Be it by lapse or by surrender, the only real source of policies for life settlements are those about to terminate.
Rather than this being a limiting factor, instead, it means there is an abundance of life settlement prospects and opportunities to benefit your clients — and you, too!
In 2021, for example, more than 9 million individual policies were lapsed or surrendered.
Yet in that same year, only about 3,000 life settlement transactions occurred.
This incredibly low number, compared to total lapses, likely means a substantial amount of life settlement money was left on the table, because policies are frequently terminated without being evaluated for a life settlement.
All too often, we learn of a lapse or surrender after the event has already occurred, and once that happens, due to contestability concerns even if reinstated, the policy is no longer a viable candidate for a life settlement.
The common outcry: "if only we knew!"
How does one avoid missing a lapse or surrendered policy that could be a life settlement? For starters, producers must carefully monitor their book of business and take swift action if a lapse notice goes out to a client.
In addition, special attention should be given to policies that are barely treading water, with just enough cash value to avoid lapsing now, but are in danger of doing so in the near future.
Producers should also be on the lookout for lapse triggers — events or circumstances that make a lapse or surrender likely.
These events are a strong indication of a change in life insurance needs or the ability to pay premiums.
Robin S. Weinberger, CLU, ChFC, CLTC, is the director of national accounts for Life Insurance Settlements Inc. She has been a general agent and director of national accounts for Connecticut Mutual and vice president of marketing for Sun Life of Canada. She can be reached at 
