects of the difficult topic of financial underwriting, in a fashion that is understandable and easy to read. The various case histories give practical examples, which will assist underwriters when confronted with actual risks. Would suggest 'Again, Does it Make Sense?' as compulsory reading for all underwriters (regardless of seniority), CEO’s, actuaries and even marketing heads."
Cliff Jooste, Manager Underwriting, RGA Re
India and South Africa
"… your book is excellent and enjoyable and a great way to educate, particularly the international underwriters, regarding financial underwriting. In today’s underwriting arena, where even the simplest of medical impairments needs to be customized in cookbook form, so the underwriters know what to do in all scenarios, it would be good to cover off the financial side of underwriting. Unlike the cookbooks of today, your book challenges the underwriters to think!!!! It is part of the "brain-dump" that I had asked you for several years ago …"
Pat Bradley, Executive Director of Underwriting, International Division, RGA Re
USA
"Ross has done a magnificent job in producing a text that allows underwriters, both old and new, to develop a better understanding of financial underwriting, while making it appear easy. Like Charlie Will, Ross has a way of writing that allows underwriters and non underwriters to learn the "whys" of financial underwriting without making it a chore. A must read for all underwriters regardless of tenure and for anyone wanting to gain a better understanding of why an underwriter must always ask, 'Again, Does It Make Sense?'"
Glenn Chudley, Vice President Living Benefits, Underwriting and Claims, Great West Life
Canada
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Richmond Hill, Ontario
L4E 3M8
CANADA
Phone: 905-770-5589
E-mail: billing@rossmorton.com