How much do you really know about your current clients? Do you think you have a grasp on everything going on in their lives based on the products you’ve sold them? If you had to take a guess, would your client qualify for a $1 million life insurance policy or even a $5 million policy?

That’s a pretty good question. As a licensed life insurance agent, you don’t want to help your client through an e-app or the dreaded paper application, and then discover they are denied coverage during the underwriting process. Knowing some of the possible “hiccups” ahead of time would have saved both of you some time and eliminated the potential arguments or stress of being turned down for life insurance.

For that reason, AIP Marketing Alliance has developed a series of questionnaires to help you navigate through these bumps in the road before the client or prospect even starts the application process. By asking a couple of pre-qualifying questions, you can also position a life insurance product that could consider certain medical conditions or other risks weighed by carriers’ underwriters during the decision process.

Most of these questionnaires center around potential health risks. Some examples of these questionnaires include cancer, convulsion, coronary artery disease, diabetes, epilepsy, growth/tumor, heart disorder, hepatitis, multiple sclerosis, Parkinson’s, sleep apnea, stroke/transient ischemic attack (TIA), and generic typical health concerns.

Other questionnaires focus on mental illness, including ADD/ADHD, depression, nervous disorder, and psychiatrics. AIPMA also has questionnaires on alcohol usage, aviation, criminal history, driving, drug usage, financial, foreign nationals/travel, general purpose, military status, motorized vehicle racing, mountain climbing, and tobacco use.

Carrier underwriters take a lot of factors into each client’s application when considering an approval for a life insurance policy, and some of the factors mentioned in the questionnaires above could impact your client qualifying for a life insurance policy.

How many times have you talked to a client, and none of these factors were brought up until underwriting received the med exam results or reviewed some of their lifestyle choices? Taking a few minutes to ask some of these questions and complete the questionnaires before the application process may prove very useful for both you and your client.

AIP Marketing Alliance has branded these questionnaires with our logo, but we also have white-labeled versions without our logo to utilize as needed. If you are interested in receiving these questionnaires, please contact AIP Marketing Alliance’s Business Development team at (800) 783-5206 Press #2 or marketing@aipma.com.

As the adage states, “There’s never a bad question.” Take the extra time to learn more about your client and/or prospect before the application process even begins.