Landers-Stein is a Miami-based life insurance brokerage with five decades of experience in impaired-risk cases, working with carriers across the country to find the right fit for clients with complicated health histories.

The case most shops would have let go

The offer came back rated Table 8.

For a lot of firms, that’s where the case dies. The rating goes out to the producer, the client walks away from the premium, and the case gets closed.

But Robin Landers wasn’t ready to close it. She had 157 pages of medical records, and she knew the Senior VP of Underwriting at the carrier. What she needed was an argument worth the VP's time.

Building the argument

Robin dropped the full file into Pathwork and ran it through Document Analysis and the Decline / OTA Audit.

In her words:

Three things Pathwork gave her that she could work with: the negatives the carrier was reacting to, the positives surfaced in the record that could counteract them, and questions to ask the carrier about what additional testing might improve the offer. This meant minutes of reading for Robin, not a day of research.

24 hours later

The carrier's assigned underwriter was out of the office. Rather than wait, Robin went straight to the Senior VP of Underwriting, someone she already knew, and asked them to put another set of eyes on the case.

A couple of hours later, the VP wrote back. The team said they would work on it and follow up the next day. They also asked what kind of outcome Robin was expecting, and said Standard was not on the table.

But the next morning it was. The case had moved from Table 8 to Table 3. Credits brought it to Table 1, and because the carrier does not offer a Table 1, the case landed at Standard.

The carrier’s words to Robin:

"Thank you for the opportunity to give us a relook at this and to give us a chance to do the right thing."

What it meant for the client

At Table 8, the coverage was priced out of reach, and the client was ready to walk away uninsured. At Standard, nearly $9,000 a year in savings made the protection worthwhile.

The client took half the coverage right away, then came back after the weekend and took the other half.

Why it worked

Robin had the relationships, the underwriting judgment, and the instinct to go around a closed door rather than wait behind it. A relationship with a Senior VP of Underwriting, built over years in the business, is not something any platform can hand you.

What she didn't have was time to rebuild the medical story from scratch. That's the part Pathwork handles: reading the record, pinpointing where it supports each argument, surfacing the favorable factors to negotiate with, and flagging the questions worth asking.

The judgment, the relationship, and the win stay with the brokerage agency owner. Pathwork just handed her the evidence.

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