Underwriting Archives - Page 4 of 4

How to Convert More Life Applications Into Paid Policies

September 25, 2026March 15, 2021 by Tim Fuller

Underwriter reviewing medical and financial data with a client during risk assessment

There’s nothing worse than weeks of underwriting ending with an offer the client won’t accept. Most of those surprises, like a family history issue or driving violations, could have been spotted before the application.

Key takeaways

Most underwriting surprises come from information that could have been gathered at the first meeting.
Only a small share of applicants qualify for the very best rate class; most are approved at Standard or similar.
Impairment fact finders and informal pre-screens let you get tentative offers before recommending a carrier.

Don’t assume Preferred Best. Only a small share of applicants reach the top rate class — most are approved at Standard.

Start with a needs analysis and budget

A basic life needs analysis and a clear picture of the client’s intended premium let us work backward, maximizing the benefit without exceeding the budget, even if the underwriting offer comes back less favorable than hoped.

Ask the right field underwriting questions

Family history, driving record, medications, and avocations are the most common sources of surprises. Asking about them up front lets you quote realistically. More on quoting the right rate class the first time.

Use impairment fact finders

We offer one-page fact finders for dozens of common conditions. Completed forms are reviewed by our Underwriting Department, and when needed an underwriter will call you with targeted follow-up questions. The goal is tentative carrier offers before you recommend a carrier or take an application.

Set realistic expectations

Clients who expect Standard and receive Preferred are delighted. Clients who expect Preferred Best and receive Standard often walk away. Setting expectations early protects the sale and your relationship with the client.

Frequently asked questions

What is a good placement ratio for life insurance?

It varies, but the higher the better. Accurate quoting and pre-underwriting are the most reliable ways to raise it.

Why do life insurance applications end up not taken?

Most often because the final offer is worse than the quote the client was shown, usually due to health, family history, or driving history not gathered up front.

What is an informal inquiry or pre-screen?

A review of a client’s details by underwriters before a formal application, used to get a sense of likely offers from different carriers.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

Tim leads SRS Inc., a full-service IMO (Independent Marketing Organization) and BGA (Brokerage General Agency), connecting independent financial professionals with life, annuity, disability income, and long-term care solutions from 60+ carrier partners.

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Answer the Underwriter’s Questions Before They Ask: A Financial Justification Case

September 25, 2026March 12, 2021 by Tim Fuller

Picture this application: a 35-year-old woman, retired, no income listed, net worth blank, applying for $8 million of term with no stated purpose. Any underwriter would stop and ask why.

Key takeaways

Large face amounts need a clear financial justification, especially when income or net worth isn’t obvious.
In this case the client had just inherited a large estate and needed coverage for estate taxes, which fully justified $8 million.
The five key questions: purpose, how the amount was set, owner and payer, total coverage in force, and supporting documents.

Retired at 35, no income, $8 million of coverage. Without an explanation it looks alarming. With one — a large inheritance and estate taxes — it’s justified.

The case

Female, age 35, listed as retired with no annual income
Net worth left blank
Applying for $8 million of term coverage, purpose left blank

The explanation was simple: she had just inherited a very large estate and left her job, and estate taxes were a concern. Based on the inheritance, $8 million was justified. The application just didn’t say so.

The five questions underwriters will ask

What is the purpose of the insurance?
How was the face amount determined?
Who is the policyowner and premium payer?
How much coverage is in force and applied for?
What documentation supports the amount?

Put the answers in a cover letter

Answering these up front, usually in a short cover letter, prevents weeks of back-and-forth. We can write the letter for you, but the most important source of information is you, since you know the client.

Frequently asked questions

What is financial justification in life insurance?

Evidence that the amount of coverage applied for is reasonable given the client’s income, net worth, and the purpose of the insurance.

Can someone with no income get a large life insurance policy?

Yes, if there’s another justification, such as a large estate, inheritance, or business interest. The purpose needs to be clearly explained.

How can I speed up approval on a large case?

Provide the purpose, how the amount was set, ownership details, existing coverage, and supporting documents with the application.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Lifestyle and Fitness Credits: A Three-Class Upgrade for an Active Diabetic Client

September 25, 2026February 26, 2021 by Tim Fuller

Research consistently shows that fit people who live healthy lifestyles tend to live longer, even with minor health issues. One carrier puts that into practice by scoring lifestyle factors and using the score to improve ratings on permanent cases.

Key takeaways

The carrier scores lifestyle factors and medical tests from records for applicants through age 70.
The score can improve the underwriting class or offset a table rating on permanent products.
A 64-year-old business owner with Type 2 diabetes moved from Table 2 to Standard Plus Non-Nicotine: a three-class upgrade.

Initial offer: Table 2. After credits for exercise, no nicotine, and normal screenings: Standard Plus Non-Nicotine.

How the credits work

During underwriting, the carrier reviews medical records for specific lifestyle factors and test results, scores each one, and uses the total to improve the class or offset a table rating.

Case study

64-year-old male business owner, 5’11”, 195 lbs
Applying for $1.2 million of universal life
Non-insulin-dependent (Type 2) diabetes, with good A1C control over five years
Initial offer: Table 2

Credits applied for: never using nicotine, regular aerobic exercise four times a week documented in his physician’s records, a normal colonoscopy, and normal PSA testing. Final offer: Standard Plus Non-Nicotine.

Why documentation matters

Credits depend on what’s in the medical records. Encourage clients to discuss exercise and keep screenings current with their doctors, so the evidence is there. See documenting health improvements and diabetes underwriting.

Frequently asked questions

Does exercise help with life insurance rates?

At some carriers, documented regular exercise can earn credits that improve the rating.

Can credits offset a table rating?

Yes. Some carriers use lifestyle credits to reduce or remove table ratings on permanent products.

What lifestyle factors earn life insurance credits?

Examples include no nicotine use, regular exercise documented by a physician, and normal cancer screenings.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Table Ratings Priced Off Standard Plus: Big Savings on Impaired Risk Cases

September 25, 2026February 19, 2021 by Tim Fuller

When a client gets a table rating, most advisors focus on which table. Just as important is what the table is built on, and one carrier builds it on a better base than most.

Key takeaways

Most carriers calculate table-rated premiums as a percentage added to Standard rates.
One carrier calculates table ratings off its Standard Plus rates instead, lowering the premium at every table.
A 46-year-old with Type 2 diabetes and elevated cholesterol received Table 2 on $5 million of term, priced off Standard Plus.

Same Table 2 rating, lower premium: one carrier prices its table ratings off Standard Plus instead of Standard.

How table ratings are priced

A table rating adds a percentage to a base premium, commonly 25% per table. At most carriers, that base is the Standard rate. One carrier uses its Standard Plus rate as the base instead, so the same table produces a noticeably lower premium. For clients with several impairments, that difference adds up over the life of a large policy.

Case study: $5 million of term

46-year-old male, no tobacco, 6’1” and 211 lbs
Type 2 diabetes diagnosed in 2011, treated with metformin; A1C 7.8
Blood pressure 135/84; total cholesterol 273, HDL 41, LDL 125
Normal urine protein
Mother died of a stroke at 68

Offer: Table 2, priced off Standard Plus rates, a significant saving compared with a Table 2 priced off Standard.

When to look for this

Multi-impairment cases, like this one combining diabetes, cholesterol, and family history, are where base pricing matters most. Compare the final premium, not just the table. More on how diabetes is underwritten.

Frequently asked questions

What is a table rating?

A substandard rating that adds a percentage, often 25% per table, to a base premium to reflect higher risk.

Do all carriers price table ratings the same way?

No. Most use Standard rates as the base, but at least one uses Standard Plus, which lowers the cost of every table rating.

Should I compare table ratings or premiums?

Premiums. Two carriers offering the same table can charge very different amounts depending on their base rates.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Life Insurance and Marijuana Use: Non-Smoker Rates Are Possible

September 25, 2026February 12, 2021 by Tim Fuller

Many clients assume marijuana use means smoker rates. With the right carrier, recreational users can often get non-smoker rates, and occasional users may qualify for the best classes.

Key takeaways

Some carriers offer non-smoker rate classes for recreational marijuana use, based mainly on frequency.
Once a month or less may qualify for Preferred Plus Non-Smoker; up to three times a week may qualify for Preferred Non-Smoker.
Medicinal use is underwritten based on the condition being treated, and some carriers require a prescription.

Occasional recreational marijuana use — once a month or less — may still qualify for Preferred Plus Non-Smoker.

Recreational use: frequency drives the rate class

With one carrier, potential rate classes for recreational marijuana use are:

Once a month or less: may qualify for Preferred Plus Non-Smoker
Up to three times a week: may qualify for Preferred Non-Smoker
Four to six times a week, and no more than once a day: may qualify for Standard Non-Smoker

Guidelines differ widely between carriers, so the same client could be rated as a smoker elsewhere.

