Sanlam Health Insurance Products: Complete Agent Guide

Sanlam is one of Africa's largest financial services groups, with roots going back to South Africa in 1918.

In Kenya, they're better known for life insurance and investments. But their health insurance products deserve attention, especially if you're looking for integrated financial solutions for clients.

Here's your complete guide to selling Sanlam health insurance.

Table of Contents

• Sanlam Kenya Overview
• Sanlam Health Product Portfolio
• Sanlam Medical Plans
  • Individual & Family Options
  • Coverage Details
  • Optional Benefits
• Sanlam Corporate Health
  • Corporate Scheme Structure
  • Corporate Value Proposition
• Sanlam Afya Imara
  • Afya Imara Features
• Integrated Health + Life Packages
  • Why Integration Matters
  • Sample Integrated Package
• Sanlam Commission Structure
  • Health Insurance Commissions
  • Integration Bonus
• Sanlam Hospital Network
  • Nairobi Coverage
  • Regional Coverage
• When to Sell Sanlam Health
  • Ideal Clients
  • Less Ideal For
• Selling Sanlam: Key Strategies
  • Strategy 1: The Integration Angle
  • Strategy 2: The Corporate Bundler
  • Strategy 3: The Expansion Play
• Sanlam vs Competitors
• Handling Common Objections
  • "I've never heard of Sanlam for health insurance"
  • "Why not just go with AAR or Jubilee?"
  • "The network seems limited"
• Getting Appointed with Sanlam
  • Requirements
  • Appointment Process
  • Training Note
• Cross-Selling Opportunities
• Next Steps

Sanlam Kenya Overview

Sanlam Kenya is part of the Sanlam Group, a Pan-African financial services company. In Kenya, they operate through Sanlam Life Insurance and Sanlam General Insurance.

Key strengths:

• Strong financial backing (part of a global group)
• Integrated life + health solutions
• Good corporate market presence
• Growing digital capabilities

Where they're less competitive:

• Health-specific brand recognition vs AAR/Jubilee
• Smaller hospital network compared to pure health insurers
• Less established individual health products

Sanlam Health Product Portfolio

Sanlam Medical Plans

Individual & Family Options

Premiums vary by age, location, family composition, and medical history.

Coverage Details

Inpatient Benefits:

• Hospital accommodation
• Surgery and theatre
• ICU (sub-limits may apply)
• Specialist consultations
• Prescribed drugs
• Pre and post hospitalization care

Outpatient Benefits:

• Doctor consultations
• Diagnostic tests
• Prescribed medications
• Specialist referrals
• Minor procedures
• Physiotherapy

Maternity Benefits:

• Antenatal visits
• Normal delivery
• Caesarean section
• Postnatal care
• Newborn cover (first 30 days)

Optional Benefits

Sanlam Corporate Health

Sanlam has solid corporate health offerings, particularly for companies wanting integrated financial services.

Corporate Scheme Structure

Corporate Value Proposition

For companies considering Sanlam:

1. One-stop financial services — Health, life, pension, investments
2. Relationship pricing — Bundled products often mean better rates
3. Account management — Single point of contact
4. Pan-African presence — For companies with regional operations

Sanlam Afya Imara

An affordable product targeting the value segment.

Afya Imara Features

Ideal for: First-time buyers, lower income earners, budget-conscious clients.

Integrated Health + Life Packages

Sanlam's strength is combining health insurance with life insurance and other financial products.

Why Integration Matters

Client perspective:

• One provider, one relationship
• Potentially lower combined premiums
• Simplified administration
• Coordinated benefits

Agent perspective:

• Larger deal size
• Multiple commissions
• Deeper client relationship
• Higher retention

Sample Integrated Package

Versus buying separately: Often 10–15% more expensive.

Sanlam Commission Structure

Health Insurance Commissions

Integration Bonus

When you sell health + life together:

• Combined commission consideration
• Potential override bonuses
• Stronger client retention

Sanlam Hospital Network

Sanlam's network is adequate but not as extensive as pure health insurers.

Nairobi Coverage

Regional Coverage

Present in:

• Major towns (Mombasa, Kisumu, Nakuru, Eldoret)
• County hospitals
• Regional private facilities

Network consideration: Always verify specific hospitals for your client's location before selling.

When to Sell Sanlam Health

Ideal Clients

Less Ideal For

Selling Sanlam: Key Strategies

Strategy 1: The Integration Angle

For clients needing multiple protections:

"Instead of buying health insurance from one company and life insurance from another, let me show you how Sanlam combines both. One provider, one relationship, and often better pricing than buying separately."

Process:

1. Assess all protection needs (health, life, disability)
2. Present integrated Sanlam solution
3. Compare total cost vs separate policies
4. Show administrative simplicity

Strategy 2: The Corporate Bundler

For business owners:

"I notice your company has separate providers for health, group life, and pension. Sanlam can consolidate all of this under one roof — better rates, one account manager, simpler administration."

Benefits to emphasize:

• Consolidated vendor relationship
• Potential volume discounts
• Single renewal cycle
• Coordinated employee benefits

Strategy 3: The Expansion Play

For existing Sanlam life insurance clients:

"Since you already have life insurance with Sanlam, adding health insurance makes sense. You'll have coordinated benefits, and often there are loyalty considerations on pricing."

Sanlam vs Competitors

Handling Common Objections

"I've never heard of Sanlam for health insurance"

"Sanlam is actually one of Africa's oldest and largest financial services groups — over 100 years old and managing hundreds of billions in assets across the continent. They're known globally for life insurance and investments, but their health products are solid. The advantage is you get a financially stable insurer with integrated solutions."

"Why not just go with AAR or Jubilee?"

"AAR and Jubilee are excellent for health insurance specifically. But if you need health AND life insurance, Sanlam offers an integrated solution that's often more cost-effective and simpler to manage. One provider, one premium cycle, coordinated benefits."

"The network seems limited"

"Sanlam covers most major hospitals and certainly the ones you'd actually use. Let me verify your specific preferences. What's more important is that when you make a claim, you're dealing with a company that has real financial backing to pay."

Getting Appointed with Sanlam

Requirements

1. Valid IRA license
2. KRA PIN certificate
3. National ID
4. Passport photos
5. Bank details
6. Business registration (for agencies)

Appointment Process

1. Contact Sanlam agency department
2. Submit documentation
3. Complete product training (comprehensive — multiple products)
4. Pass assessments
5. Receive agent code
6. Access Sanlam systems

Training Note

Sanlam training covers:

• Health insurance products
• Life insurance products
• Pension and investments (if applicable)
• Integration strategies

More comprehensive than health-only insurers, but opens more selling opportunities.

Cross-Selling Opportunities

Sanlam's full product range enables extensive cross-selling:

Commission multiplication: A client who starts with health and adds life and education can mean 3x+ commission value.

The Bottom Line

Sanlam health insurance is ideal for:

• Clients wanting integrated financial solutions
• Corporate clients seeking bundled employee benefits
• Existing Sanlam customers expanding coverage
• Clients who value financial stability

It's not the standalone health specialist, but it offers compelling value as part of a comprehensive financial plan.

Next Steps

1. Get appointed with Sanlam
2. Complete multi-product training
3. Identify existing Sanlam clients who need health
4. Position integrated packages for new prospects
5. Use BimaSasa to compare Sanlam health against competitors
6. Read: How to Cross-Sell Insurance Products