Get Paid Faster: The Secret is Field Underwriting

September 21, 2025

Published by: Christy Downs

Christy Downs

Get Paid Faster: The Secret is Field Underwriting

As a life insurance agent, you know the drill: you find a great client, you design the perfect policy, and you get the application submitted. Then, you wait. The process can feel like a black box, with weeks or even months passing before a final decision is made. What if we told you there's a way to get paid faster and streamline the entire process?

The secret lies in mastering the art of field underwriting. It’s the single most important skill you can develop to help your clients and grow your business. At FFP Insurance Services, we believe every life insurance agent can be a great field underwriter—because we give you the tools and support to do so. In a recent FFP University webinar, our underwriting expert Christy Downs broke down the key elements to help you get started.

The Underwriting Mindset

Underwriting is not about a doctor's assessment of health. A doctor can course-correct over time, but an underwriter must make a decision that could last a client's lifetime based on the data available at one single moment. This is why your role is so critical. You are the first line of defense, and by asking the right questions, you can match your client to the perfect carrier from the start.

The 5 Pillars of Field Underwriting

Christy outlined five core areas of a client's profile that every life insurance agent should assess before submitting an application.

  1. Build (Height & Weight): This is the foundation. Every carrier has a specific build chart, and you must use it. Guessing can lead to a surprise table rating or, worse, a decline, which can harm your credibility.
  2. Tobacco Use: The definition of "tobacco use" is broader than you might think. It can include nicotine gum, patches, and even non-nicotine vaping. Knowing a carrier’s specific definition can make all the difference, as some are more lenient than others.
  3. Prescription History: Always ask your clients not just what prescriptions they take, but why. Many drugs, like gabapentin, are "dual-use" drugs used for multiple conditions. Underwriters can see up to seven years of prescription history, so getting a full picture is essential.
  4. Health History: For common health issues like diabetes or cancer, you need to dig deeper. Ask about the date of diagnosis, what medications they take, what doctors they see, and any relevant test results (like an A1C for diabetics).
  5. Non-Medical Issues: Not all underwriting is about health. Your clients' citizenship or immigration status, driving history, criminal history, and even their credit score can impact their eligibility. Make sure to cover these topics to avoid a quick decline.

FFP Is Your Underwriting Partner

Mastering field underwriting is tough to do alone. That's why at FFP, we put our team and resources at your fingertips. Our underwriting guides, questionnaires, and dedicated case design team are here to support you every step of the way. We can help you navigate complex cases, find the right carrier, and save you from unnecessary declines.

Don't let your cases get stuck in a holding pattern. Partner with an IMO that provides you with the knowledge and support to get paid faster and grow your business.

Ready to elevate your game? Contact us today to learn how FFP Insurance Services can become your trusted partner.