Red Flags in Life Insurance Pitches I Hear Every Week

You hop on a quick call or click through a quote page and the offer sounds perfect. Then the paperwork arrives and things don’t line up. I’m a licensed life insurance agent, and I talk to shoppers every day who’ve heard the same lines. Here’s a straight list of warning signs, what they really mean, and the questions that bring the truth to the surface.

1. Teaser quotes that assume perfect health

What you hear: “Best rates available.”
What’s hiding: Many quote widgets default to the top health class. Underwriting decides your real class after looking at height/weight, blood pressure, lipids, prescriptions, nicotine or vaping, family history, driving, and activities.

Fix it fast: Ask, “What health class is this quote using, and what class do you expect for me?” A five-minute pre-screen avoids surprise jumps later.

2. One carrier presented as “the best for everyone”

What you hear: “This company beats all others.”
What’s hiding: Carriers have niches. One likes runners on a statin. Another is friendlier on build. A third has great rules for former nicotine users.

What to ask: “Show me two or three carriers and a one-line reason each fits my profile.”

3. “This policy pays for itself”

What you hear: magic.
What’s hiding: Cash value policies follow contract math. Results depend on funding, costs, and actual crediting or dividends.

What to ask: “Show guaranteed and current columns side by side, plus the page with charges.” If those pages aren’t offered, pause.

4. “Market upside with no downside”

What you hear: an Indexed Universal Life (IUL) highlight reel.
What’s hiding: Caps, participation limits, spreads, monthly charges, changing assumptions, and loan rules. Zero credit in a down year still isn’t free—charges continue.

What to ask: “Give me three runs: current, a modest scenario, and the guaranteed minimum. Then show loan mechanics.” If the plan only works under rosy numbers, walk away.

5. No-exam is framed as always better

What you hear: “Skip the nurse and save time.”
What’s hiding: Healthy folks often get better pricing with a brief exam. Clean labs can unlock a stronger class and lower the bill for years.

What to ask: “Price no-exam vs. exam with the same specs.” If the exam saves $10–$20 a month on a long term, that’s real money.

6. Accident-only policies pitched as full protection

What you hear: “$500,000 for just a few dollars a week.”
What’s hiding: Accident-only pays for certain accidents, not illness. Most claims in real life come from illness.

What to ask: “Does this pay for illness?” If not, treat it as a tiny add-on at best. Buy real term for income protection.

7. Term length picked by price, not by your timeline

What you hear: “20 years is plenty.”
What’s hiding: Renewal rates after the level period are wild. If your mortgage runs 27 years or your youngest is 3, 20 years may leave a gap.

What to ask: “Show 20 vs. 25 vs. 30 years tied to my mortgage and kids’ ages.” Sometimes a small bump in premium avoids a costly replacement later.

8. Silence on conversion rules

What you hear: “You can convert later.”
What’s hiding: Windows and product menus vary a lot. Some contracts offer a long window and strong permanent options; others don’t.

What to ask: “What’s my conversion deadline and which permanent products are available? Show a dollar example to convert part of the term.”

9. Riders added with no price breakdown

What you hear: “Loaded with benefits.”
What’s hiding: Extra cost with fuzzy value. Some riders are great; some add little.

What to ask: “List each rider, cost per month, trigger, and how it affects the death benefit.” If the value isn’t clear in one line, skip it.

10. Monthly price shown, annual savings not mentioned

What you hear: one monthly number.
What’s hiding: Many carriers add a small charge for monthly billing. Annual pay can trim the total. EFT can narrow the gap if you need monthly cash flow.

What to ask: “Compare monthly-EFT vs. annual totals.”

11. Group plans with age-band pricing

What you hear: “Easy signup through your association.”
What’s hiding: Rates that jump every five years. Looks cheap early, hurts later.

What to ask: “Show the rate chart through age 70 or 80.” Then compare a level term premium for the same coverage window.

12. Credit life bundled into loans

What you hear: “Protect the balance.”
What’s hiding: Pricey coverage tied to the lender, shrinking benefit, and no portability.

What to ask: “What’s the cost per $1,000 and can I take it with me?” A personal term policy that follows you is usually stronger and cheaper.

13. Pressure lines

What you hear: “Rates change tonight,” “Today only,” “Spots are limited.”
What’s hiding: A push to sign before you compare. Rate updates happen, but a solid decision beats a rushed one.

What to say: “Send the quotes and the underwriting class you expect for me. I’ll review and circle back today or tomorrow.”

14. No pre-screen before quoting

What you hear: numbers in seconds.
What’s hiding: A guess. Real offers follow after basic health details.

What to ask: “Can we do a five-minute pre-screen first?” Share height/weight, BP history, meds, nicotine or vaping, driving, and any activities carriers care about. Then you’ll see realistic numbers.

15. IUL “multipliers” and fancy gears with thin explanations

What you hear: “Boosted returns.”
What’s hiding: Higher charges or extra moving parts in exchange for potential upside.

What to ask: “Show the added charge, the break-even, and a modest crediting scenario.” If the chart needs a seminar to explain, it’s probably not your core coverage.

16. Tiny policies sold as a full plan

What you hear: “$25,000 will cover things.”
What’s hiding: Final expenses, maybe. Income, debts, childcare, and college help are still uncovered.

What to do: Size coverage with a quick formula:
Coverage Needed = Income Years + Debts + Kids & Care + Final Costs − Savings − Existing Coverage.
Pick a term that reaches the dates that matter.

A copy-and-paste message that cuts through spin

Send this to me (or any agent you’re testing):

1. What health class did you use for my quote, and what class do you expect after underwriting?
2. Show two term lengths tied to my mortgage and kids’ ages, plus a ladder option.
3. Side-by-side pricing: no-exam vs. exam, same specs.
4. Rider costs in dollars per month with one-line scenarios.
5. Monthly-EFT vs. annual totals.
6. Term conversion deadline and permanent menu.
7. If I quit nicotine for 12 months or improve labs, when can we ask for a new class?

Seven answers. Clear decisions.

What a clean, client-first pitch sounds like

• “Based on your income, mortgage, and two kids under 8, I’d run $1M for 30 years. Carrier A prices your build and BP meds well. We can try no-exam, but a short exam could save about $12 per month. Here are both versions. Your term converts for 20 years to several permanent options; I’ll show a $50k conversion example for year 10.”

Short, specific, tied to your life. No smoke, no mirrors.

How I work from quote to claim

1. Five-minute pre-screen. Goals, budget, and a few health basics.
2. Targeted shopping. Multiple carriers that fit your profile. Same specs for a fair comparison.
3. Plain-English choices. Two term lengths, a ladder idea, rider math in dollars, and monthly vs. annual totals.
4. Simple e-app. If a brief exam trims real dollars, I set it up at home or work.
5. After-issue help. Beneficiary updates, conversion timing, annual check-ins, and rate reviews if health improves.

You’ll know what you’re buying, why it costs what it costs, and how the contract behaves down the road.

Ready to see the honest version of your quotes?

Send your age, state, coverage goal (income, mortgage, kids, final expenses), a monthly range that feels comfortable, and any health notes you want me to factor in. I’ll reply with real numbers, the trade-offs in plain language, and a simple path to approval.