The fourth quarter may not officially begin until October, but in life insurance, Q4 starts now.
The final months of the year are an important time for our agents, our clients, and National Life Group. We all share the same goal: helping more clients get the protection they need while getting good business issued and placed as efficiently as possible.
And one of the best ways to finish the year strong is to start preparing before the year-end rush begins.
September gives us something December can’t: time.
Time to identify opportunities, gather information, complete requirements and time to work through the unexpected things that can happen along the way.
Here are five ways to use that time to build momentum now:
Take a Fresh Look at Your Pipeline
Start with the opportunities already in front of you.
Look beyond cases currently in underwriting. Think about clients you’ve spoken with this year who haven’t moved forward yet, incomplete applications, outstanding requirements, and conversations that may be worth revisiting.
Ask yourself:
Which clients do I want to have protected before the end of 2026 and what needs to happen to get them there?
Then identify the next action. A follow-up call? A completed application? An outstanding requirement? A conversation with underwriting?
Turning those opportunities into specific next steps can help turn a year-end goal into an action plan.
Set Client Expectations Early
A smooth underwriting experience often begins before the application is submitted.
Let clients know that, depending on their case, they may need to complete an interview, exam or labs, respond to additional questions, provide a signature or help us obtain medical information.
Encourage them to watch for calls, texts and emails related to their application and respond promptly.
This becomes even more important as we approach the holidays, when travel, work schedules and other commitments can make it harder to coordinate requirements.
A client who knows what to expect is better prepared to keep the process moving.
Make the Application Count
A complete application gives underwriting a better starting point.
Take an extra look at medical history, medications, recent physician visits, tobacco and nicotine use, occupation and avocations, financial information and existing or pending insurance.
And when there’s a story behind an answer, tell us the story.
A “yes” answer may tell us what happened. A little additional context can help us understand the why, when and where things stand today.
Helpful information upfront can reduce questions later and help the underwriter understand the case sooner.
Bring Complex Cases to Us Early
Don’t wait until December to introduce us to the case you’ve been wondering about since September.
If you’re working with a client who has a complex medical history, unusual financial circumstances, a large case, foreign national considerations or another situation that may require additional planning, connect with us early.
An early conversation can help identify potential underwriting considerations, determine what information may be helpful and set realistic expectations before the case is underway.
The earlier we know the story, the more opportunity we have to help you navigate it.
Don't Make December Your Starting Line
December is a great month to finish business. It’s a much harder month to start business that needs to be completed by year-end.
As the holidays approach, there are more variables outside anyone’s control. Clients travel. Physician offices may have reduced schedules. Exams can be harder to coordinate. Medical records can take time to arrive. And sometimes an underwriting review uncovers an additional question or requirement no one anticipated.
That’s why now is the time to work backward from year-end.
If your client’s goal is to have coverage in force by year-end, don’t think of the final year-end processing date as the date to get started. Think about everything that may need to happen between application and placement and give the case enough runway to get there.
The goal is to give your case the best opportunity to make it across the finish line.
Your Q4 Readiness Check
Before the year-end rush arrives, take a quick look at your business:
- Is the application complete? Make sure important medical, financial and other details are included upfront.
- Does my client know what to expect? Prepare them for possible interviews, exams, labs, signatures or follow-up questions.
- Are there outstanding requirements? Stay connected to pending business and address missing items before they become year-end obstacles.
- Is there anything unusual about the case? Bring complex medical, financial or other circumstances to us early.
- Am I leaving enough runway? Don’t build your plan around the final year-end deadline. The earlier a case gets moving, the more opportunity there is to navigate the unexpected.
Strong Q4 Results Start With Strong Q4 Preparation
Every application represents more than year-end production. It represents a client, a family, a business or a legacy that someone has chosen to protect.
That’s where our goals come together.
For agents, it’s about serving clients and finishing the year strong. For National Life Group, it’s about helping bring good business onto the books efficiently. And for our clients, it’s about having the protection they intended to put in place.
Start building momentum now. Give your cases the runway they need, stay connected throughout the process and let’s work together to bring as much business as possible across the finish line.
Q4 is coming. Let’s be ready for it.
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