Old Mutual Health Insurance Products: Complete Agent Guide

Old Mutual is one of Africa's oldest and largest financial services groups.

But in Kenya's health insurance market, they're not the first name that comes to mind. That's actually an opportunity for agents who understand their products.

Here's how to sell Old Mutual health insurance effectively.

Table of Contents

• Old Mutual Health Insurance Overview
• Old Mutual Health Product Portfolio
• Afya Bora: Individual & Family Health
  • Afya Bora Plans
  • What's Covered
  • Key Exclusions
• Old Mutual Corporate Health Insurance
  • Group Medical Scheme Features
  • Corporate Advantages
• HealthyLife: Integrated Health + Life
  • How HealthyLife Works
  • HealthyLife Benefits
  • Why This Matters for Sales
• Old Mutual Commission Structure
  • Health Insurance Commissions
  • Commission Advantage: Integration
• Old Mutual Hospital Network
  • Major Hospital Access
  • Network Considerations
• Selling Old Mutual: Strategic Approaches
  • Approach 1: The Integration Angle
  • Approach 2: The Financial Strength Angle
  • Approach 3: The Corporate Solution
• When to Sell Old Mutual vs Competitors
  • Sell Old Mutual When:
  • Consider Alternatives When:
• Handling Common Objections
  • "I haven't heard of Old Mutual for health insurance"
  • "Why would I combine health and life?"
  • "The network seems smaller"
• Old Mutual vs Competitors: Quick Comparison
• Getting Appointed with Old Mutual
  • Requirements
  • Process
  • Training Note
• Cross-Selling Opportunities
• The Bottom Line
• Next Steps

Old Mutual Health Insurance Overview

Old Mutual operates in Kenya through Old Mutual Life Assurance Company. While they're primarily known for life insurance and investments, their health products deserve attention.

Key strengths:

• Strong financial backing (one of Africa's largest insurers)
• Integrated health + life solutions
• Good corporate market presence
• Consistent claims payment

Where they're less competitive:

• Brand recognition in health specifically
• Hospital network size vs AAR/Jubilee
• Individual health product variety

Old Mutual Health Product Portfolio

Afya Bora: Individual & Family Health

Old Mutual's flagship individual health product.

Afya Bora Plans

Premiums vary by age, location, and pre-existing conditions.

What's Covered

Inpatient Benefits:

• Hospital accommodation
• Surgery and theatre
• ICU and high dependency
• Specialist consultations
• Prescribed medications
• Pre/post hospitalization (30/60 days)

Outpatient Benefits:

• GP consultations
• Specialist consultations
• Laboratory tests
• Radiology
• Prescribed drugs
• Physiotherapy

Maternity Benefits:

• Antenatal care (up to 8 visits)
• Normal delivery
• Caesarean section
• Postnatal care
• Complications coverage

Key Exclusions

• Pre-existing conditions (waiting period applies)
• Cosmetic surgery
• Infertility treatment
• Self-inflicted conditions
• War and terrorism
• Experimental treatments

Old Mutual Corporate Health Insurance

Old Mutual has solid corporate offerings, especially for established businesses.

Group Medical Scheme Features

Corporate Advantages

1. Flexible scheme design — Tailor benefits to company budget
2. Family extension — Standard spouse + children inclusion
3. Wellness programs — Health screenings, education
4. HR support — Enrollment, administration tools
5. Claims management — Dedicated corporate service

HealthyLife: Integrated Health + Life

Old Mutual's unique selling point: combining health and life insurance.

How HealthyLife Works

One policy covers:

• Health insurance (like standard medical)
• Life insurance (death benefit)
• Critical illness (optional)
• Disability (optional)

HealthyLife Benefits

Why This Matters for Sales

Client perspective: "One policy, one premium, comprehensive protection."

Agent perspective: Bundled commission on multiple products.

Example sale:

• HealthyLife Premium: KES 180,000/year
• Includes: Health + life + critical illness
• Versus buying separately: ~KES 220,000

Savings pitch: "Get more protection for less with integration."

