BSMG Blog: Protecting the Future of Families and Businesses

Top 10 Helpful Hints for the Broker

Posted by BSMG on


Applying for life insurance can be an arduous process for clients. By setting expectations, you can help your clients avert any pain points and create a more positive experience. Check out these “Helpful Hints” from NAILBA to make sure your clients know what to expect.


These hints will help you set expectations for your client


Through the application process, remember to:


  1. Explain the application, set expectations on how long it might take, and explain the “life cycle of an application.

  2. Explain to your client the medical exam and inspection process.

  3. Complete limited insurance agreement when submitting cash with application.

  4. To ensure the best exam results, encourage your client to:
  • Fast for at least 12 hours prior to the exam.
  • Avoid foods that are high in salt.
  • Avoid alcohol for at least 8 hours before the exam.
  • Avoid strenuous exercise for at least 12 hours prior to the exam.
  • Avoid tobacco for at least one hour prior to the exam.
  • Bring a list of all current medications, including dosages, name, address, and phone number of the physician prescribing the medications.
  • If a stress test is required, advise your client to wear comfortable clothing and athletic shoes.
  1. Fully answer all questions on the application, and use your client’s full legal name.

  2. Write legibly using black ink. Take your time and write the information so that it can be read.

  3. Document Aviation, Avocation, and Foreign Travel. (Check with specific carrier at time of application for specific forms, and
    check with state for compliance regulations related to foreign travel)

  4. Explain the insurable interest and financial justification.

  5. Make sure the application is signed by you, your client, and the policy owner(s).

  6. Foreign citizenship of client—make sure to address country that client is a citizen of, provide copy of visa (type and expiration),
    provide copy of green card, or supply green card number.

  7. Complete the Part 2, medical information section of the application:
  • Ask probing questions—Ask about the frequency of the condition; date of diagnosis, treatment given, and by whom.
  • Also include start and stop dates, if recurrent.
  • Use concrete terms—Be specific about treatment and medications, using accurate spelling, dosage, and reason for
  • Provide details of all treatment—Give start and end dates all medical treatment for the past 5 years.
  • Provide physician information—List full names, addresses, and phone numbers for all physicians consulted.
  • Provide details of any cognitive or functional tests during the past 5 years.

A properly completed application with medical information can help to speed the underwriting process
along and will not leave the prospect wondering, “What’s going on with my application?”




Topics: Life Insurance, Underwriting, Insurance Industry News, Risk Differentiation Underwriting