ProtectionOct 22 2019

Get a private health check

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Last Christmas I was very lucky to win a nurse's health screen with British Friendly.

This was the perfect opportunity for me to experience an insurer health screen, from both a client and adviser perspective.

There are several ways I think the screening experience has helped to improve my understanding and the advice I am able to give to clients who need a health screen as part of the underwriting process, I am now able to give them first-hand knowledge of what is involved and so put their mind at ease.

With so much strain on the NHS, access to any form of private health check-up, is a good thing

Plus, I am able to really talk about the practical benefits that come with policies, like the British Friendly income protection cover where clients can use their rewards to essentially have an annual ‘Health MOT’. 

With so much strain on the NHS, access to any form of private health check-up, is a good thing.

For many, it may highlight potential issues, that with further investigation may be sorted before they become big issues.

Client perspective

The health screen was arranged within one to two days of me contacting British Friendly, at a convenient time and place for me, which was during lunchtime, at my workplace. 

The Square Health nurse arrived and was very friendly.

After we both confirmed our ID, the nurse explained what she would do, which initially involved reviewing my medical history and the details loaded onto a computer.

Unfortunately, I do have a few things wrong with me medically, but I was not rushed, with the details chatted through.

The checks included establishing my height and weight; breathing into a cardboard tube to measure lung capacity; my chest measured with a full breath and after exhaling – which I passed.

Next was the standard blood pressure readings, which were done within a couple of minutes followed by the often-dreaded moment, of taking bloods.

I need not have worried, the three vials in total that are required were taken painlessly.

Each test was fully explained, so I would know what to expect when the results came back. The bloods screening does require a person to have nothing but water for 12 hours before the screening.

This was followed by a urine sample test.

This was the standout point for me from the whole experience as this identified that I had small amounts of protein and blood in my urine.

The nurse straight away explained that it was possibly a urine infection and not to worry at all.

She simply advised that I get a second test done with my doctor as soon as possible, to double check it was not anything more serious.

In less than an hour, the screening was complete, and I was back to work.

Within a week a full written report providing a clear record of all the test results was available and bar my existing medical issues, it confirmed I am pretty healthy.

The second urine test with my GP came back clear and flagged that I should drink more water.

The nurse’s health screening was a pleasant and informative experience that was conducted very professionally, and the knowledge of the nurse was exceptional. 

If I could, I would be fully screened, scanned and prodded every year, to make sure that everything is all right.

I do not think you can easily put a price on the peace of mind of knowing that your health is good and that you should hopefully be here for a long time to come.

My main tip from a client perspective is to book the earliest health screen of the day, as the fasting is a killer.

Adviser perspective

There are times when I need to explain to clients that they need to have a nurse’s health screen, and it can be a bit of an ‘urgh’ moment.

Often, it’s because people are wanting high levels of protection, that automatically triggers the requirement for medical evidence.

For those clients who work in high stress environments and have long working hours, possibly travelling quite a bit, the thought of having to attend a medical is not top of their things to do.

Other times, a health screen is triggered by a combination of the insurance wanted and a client’s medical history.

This is a conversation that needs to be dealt with sensitively.

Nobody wants to feel that they are not “normal” because of their health, or that they are being treated differently because of something they cannot control.

Either way, there are steps that can be made to make this easier for clients.

I think the key thing in these circumstances, is to make sure that the client knows that they are not alone, they have not been singled out as needing a health screen, this is a standard process for their situation.

The next thing is to explain how the health screen can be arranged to fit into their life, their work and family time, so that it does not impact on their usual routine; so, an hour at lunchtime can be perfect as it does not cut into their work time.

The main point to make from an underwriting context, is that this is essentially a free health check-up.

It may seem like an annoyance, but the client is actually going to get a complete rundown of their health, I can’t imagine many people turning that opportunity down. It’s all about how the screening is presented to them.

When I recommend that a client take out the British Friendly income protection policy, I can now say, hand on heart, that I know what their nurse’s screen involves.

I can explain the practical benefits that comes from using their annually allotted points quota towards the health screen.

It’s not just a case of selling the product to them, it’s the ability to explain and encourage the use of this value-added benefit, so that they can monitor their health and make positive changes to remain or become healthier, in the long run.

My main tip from an adviser’s perspective is to encourage clients to take part in a nurse health screening, as it’s good for their health!

Professionally, the screening was invaluable in understanding the experience that some clients go through as part of the underwriting process, and the long-term practical advantages of having policies that offer this service.

I believe that advisers can really add to the quality of their recommendation to clients, by not just selling products, but by highlighting the value of this service when arranging their protection insurance.

Kathryn Knowles is managing director at Cura Financial Services