Key Takeaways
- 30% of people who assume they're uninsurable can actually qualify for standard rates
- Controlled conditions like Type 2 diabetes and high blood pressure are insurable at 85% of carriers
- Simplified issue and guaranteed issue options exist for those who can't qualify traditionally
When Health Becomes a Barrier
Client Question: "I have [health condition]—can I even get life insurance?"
30% of people who assume they're uninsurable can actually qualify for standard or table-rated coverage. Many conditions are far more insurable than clients expect.
Common Health Concerns
- Previous health issues (heart, cancer, diabetes)
- Current medications
- Mental health history
- Family medical history
- Weight/lifestyle factors
The Honest Approach
- Don't promise what you can't deliver
- Be upfront about the underwriting process
- Explore guaranteed issue and simplified issue options
- Help them understand their options realistically
The Diabetes Diagnosis
A client with Type 2 diabetes worried about coverage
Setup
A prospect was diagnosed with Type 2 diabetes two years ago. They assume they can't get life insurance or it will be extremely expensive.
Client says:
“I should probably mention—I have Type 2 diabetes. I was diagnosed a couple years ago. I'm on metformin and my A1C is under control, but I figured this means I can't get life insurance, right? Or it'll be crazy expensive?”
Practice Objectives
- 1Assure them that diabetes doesn't automatically disqualify them
- 2Ask about their current health management
- 3Explain that well-controlled conditions are often insurable
- 4Be honest that rates may be higher than standard
- 5Set realistic expectations without promising specific outcomes
The Cancer Survivor
Someone who had cancer and recovered
Setup
A prospect had breast cancer five years ago. Treatment was successful and they've been in remission since. They assume life insurance isn't possible.
Client says:
“I had breast cancer five years ago—caught it early, did chemo, had surgery. I've been clear ever since, knock on wood. But I've been told cancer survivors can't get life insurance. Is that true?”
Practice Objectives
- 1Acknowledge their journey with sensitivity
- 2Explain that many cancer survivors can get coverage
- 3Discuss waiting periods (typically 5+ years remission)
- 4Be honest about the underwriting process
- 5Explore options including graded benefit policies
Mental Health History
A client with depression/anxiety history
Setup
A prospect takes medication for anxiety and depression. They're embarrassed to discuss it and worried it will prevent them from getting coverage.
Client says:
“*Hesitant* I should probably tell you... I take medication for anxiety and depression. I've had it under control for years with Lexapro, but I know insurance companies ask about mental health. Is that going to be a problem?”
Practice Objectives
- 1Normalize their concern—many people have this worry
- 2Explain that managed mental health is often insurable
- 3Ask sensitively about their treatment stability
- 4Be honest about what underwriters will consider
- 5Reassure them about confidentiality
The Declined Application
Someone who was previously declined for coverage
Setup
A prospect applied for life insurance a few years ago and was declined. They gave up but their situation has changed.
Client says:
“I tried to get life insurance three years ago and got rejected. High blood pressure, they said, plus my weight. I was pretty discouraged and figured I'd never qualify. But I've lost 40 pounds since then and my blood pressure is controlled now. Is there any point in trying again?”
Practice Objectives
- 1Praise their health improvements
- 2Explain that previous declinations don't prevent future applications
- 3Discuss how improved health can change outcomes
- 4Be realistic about the process and possible results
- 5Help them feel hopeful without over-promising
A prospect says they assume they can't get coverage because of health issues. Before anything else, you should: