Insurance Marketing: This tried and proven DI sales script opens doors!
As agents we’re all searching for the perfect sales script. Something that’s not too long or complicated … that works whether you’re chatting with a friend at a party or sitting down with a life insurance client. This is THAT SCRIPT. It’s so easy, you can memorize it in five minutes flat. And the lottery […]
Disability Insurance for Doctors: Two Proven Strategies to Build your Physician Client Base
Are you struggling to add Physicians to your book of DI business? If so, it is time to sharpen your referral strategy as a record-breaking 31,757 medical resident positions were filled through the National Resident Matching Program in 2017.
How Agents Can Accelerate Case Closure with Smart DI Field Underwriting
Throughout the course of each year, we see our fair share of “perfect” clients. In fact, I’ve always found it interesting how many marathon runners are interested in Disability Insurance. Maybe they’ve seen a few injuries that sparked their interest or maybe the agent is making grand assumptions about their health that may not be […]
Financial Wellness in the Workplace is Hot. Do You Offer It?
The Case for Financial Wellness
Insurance Sales: Providing Income Through Retirement
When purchasing an individual disability insurance policy, your clients often prefer the potential benefits to pay out until retirement age. Then what? There are plenty of cases in which claimants outlive their disability payments, especially with strong own-occupation definitions. Here are some insurance sales options to keep your clients protected well into retirement.
Grow Insurance Sales by Understanding Demographic Nuances
Our society will look vastly different by 2055. Demographers predict that no single race or ethnicity will comprise a majority. Over the last fifty years, immigration numbers, previously dominated by Europeans, shifted to Latinos and now to Asians. Our workforce is shaped by varied age groups, more evenly balanced gender representation, and increasing earning power […]
Are You Aware of ALL the Disability Insurance Discounts?
Price objection is one of the most difficult obstacles to overcome while selling individual disability insurance. There are a few ways to combat this problem. One way is by reducing benefits or policy features. However, in many cases, this may not be necessary.
Why Contract Language Matters: Business Overhead Expense (BOE) Residual
Several years ago I wrote a blog post on the differences in residual for individual disability insurance. In my given scenario one carrier would pay out over $25,000 more than the other! With so much disparity in the individual product benefits, I decided it would be good to compare options under the residual definition with […]
Transforming Your Insurance Sales Process from Reactive to Proactive
There is a hard lesson to learn in disability which took me nearly 20 years to realize, but will take me only two minutes to share. People do not like to be sold, so they need to be led to a decision to buy. Consumers buy to gain a pleasure or avoid a pain, so […]
Round-up Unusual Suspects for Disability Insurance
“Round up the usual suspects” is just one of many memorable lines from the classic movie Casablanca (celebrating its 75th anniversary).