Life Insurance Premiums Quoted , are they realistic ?

I received a email from a client on Friday asking me why premium quoted by me for his brothers life insurance policy owned by his corporation was  higher then that which his brother received from his Cooperators agent . This client knows we are a broker so he was surprised that one of our other 10 companies we represent could not provide lower premiums . After asking the client what was the quote , I was told that he was quoted PREFERRED rates , We always quote people regular rates and when they qualify AFTER ALL MEDICALS ARE RECEIVED AND ACCEPTED TO QUALIFY for this PREFERRED rate the insurer gives then that lower rate.  Client assured me his brother is in " Excellent" health and he would qualify . My executive assistant Catherine sent the client PREFERRED rates from our insurers and all of them beat his  brother's quoted PREFERRED rate by 20 percent .Some insurance SALES people play this SMOKE AND MIRRORS  game making the client believe they will always qualify for Preferred rates when only  about 40 percent of applicants ACTUALLY  qualify for lower Preferred rates . To qualify for these PREFERRED rates you need to have good health history , no lifestyle issues like car racing and your direct family have to  to be in good health ( parents and siblings ) . Since we never know how any one of our chosen insurers will look at client we would present our clients as well as potential clients with regular stated rates .