Sales professionals have a love-hate relationship with client objections. On one hand, an objection is an opportunity to take the conversation further. On the other hand, objections can create fear, unease, and stress … if you don’t know how to handle them. In...
Small business has long been touted as the undisputed source for new job creation. Therefore, small businesses have always been on the radar of growth-seeking financial professionals. However, it’s a broad category, which can make for challenging prospecting. A closer...
Today is Valentine’s Day. With so much LOVE in the air, you may be wondering … what do romantic partners really want? Fortunately, our friends at Life Happens have answered this question. Their all new infographic shows that 82% rank a “sense of humor” as the most...
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...
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. The demand for physicians...
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...
The Case for Financial Wellness ADP sees financial wellness programs as an emerging opportunity for financial professionals. That’s because nearly three-quarters of Americans worry about finances. Financial stress can affect physical health and productivity at work....
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...
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...
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. There...
