Life Event Follow-Up
Key Takeaways
Marriage, children, housing and retirement can change insurance needs; reassess rather than assume more coverage is needed.
Ask permission for a review and respect timing, privacy and contact preferences.
After bereavement or job loss, prioritize service and support; avoid sales pressure or unsupported promises.
Following Up on Life Changes
Client Question: "We were just thinking about reviewing our coverage."
Life changes can affect beneficiaries, affordability and protection needs. Ask whether the client wants a review and when it would be helpful. There is no universal two-week sales deadline or reliable percentage of purchases attributable to these events.
| Event | Possible review topic |
|---|---|
| New child | Dependency period, caregiving costs and beneficiary arrangements |
| Marriage or divorce | Ownership, beneficiary authority and any legal obligations |
| Home purchase | Mortgage and other needs in the full household calculation |
| Income or job change | Affordability and any loss of employer coverage |
| Retirement | Remaining need, term deadlines and long-term funding |
| Death in the family | Condolences and requested claims or service help |
Public social-media information or a mutual contact is not a license to ignore privacy or contact restrictions. Do not reveal sensitive information in outreach.
Difficult Events
After a job loss, first ask what support or policy information the client wants. If premiums are a concern, explain available contractual options and their costs rather than reflexively recommending loans or surrender. After bereavement, offer help requested by the client; let the client set the pace for any later planning discussion.
Sources: NAIC life insurance buyer guide and FCC contact guidance.
The New Baby Call
A client who just had a baby
Setup
You saw on social media that a client just had their first baby. Their current policy was purchased when they were single.
Client says:
“*Sounds tired but happy* Oh, hey! Yeah, baby Emma arrived last week. We're exhausted but thrilled. What's up?”
Practice Objectives
- 1Congratulate them genuinely—don't jump to business
- 2Ask about the baby and how they're doing
- 3Transition naturally to discussing coverage
- 4Remind them their policy was before the baby
- 5Suggest a review when things settle down
The Job Loss Check-In
A client you heard lost their job
Setup
You learned through mutual connections that a client recently lost their job. You want to check in and see how you can help.
Client says:
“*Hesitant* Hey... yeah, things have been tough. Got laid off three weeks ago. Looking for something new but it's slow. Why are you calling—is everything okay with my policy?”
Practice Objectives
- 1Express genuine concern for them
- 2Don't try to sell anything—this isn't the time
- 3Ask if they need help with anything
- 4Discuss policy options if they're struggling with premiums
- 5Be a resource, not a salesperson
After a Family Death
A client whose parent recently passed away
Setup
A client's father passed away recently. You want to express condolences and check in, but this is sensitive.
Client says:
“*Subdued* Thanks for calling. Yeah, it's been hard. Dad was sick for a while, so we knew it was coming, but still... it's not easy.”
Practice Objectives
- 1Express genuine condolences
- 2Don't mention insurance or business at all initially
- 3Ask how they're holding up
- 4Offer help if there's anything you can do
- 5Let the client decide whether and when to request a later planning conversation
The Retirement Transition
A client approaching retirement
Setup
A long-term client is about to retire. Their term policy was designed for working years.
Client says:
“Three more months and I'm done! Forty years of working and finally I can relax. We're planning a big trip to celebrate.”
Practice Objectives
- 1Celebrate this milestone with them
- 2Discuss how their insurance needs might change
- 3Review whether current coverage is still appropriate
- 4Explore any estate planning or legacy desires
- 5Position yourself as their advisor for this new chapter
You hear a client lost their job. The best approach is:
Wait until they're re-employed to contact them
Call to offer reduced coverage options that cost less
Call to check in, express support, and ask how you can help
Send information about policy loan options to access cash