Medicinal use is different

Medicinal marijuana is underwritten based on the underlying condition being treated, not the marijuana itself. Some carriers require a valid prescription, particularly for daily use.

Tips for these cases

Encourage clients to answer frequency questions honestly and precisely; vague answers can lead to a less favorable class. Combined tobacco use or other substances will change the picture. Similar flexibility exists for occasional cigar and pipe use at some carriers.

Frequently asked questions

Do marijuana users pay smoker rates for life insurance?

Not necessarily. Several carriers offer non-smoker rates for recreational marijuana use depending on frequency.

What is the best rate class for occasional marijuana use?

With some carriers, use of once a month or less may qualify for Preferred Plus Non-Smoker.

How is medical marijuana underwritten?

Based on the condition being treated. Some carriers also require a valid prescription.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

Connect on LinkedIn →

Life Insurance With Type 1 Diabetes: What Underwriters Look For

September 25, 2026January 29, 2021 by Tim Fuller

Type 1 diabetes is usually diagnosed early in life and treated with insulin from the start, which means longer exposure than most Type 2 cases. It’s typically table-rated, but clients with strong control and no complications have real options.

Key takeaways

Type 1 diabetes is almost always rated, but coverage is widely available.
Best-case clients over age 50 with excellent control and no complications may qualify around Table B to Table 2 at some carriers.
Consistent A1C history, no kidney, eye, nerve, or heart complications, and regular specialist follow-up drive the best outcomes.

Over 50, excellent control, no complications: Table B is possible for Type 1 diabetes at some carriers.

What underwriters weigh

Age at diagnosis and duration: earlier diagnosis means longer exposure.
Current age: older applicants who have done well for decades often receive better ratings than younger ones.
A1C history: multiple readings over time showing stable, good control.
Complications: kidney disease (protein in urine), retinopathy, neuropathy, and cardiovascular disease weigh heavily.
Management: regular endocrinologist visits; use of insulin pumps and continuous glucose monitors can show engagement.
Other factors: blood pressure, cholesterol, build, and tobacco.

Realistic outcomes

Clients over 50 with excellent control and no complications may qualify for ratings as favorable as Table B to Table 2 at some carriers. Younger applicants and those with complications should expect higher tables. See the overview in life insurance underwriting for diabetes.

Positioning the case

Submit a complete A1C history, recent labs including kidney function and urine protein, eye exam results, and specialist notes. Carriers differ widely on Type 1, so pre-screen with our Underwriting Team before applying. Some carriers also offer credits that can improve a rating; see Type 2 case with underwriting credits.

Frequently asked questions

Can a Type 1 diabetic get life insurance?

Yes. Most are table-rated, but coverage is widely available, and well-controlled clients without complications can get reasonable offers.

What is the best rating for Type 1 diabetes?

At some carriers, clients over 50 with excellent control and no complications may qualify around Table B to Table 2.

Do insulin pumps affect life insurance?

Not negatively. Pump and CGM use can demonstrate engaged management; underwriters focus on control and complications.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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What to Include in a Health History for Faster Underwriting Answers

September 25, 2026January 15, 2021 by Tim Fuller

“I’ve got a guy with a heart thing” isn’t much for an underwriter to work with. Every detail you provide turns a vague question into a firm answer, faster.

Key takeaways

Underwriters want the who, what, when, how, and why of each health issue.
Condition-specific details matter, such as cancer stage and grade or diabetes type and A1C.
Height, weight, tobacco use, and family history round out the picture.

Every detail you add turns “it depends” into a real answer, and shortens the turnaround.

The core questions for any condition

What is the condition or underlying cause?
When was it diagnosed?
Was it mild, moderate, or severe?
How is it treated?
Are symptoms well controlled? Any complications?
Fully recovered?
When was the last doctor visit, and what was the outcome?
What’s the current condition?

Condition-specific details

Cancer: type, location, stage and grade, PSA readings if applicable, any recurrence or spread.
Diabetes: Type 1 or 2, most recent A1C, treatment. See why A1C matters.
Heart conditions: procedures, test results, and current symptoms.

Also include

Height and weight
Any tobacco or nicotine use: cigarettes, cigars, chew, vaping
Family history of conditions such as heart disease, diabetes, or cancer

More on this in field underwriting and answering the underwriter’s questions first.

Frequently asked questions

What information do underwriters need about a medical condition?

Diagnosis, date, severity, treatment, control, complications, recovery, last doctor visit, and current status.

