Your kids HAVE to have the latest iPad and X-Box.

Your wife HAS to have Frye’s Miranda Back Zip Boot.

Your brother HAS to have the Harley Davidson Fat Boy.

But do your clients HAVE to have disability insurance … AKA paycheck protection?  Yaaaa …. That’s what I thought.

While clients might never be quite as excited about paycheck protection as they are about speed, gadgets and fashion, there are a few techniques you can use to get their minds racing and their hearts beating.

Before we get to those techniques, let’s take a closer look at the MUST HAVES above.

If you go to the Harley Davidson website and look up the “Fat Boy,” the web page doesn’t say anything about the engine, the speed, the dimensions, or even gas mileage.

Here’s what it does say: “Fat, dark and strong, this down-and-dirty version of the custom icon is the big dog on the road.”  When your brother reads this phrase, he thinks, “Sweet – if I get this bike, I’ll be the BIG DOG on the road.” Of course, he HAS to have it.

When your wife, visits the Fry Miranda Back Zip Boot web page, the type of leather, the sole construction, the height of the shaft are at the very bottom of the page. Here’s what comes first: This boot gets kudos for its subtle, sleek and simply sexy attitude.”  Oh yes, of course she HAD to have a pair.

Now, let’s talk Apple iPad. The features page doesn’t even mention memory capacity. It says: “It’s brilliant in every sense of the word. Pick up the new iPad and suddenly, it’s clear. You’re actually touching your photos, reading a book, playing the piano. Nothing comes between you and what you love.” Whew – of course your kids HAVE to have it. After all, why would you ever want anything to come between them and what they love?

Now, let’s take a look at your disability insurance (paycheck protection) sales presentation. 

  • If you’re presenting to a strong, in-control type, try leading with the fact that having paycheck protection makes you a big dog on the food chain. The kinda dog that never, ever has to go without food … the dog with undeniable command that earns the admiration of family, friends and foes.
  • If you’re presenting to someone with style, add a little sex appeal. Knowledge is power, and in fact, paycheck protection gives you the freedom to enjoy a carefree, sleek and sexy life. Who wants to be needy anyway?
  • If you’re presenting to someone who loves instant gratification and gadgetry, apply Apple’s approach – Tell them to be brilliant in every sense of the word. Encourage them to never allow anything (especially not illness, injury, or absent paycheck) stand between them and the things they love.

Whatever you do, be sure to back up your new sales pitch with plenty of proof that disability is a real risk that happens to the youngest, the fittest and the most robust. If you haven’t already done so, make sure to download two of hottest client presentation tools:

  1. The Disability Insurance Stat Pack
  2. Five Reasons for Income Protection

Here’s hoping that you find the right words for every client. Because when you paint the right picture, your clients will HAVE TO HAVE paycheck protection.

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