Old Mutual Commission Structure

Health Insurance Commissions

Commission Advantage: Integration

When you sell HealthyLife, you earn commission on the entire premium — health + life + riders. This can be higher than selling each separately.

Example calculation:

Selling separately:

• Health insurance: KES 100,000 × 20% = KES 20,000
• Life insurance: KES 50,000 × 35% = KES 17,500
• Total: KES 37,500

Selling HealthyLife:

• Combined: KES 140,000 × 25% = KES 35,000

Similar commission, but faster sale and easier administration.

Old Mutual Hospital Network

Old Mutual's network is respectable but smaller than AAR or Jubilee.

Major Hospital Access

Network Considerations

Before selling:

1. Verify client's preferred hospitals are covered
2. Check specific plan access levels
3. Clarify any co-payment requirements
4. Confirm regional coverage if client travels

Selling Old Mutual: Strategic Approaches

Approach 1: The Integration Angle

Best for: Clients who need both health and life cover.

Pitch: "Instead of buying health and life separately, let me show you how to get both in one policy — simpler and often cheaper."

Process:

1. Discuss health needs
2. Introduce life insurance need
3. Present HealthyLife as integrated solution
4. Show cost comparison

Approach 2: The Financial Strength Angle

Best for: Risk-averse clients, those burned by smaller insurers.

Pitch: "Old Mutual has been in Africa for over 175 years. When you file a claim, you want to know the company will be there to pay. They've paid billions in claims."

Use this when:

• Client mentions bad experience with claims
• Client seems skeptical of insurers
• Client values stability over lowest price

Approach 3: The Corporate Solution

Best for: SMEs looking for comprehensive employee benefits.

Pitch: "Old Mutual can be your single provider for health, life, and pension. One relationship, one account manager, one bill."

Sell the bundle:

• Group health
• Group life
• Group personal accident
• Pension scheme

Cross-sell potential: Massive. Start with health, add other products over time.

When to Sell Old Mutual vs Competitors

Sell Old Mutual When:

Consider Alternatives When:

Handling Common Objections

"I haven't heard of Old Mutual for health insurance"

"That's fair — they're better known for life insurance and investments in Kenya. But they've been providing health cover for decades. The advantage is their financial strength — they paid over KES X billion in claims last year across their products. When you need them to pay, they pay."

"Why would I combine health and life?"

"Because life happens all at once. If something serious happens, you want both medical care and financial protection for your family — without managing multiple policies, multiple premiums, multiple claims processes. One policy, one premium, complete protection."

"The network seems smaller"

"Old Mutual covers most major hospitals including [name client's likely preferences]. Let me verify your specific hospitals are covered. What matters most is that when you go to those hospitals, your claims get paid — and Old Mutual's claims payment record is excellent."

Old Mutual vs Competitors: Quick Comparison

Getting Appointed with Old Mutual

Requirements

1. Valid IRA license
2. Business registration (for agencies)
3. KRA PIN
4. ID and photos
5. Bank details
6. Reference from existing agent (helpful)

Process

1. Contact Old Mutual agency department
2. Submit documentation
3. Attend product training (comprehensive — 3+ days)
4. Pass assessment
5. Receive agent code
6. Access agent portal

Training Note

Old Mutual has one of the more comprehensive training programs. They want agents who understand both health and life products. This investment pays off in cross-selling ability.

Cross-Selling Opportunities

Old Mutual's strength is the ability to serve clients across their financial journey:

Strategy: Start with what the client asks for. Build relationship. Introduce other needs over time.

The Bottom Line

Old Mutual isn't the flashiest health insurer in Kenya. But they offer:

• Financial stability unmatched in the market
• Unique health + life integration
• Strong corporate solutions
• Cross-selling opportunities across product lines

If you're building a practice focused on comprehensive client relationships rather than one-off sales, Old Mutual belongs in your portfolio.

Next Steps

1. Get appointed with Old Mutual
2. Complete their full training program
3. Master the HealthyLife integration pitch
4. Identify clients who need both health and life
5. Read: How to Cross-Sell Insurance Products