Part 3 of Windsor's "Highlights of Pacific Life's 2026 Underwriting Symposium," brings the series home with four conversations that look squarely at the future of underwriting and expanding market opportunities. The underwriting panel explores the day‑to‑day realities of case assessment in a world of rising complexity, while a group of reinsurance medical leaders provides a deeper clinical lens on trends affecting risk evaluation. From there, the focus shifts to the growing importance of underwriting for family wealth planning, followed by a forward‑looking discussion on how direct markets are evolving in an increasingly digital world. Together, these sessions round out a comprehensive view of where underwriting is headed — and what it means for you.

This session covered a wide mix of underwriting topics, but the common thread was how quickly the risk evaluation landscape is changing — and what advisors should keep an eye on.

The session began with the Grail Galleri multi‑cancer early detection (MCED) test, which is still moving through the FDA process. Early studies are mixed, and more data is coming, but the test has already shown it can uncover cancers that would otherwise go unnoticed. MCED is a space worth watching because it could eventually reshape underwriting evaluations of cancer risk.

The panel also touched on a few wellness trends gaining attention, including hyperbaric oxygen therapy and IV hydration centers. Despite the marketing, the evidence does not support these as meaningful health boosters for the average person. Advisors may hear clients mention them, but they do not currently change underwriting outcomes.

Another trend to watch is the rise of online pharmacies offering non‑prescribed medications, including GLP‑1 drugs. This is a concern for underwriters because unsupervised medication use carries real risks. Advisors should be aware of this, especially when clients casually mention, "getting something online."

The session also highlighted how much value MIB brings to the underwriting process — everything from historical reports to in‑force checks and applied for coverage. These services help carriers validate information and speed up decisions, which ultimately helps advisors and their clients.

The panel also reminded everyone that carriers do not all have the same auto‑bind or jumbo limits. Differences come from retention strategies, claims experience, distribution focus, and underwriting philosophy. Advisors working on large cases should be aware that limits are not the same across companies.

Reinsurers shared a familiar pain point: missing medical or financial information. When key details are not provided upfront, or when a large case arrives without a cover memo, they have to go back to the carrier, which slows everything down. Advisors can avoid this by submitting clean, complete files and explaining the story behind the case.

For jumbo cases, the panel recommended a simple best practice: Place as much as possible with one carrier first, then go to others only if you need additional capacity. It keeps the process cleaner and reduces confusion.

The discussion then turned to the challenges of underwriting "new age wealth"— clients who earn significant income from gaming, influencing, or other nontraditional paths. Income in these circumstances can be unpredictable, so underwriters need a clear picture of earnings over time. A strong cover memo is essential, especially for larger cases.

Finally, the panel touched on AI. Underwriters are optimistic about its potential. Today, life underwriting uses AI for APS summarization, workflow support, and even rating suggestions tied to underwriting manuals. It speeds things up, but underwriters still make the final call.

For advisors, the takeaway is straightforward: Underwriting is evolving, and staying informed helps you set better expectations, prepare stronger submissions, and move cases through more smoothly.

This session brought together several leading medical directors to talk about how obesity, GLP‑1 drugs, and genetics are reshaping underwriting. Advisors should be aware that this area is changing fast, and understanding the basics will help you guide clients and set better expectations.

They started with obesity, which the panel described as a problem of inefficient metabolism, not just lifestyle. Everyone's metabolism is different. Clinically, obesity is defined as a BMI of 30 or more, or 27 with a related condition such as diabetes, high blood pressure, sleep apnea, or coronary disease. This matters because these related conditions often drive underwriting decisions more than BMI alone.

GLP‑1 drugs were a major focus. Used successfully for diabetes for years, the drugs are now widely used for weight loss. About half of people who start them stop — either because they reach their weight-loss goal or because of side effects, like nausea. However, GLP‑1s are meant for chronic conditions, and stopping often leads to regaining most of the lost weight. The drugs are also expensive, which creates access issues. From an underwriting standpoint, the potential mortality improvement may be significant and long‑term outcomes are still being studied. Bariatric surgery remains the most effective weight‑loss option, though GLP‑1s compare well to some other procedures.

The panel also noted that newer "triple G" medications are in development and may offer even more promise. There is a gender difference in how GLP‑1s are used and how people respond, though overall mortality impact due to various other reasons ends up similar between men and women.

The big picture: GLP‑1s offer hope, but they will also increase drug costs and put pressure on the healthcare system. This may impact access to these drugs in the future.

