Key Takeaways:
1. A breast cancer history does not automatically rule out life insurance
Clients may assume they are no longer eligible, but underwriting depends on the specifics of each individual case.
2. Every breast cancer history is different.
Underwriters may consider factors such as the type and stage of cancer, treatment received, when treatment ended, follow-up care, recurrence, and the client’s current health.
3. Agents should avoid “pre-underwriting” clients based on the diagnosis alone.
Two clients with the same general diagnosis can have very different underwriting outcomes.
4. XRAE can be a useful starting point.
Agents can gather basic information about the diagnosis, treatment, and follow-up care to get a better sense of what may be possible, without needing to interpret medical records themselves.
5. Breast Cancer Awareness Month creates a natural opportunity to revisit protection needs.
Agents can use October to ask whether clients’ coverage still fits their needs or whether a past medical diagnosis has kept them from exploring life insurance.
Every October, Breast Cancer Awareness Month brings important attention to education, screening, early detection, treatment, and the millions of people whose lives have been touched by breast cancer.
For those of us in life insurance, it can also serve as an important reminder:
A history of breast cancer doesn’t necessarily mean the end of the life insurance conversation.
A client may assume that because they’ve had breast cancer, life insurance is no longer an option. As an agent, you may also be unsure about what that history could mean from an underwriting perspective.
Before assuming the answer is no, let’s explore what’s possible.
Every Breast Cancer History Is Different
When underwriting a history of breast cancer, the diagnosis itself is only part of the story.
The details surrounding that diagnosis help us understand the bigger picture. Depending on the case, important information may include:
- When the cancer was diagnosed
- The type and stage
- Treatment received
- When treatment was completed
- Follow-up care and testing
- Whether there has been any recurrence
- The client’s current health
Two clients who both tell you, “I had breast cancer,” may have very different histories, and their underwriting considerations may be very different as well.
That’s why it’s important not to pre-underwrite your client based on the diagnosis alone.
Have a Client in Mind? Start With XRAE
If you have a prospective client with a history of breast cancer and you’re wondering what may be possible, XRAE can be a great place to start.
The more complete the information, the more useful the inquiry can be.
When talking with your client, consider gathering some basic details:
When were you diagnosed?
What type and stage of breast cancer was it?
What treatment did you receive?
When was treatment completed?
What has your follow-up looked like?
Your client may not know every answer, and that’s okay. You don’t need to become a medical expert or interpret their records yourself.
Your job is to start the conversation. Let the underwriting process help with the rest.
Protection Is Personal
Breast Cancer Awareness Month reminds us how quickly life can change.
For clients who have experienced breast cancer personally, or watched someone they love go through it, the importance of protecting the people who depend on them may feel especially real.
That makes October an opportunity not only to raise awareness, but also to start meaningful conversations.
Does your client have the protection they need today?
Has their life changed since they purchased their coverage?
Have they avoided exploring life insurance because of a previous medical diagnosis?
Sometimes the most important thing an agent can do is simply start the conversation.
Because a medical history is part of your client’s story.
It doesn’t have to be the end of it.
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