To Shop or not to Shop Cases in Underwriting?

I have been the witness of many underwriters and Chief Underwriters influencing advisors in not shopping their insurance cases when submitting life applications with multiple insurance companies to get the best deal for the client. When I was at Manulife the word was out to convince advisors to reduce shopping by naming a lead company for underwriting on a case where the lead company do all the underwriting and then share its information with the other insurance companies you selected after its underwriting is completed. As advisor, should you listen to this message or should you only be concerned with the needs of your client? Before you answer this question, I will provide you with some examples to help you make up your mind…

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