The conversation then shifted to genetics, which remains one of the most complex areas in underwriting. There are two main categories: Inherited disorders present at birth, and environmental factors that influence gene expression over time. Carriers do not always know how to interpret genetic test results, and much depends on why the test was done and what it showed. Some findings may be meaningful; others are incidental and do not affect mortality risk at all.

Financial professionals should be aware that obesity, GLP‑1 drugs, and genetic testing are becoming more common in client conversations, and underwriting is evolving to keep up. When you understand the basics, and can explain them clearly, you help clients navigate uncertainty, avoid surprises, and make better long‑term decisions.

The discussion focused on one of the most complex areas in life insurance underwriting: multigenerational wealth planning. The panel made it clear that when multiple generations are involved, the underwriting story becomes more important than ever, and advisors who understand how each generation fits into the plan can move these cases forward much more smoothly.

The panelists walked through the four generations typically involved. The Silent Generation — those in their 80s and older — are the patriarchs and matriarchs who hold most of the wealth. They often have insurability or capacity issues, but coverage on them is central to the family plan. If they cannot be insured, underwriters need clear explanations.

Baby Boomers form the bridge generation. Often active in the family business, they are typically financially qualified, and generally insurable. Even when they qualify on their own merits, coverage on their lives is about supporting the bigger family strategy — turning older‑generation assets into liquidity at the right time and keeping the wealth transfer plan structurally sound.

Gen X is the long‑term value play. They may not always be involved in the family business, but they are usually healthy and at ideal ages for long‑term planning. Coverage here creates future flexibility, supports trust planning, and helps prepare for the next major wealth transfer.

Gen Z and younger generations are the most challenging from a financial qualification standpoint, but they have excellent insurability. Coverage is about locking in future options, not meeting today's needs. Premiums for policies benefitting this group are usually funded by older generations, and policies are often owned by trusts. Face amounts are typically tied to what is already in force on parents.

The panel also outlined the key questions underwriters need answered upfront: Who designed the plan, who is being insured and why, how the family's wealth is structured, what coverage already exists, how amounts were determined, what trusts are involved, and how premiums will be funded. A family flow chart and complete documentation submitted to underwriting can make a big difference for advisors and their clients.

When a case is well‑designed and well‑explained, it stops looking like a large, risky submission and starts looking like a thoughtful wealth‑transfer strategy.  For advisors working in this space, the takeaway is clear. Multigenerational cases are complex, but they are also some of the most rewarding. Strong preparation, clear communication, and early collaboration with carriers can turn a challenging case into a successful, long‑term planning win for the entire family.

This panel looked at how direct‑to‑consumer life insurance fits into today's digital world — and what advisors can learn from it. The big takeaway was that direct marketers fill an important gap for middle‑income consumers who don't have access to a financial advisor. They give people a simple way to learn about life insurance and buy coverage online. Most of the business consists of smaller, transactional cases, but they do handle larger ones as well.

One of the biggest challenges in the direct space is drop‑off.  A huge number of customers start an application but never finish it. When an agent steps in, completion rates improve because someone can explain rating decisions, answer questions, and guide clients through parts of the process that feel confusing or rigid. For advisors, this reinforces the value of human guidance, especially when clients hit friction.

The panel also stressed that digital processes need to be designed for exceptions, not just the ideal path. Many carrier systems are one‑way streets: if something goes wrong, everything goes wrong, and the customer gives up. Long applications, slow decisions, and too many drill‑down questions only make this worse. Speed matters — up to half of customers drop out simply because the process takes too long.

Another theme was communication. Distributors need to be able to reach home office teams quickly when something isn't working. A fast phone call can save a case. Advisors know this well, and the direct market is learning the same lesson: technology helps, but people close the gaps.

The panel closed with a reminder that direct marketing succeeds when motivated people and smart technology work together. AI can streamline workflows and support the process, but human advisors are still essential for complex products, nuanced conversations, and helping clients feel confident in their decisions.

As the industry continues to evolve, the insights shared throughout this series offer a clear advantage to professionals looking to stay aligned with emerging trends, shifting client expectations, and the realities shaping underwriting today. Advisors and teams who keep these conversations in mind will be better positioned to guide clients, collaborate with partners, and navigate the complexities ahead with confidence.

We encourage you to share these takeaways within your organization, bring them into planning discussions, and revisit the series as new developments unfold. The more these insights are put into practice, the more value they create — for financial professionals, for clients, and for the life insurance industry as a whole.