Part of our guide: Impaired Risk Life Insurance Underwriting by Condition →
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.
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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