Casework Process
Use this structured approach to confidently match each client with the right carrier and product—from evaluating health conditions to securing the most competitive rates.
Age-Based Product Selection
Understand which products are best suited for clients under 50, ages 50–60, and over 60, based on their health profile and financial goals.
Build Charts & Health Knockouts
Learn how to quickly review height and weight guidelines, along with common health disqualifiers, so you can avoid unnecessary quotes.
Knowing When to Contact the Carrier
Identify situations where a risk assessment call with an underwriter is necessary to get pre-approval insight for more complex health cases.
The Five-Step Casework Formula
When you’re just getting started, give yourself 24–72 hours before your first few scheduled appointments. This allows you time to connect with your upline, review your cases, and build a clear game plan. Taking this extra time early on will help you avoid mistakes, improve your confidence, and ensure you’re recommending the best options as you learn the process.
Use this step-by-step approach every time to confidently pair clients with the most suitable carrier and product.
1. Choose the Right Product Based on Age
Keep in mind there are always exceptions.
Under 49: Term or IUL, depending on client goals
Ages 50–60: Term if health allows; whole life as a backup
Ages 60+: Whole life or final expense as the primary option; term only for those in excellent health
Always include accidental death coverage for clients up to age 70.
2. Review Build Charts (Height & Weight)
Visit SFGQuotes.com to check build guidelines.
If the client doesn’t meet term requirements, review whole life options
If they fall outside all guidelines, accidental coverage or GIWL may be the only options (Check w/ your upline if you are unsure)
3. Evaluate Health Conditions
Use lookback guides to assess common health issues.
If multiple conditions are present, contact the carrier for a risk assessment before quoting
Be sure to document all health information accurately in the application
4. Screen for Knockout Medications
Check medication lists for any disqualifying prescriptions.
If you’re unsure, clarify during a carrier risk assessment
Always include the purpose of each medication in the application if able
5. Run Quotes
After narrowing down the carrier and product, generate the best available rates.
Focus on core carriers for ease of process and to maximize commissions