How can I get a faster informal underwriting answer?

Provide complete details up front, including condition-specific information like cancer staging or A1C.

Does height and weight matter for an informal inquiry?

Yes. Build affects nearly every rating, so always include it.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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How a Build Credit Moved a Client Up a Rate Class and Cut Premium by 30%

September 25, 2026January 8, 2021 by Tim Fuller

Sometimes a client misses a better rate class by a small margin. Carrier credit programs can close that gap, and the premium difference can be substantial.

Key takeaways

Credits can move a client who is just outside a rate class into the better class.
In this case, a build credit moved a 35-year-old from Standard Plus to Preferred.
Annual premium on $2 million of term dropped from $2,500 to $1,753, a savings of nearly 30%.

Standard Plus at $2,500 a year, or Preferred at $1,753 — a 30% savings from one credit.

The case

Male, 35, non-smoker, seeking $2 million of term
5’8”, 204 lbs
Blood pressure 130/85; cholesterol 273, ratio 5.5
Father diagnosed with prostate cancer at 56, still living at 67

Under traditional criteria: Standard Plus, $2,500 a year.

The credit

The carrier’s crediting criteria effectively added one inch to his height for build purposes, treating him as 5’9” and 208 lbs, which met Preferred build guidelines. Final decision: Preferred, $1,753 a year.

The lesson

Clients near a class boundary are exactly where credit programs pay off. We look for applicable credits on every case. See wellness credits and one-class upgrade programs.

Frequently asked questions

What is a build credit in life insurance?

A carrier allowance that treats an applicant’s height and weight more favorably, which can move them into a better build class.

How much can underwriting credits save?

In this case, nearly 30% of annual premium by moving up one rate class.

Do all carriers offer underwriting credits?

No. Credit programs vary by carrier, which is why shopping the case matters.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Case Placement: Declined for Heart Attack History, Placed at Standard

September 25, 2026December 23, 2020 by Tim Fuller

A decline from one source isn’t the end of the road. This client had a heart attack and a stent, was declined elsewhere, and was placed at Standard Non-Tobacco after we took a second look.

Key takeaways

Cardiac declines are often worth re-shopping, especially with good follow-up testing.
Normal stress tests and controlled cholesterol after a heart attack are strong positives.
A 69-year-old with a prior heart attack and stent received Standard Non-Tobacco on $1 million of term.

Declined elsewhere for a heart attack and stent. Our result: Standard Non-Tobacco on $1 million, a placed case with $13,500 in annual premium.

The case

Male, age 69, non-smoker, seeking $1 million of term
Previously declined based on cardiac history
April 2015: heart attack with a successful stent for a severe right coronary artery blockage; mild blockages in two other arteries that needed no treatment
Echocardiograms in 2015, 2018, and 2019 showed a mildly enlarged left atrium
Stress testing showed normal heart function with no ischemia (reduced blood flow)
Current cholesterol normal

The outcome

We negotiated with one of our carriers and obtained Standard Non-Tobacco. The case was placed with an annual premium of $13,500.

What made it work

Underwriters look for stability after a cardiac event: normal stress tests, no ongoing symptoms, controlled risk factors, and consistent follow-up. This client had all of them. The original decline didn’t reflect how well he was doing. We’ve seen similar results with coronary artery disease at age 72.

Send us your declines

If you have a recently declined case, send it to our Underwriting Team for a fresh look. Include the most recent cardiac testing and cardiologist notes.

Frequently asked questions

Can you get life insurance after a heart attack?

Yes. Many clients qualify, especially with stable follow-up testing and controlled risk factors. Some can reach Standard or better.

Is a stent a problem for life insurance?

Not by itself. Underwriters focus on how the heart has done since, including stress tests, echocardiograms, and symptoms.

Should I re-shop a declined cardiac case?

Yes. Carriers differ widely on cardiac history, and a decline at one company can be an offer at another.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

Connect on LinkedIn →

How to Convert More Life Applications Into Paid Policies

Start with a needs analysis and budget

Ask the right field underwriting questions

Use impairment fact finders

Set realistic expectations

Frequently asked questions

Tim Fuller

We’re Here to Help

The case

The five questions underwriters will ask

Put the answers in a cover letter

Frequently asked questions

Tim Fuller

We’re Here to Help

Tim Fuller

We’re Here to Help

Tim Fuller

Tim Fuller

Tim Fuller

Tim Fuller

Tim Fuller

Tim Fuller