AAR Health Insurance Products: Agent's Complete Guide

AAR is the health insurance people actually know.

When a client says "I want health insurance," they usually mean AAR or Jubilee.

That's good for you.

Less explaining. Faster sales.

But AAR has 6 different product tiers, each with different benefits, limits, and commissions. Sell the wrong one and you'll deal with complaints all year.

Here's your complete guide to AAR health products — what to sell, to whom, and why.

Table of Contents

• AAR at a Glance
• The AAR Product Lineup
• AAR Shwaari: The Entry Product
• AAR Individual: The Core Product
• AAR Family: Cover the Whole Household
• AAR Senior: The 60+ Market
• AAR SME: Small Business Cover
• AAR vs. The Competition
• Commission Structure Breakdown
• Objection Handling for AAR
• How to Quote AAR Products
• Best Practices for Selling AAR
• Next Steps

AAR at a Glance

AAR's strength: Wide hospital network and fast claims processing.

Their weakness: Premium pricing — not the cheapest option.

The AAR Product Lineup

AAR offers 6 main health products:

Let's break each one down.

AAR Shwaari: The Entry Product

Best for: Young professionals, first-time insurance buyers

Key benefits:

• Inpatient cover: KES 500,000
• Outpatient: KES 50,000
• Maternity: KES 100,000 (optional add-on)
• Dental/Optical: Basic coverage included

Waiting periods:

• General: 30 days
• Pre-existing: 12 months
• Maternity: 12 months

Price range: KES 18,000 - 30,000/year (individual)

Commission: 10% first year, 5% renewals

Selling tip: Position this as "starter insurance." Great for people who've never had cover before. Upgrade them to AAR Individual next year.

AAR Individual: The Core Product

Best for: Employed professionals, mid-career earners

Key benefits:

• Inpatient cover: KES 1M, 2M, 3M, or 5M options
• Outpatient: KES 75,000 - 150,000
• Maternity: KES 150,000 - 250,000
• Dental: KES 30,000 - 50,000
• Optical: KES 15,000 - 30,000
• Annual check-up included

Waiting periods:

• General: 30 days
• Pre-existing: 12 months
• Maternity: 10 months

Price range: KES 35,000 - 120,000/year (depending on limits)

Commission: 12% first year, 7% renewals

Selling tip: This is your bread and butter. Most clients fit here. Always upsell outpatient — it's where they'll use the insurance most.

AAR Family: Cover the Whole Household

Best for: Married couples, families with children

Key benefits:

• Covers principal + spouse + up to 4 children
• Inpatient: KES 1M - 10M (shared limit)
• Outpatient: KES 100,000 - 200,000 (per person)
• Maternity: Built-in (no extra charge)
• Child wellness visits included
• Newborn cover from day 1

Waiting periods:

• General: 30 days
• Pre-existing: 12 months
• Maternity: 10 months (for new members)

Price range: KES 65,000 - 250,000/year

Commission: 12% first year, 7% renewals

Selling tip: Lead with maternity. Young families buy health insurance because they're planning kids. The family plan pays for itself with one delivery.

AAR Senior: The 60+ Market

Best for: Retirees, parents/grandparents

Key benefits:

• Age limit: Up to 75 years at entry
• Inpatient: KES 500K - 2M
• Chronic disease management included
• Outpatient: KES 50,000 - 100,000
• No maternity (obviously)

Waiting periods:

• General: 30 days
• Pre-existing: 24 months (longer than other products)
• Chronic conditions: 12 months

Price range: KES 45,000 - 150,000/year

Commission: 10% first year, 5% renewals

Selling tip: Adult children buy this for their parents. Target professionals aged 35-50 — they're worried about their aging parents. Emphasize chronic disease coverage (diabetes, hypertension).

AAR SME: Small Business Cover

Best for: Companies with 5-50 employees

Key benefits:

• Group pricing (cheaper per person)
• Flexible benefit levels
• HR admin support from AAR
• No individual underwriting for small claims history

Minimum size: 5 employees

Price range: KES 25,000 - 50,000 per person/year

Commission: 15% first year, 10% renewals

Selling tip: This is where the money is. One SME deal = 10+ individual sales. Target HR managers at growing companies. They hate managing NHIF complaints.

AAR vs. The Competition

How does AAR compare?

When to recommend AAR:

• Client wants fast claims processing
• Client has preferred hospital in AAR network
• Client needs senior citizen cover
• SME wants dedicated account manager

When NOT to recommend AAR:

• Budget is tight (Britam might be better)
• Client needs very high limits (Jubilee goes higher)

Commission Structure Breakdown

Here's what you actually earn:

Example earnings:

Sell an AAR Family plan at KES 150,000:

• Year 1 commission: KES 18,000
• Year 2 renewal: KES 10,500
• Year 3 renewal: KES 10,500

One client = KES 39,000 over 3 years.

Renewals are the real money.

Objection Handling for AAR

"AAR is too expensive"

Response: "You're paying for the network. AAR has more hospitals than anyone. And when you're sick at 2am, you want a hospital that accepts your card."

"What if I don't use it?"

Response: "Insurance isn't for when you're healthy. It's for when you're not. One hospital stay without cover costs KES 500,000+."

"I'll just use NHIF"

Response: "NHIF covers basics. AAR covers you properly. Private room, actual doctors, no queues."

How to Quote AAR Products

Using BimaSasa:

1. Enter client details (age, family size)
2. Select coverage preferences
3. Compare AAR against other insurers
4. Generate a professional quote PDF

Takes 2 minutes. Looks professional. Closes deals faster.

Best Practices for Selling AAR

1. Always present options Show Shwaari, Individual, AND Family. Let them choose.

2. Lead with outpatient That's what they'll actually use. Inpatient is the backup.

3. Mention the hospitals "Nairobi Hospital accepts AAR. So does Aga Khan. And Kenyatta."

4. Follow up on renewals Call 30 days before expiry. Every. Single. Time.

5. Get referrals One happy AAR client = 3 more family members who need cover.

Next Steps

1. Get appointed with AAR (if you haven't already)
2. Learn the product tiers (bookmark this article)
3. Start with families and SMEs (highest value)

Ready to quote? Compare AAR with other insurers in seconds.

!