When clients apply for coverage, the company investigates their health history to decide whether to offer them coverage. Clients release medical records, and some companies will call them on the phone and ask questions about their health. If they are older, the company will have a social worker see them, at their convenience, to do a face-to-face interview with no disrobing.

For those with health problems, the big questions is, can they get coverage? If they cannot, no financial decision is required. The only way to answer the question, however, is to have them apply.

The underwriting process normally takes about five to six weeks. This gives the applicant plenty of time to read materials explaining the policy applied for. The agent physically delivers the policy after it is issued. This presents an opportunity to finalize the structure of the policy and to become comfortable with the buying decision.