Selling Health Insurance to the “Young and Bullet-Proof”

If you’ve been in the business for any length of time, you’ve probably met the “young and bulletproof” crowd—those energetic, healthy 20- and 30-somethings who think health insurance is unnecessary. That mindset is understandable, after all, they’ve got better things to spend their money on, right? But the truth is, insurance isn’t about frequent doctor visits; it’s about being protected when life throws you a curveball, and even the healthiest young adults face risks that can turn their finances upside down.

Here’s how to help get the message across:

Acknowledge the Mindset

When you’re young, healthy, and rarely sick, health insurance can feel like just another bill you don’t need, especially if you’re just starting your career and living paycheck to paycheck. Many young adults feel invincible, assuming accidents and illnesses only happen to “other people.”

Perhaps that’s why, as Reuters explains, the uninsured rate among those aged 19 to 25 was 14.1 percent in 2023, compared with an overall uninsured rate of just 8 percent.

But even a single unexpected injury or diagnosis can lead to medical bills that quickly spiral out of control, no matter how healthy you’ve been up to that point.

Show the Financial Impact

It doesn’t even take a major illness to wipe out savings.

• An ACL tear, for instance, can cost $10,000–$26,000 just for the procedure alone according to CareCredit.
• An appendectomy? CostHelper says that it “typically costs about $10,000-$35,000 or more, depending on the provider, whether the operation is open or laparoscopic, and whether there are complications.”

These are common medical issues, not rare occurrences, and they happen more often than people realize.

Highlight the Risk of Being Locked Out Until Open Enrollment

Many young adults assume they can get insurance whenever they need it, but that’s not how it works. Outside of the annual Open Enrollment Period, you can only sign up if you have a qualifying life event, like losing other coverage, getting married, or having a baby. Miss that window, and you could be stuck uninsured for months, even when medical bills start piling up.

Make It Real with Relatable Examples

You don’t need a catastrophic accident to rack up serious bills. Common situations can do it:

• A weekend basketball game ending with a badly sprained ankle.
• Slipping and breaking a wrist while running errands.
• A severe food poisoning episode on vacation.
• Complications after wisdom tooth surgery.

These aren’t uncommon, far-fetched scenarios; they happen every day. And if you’re uninsured, every X-ray, stitch, and prescription comes straight out of your pocket.

Offer Smart, Budget-Friendly Options

Once clients understand the risks of going uninsured, show them plans that balance protection and affordability:

• Bronze or Catastrophic marketplace plans: lower monthly premiums with a safety net for major expenses.
• High-deductible health plans with Health Savings Accounts (HSAs): pair coverage with a tax-advantaged account to save for medical costs.
• Supplemental coverage: accident, hospital indemnity, and similar policies to help offset deductibles and other unexpected bills.
• Short Term Medical: perfect for younger clients outside the open enrollment period.

Show How Affordable It Can Be

Many young adults with modest incomes qualify for a premium tax credit under the ACA, which can significantly lower their monthly premium, sometimes to under $10 per month. Checking subsidy eligibility can turn “I can’t afford it” into “I can’t afford not to.”

Final Thought

Insurance isn’t about living in fear. It’s about planning wisely. Young and healthy clients may feel invincible, but unexpected illnesses and injuries can arrive without warning. When you frame insurance as financial security instead of just another bill, it’s easier for them to say yes. That shift in perspective could safeguard both their savings and their future.