Even successful financial professionals can be unsettled by the dreaded sales objection. Navigating the situation requires thinking on your feet and interpreting the message behind the objection. The next time a client pitches an objection, think of it as a gift,...
“The Main Thing is to Keep the Main Thing the Main Thing.” These words of wisdom from renowned author Stephen R. Covey have inspired professionals from around the globe in an array of industries. Maintaining laser-like focus on the activities that maximize...
Back in March of this year, during Major League Baseball’s spring training, I read an article about a professional baseball player not being able to be the starting pitcher. Why? Was it due to sickness, injury, or another player being selected? No,...
July 2015 marked the 25th anniversary of the Americans with Disabilities Act. The Centers for Disease Control and Prevention (CDC) recognized the event by releasing a study on disabled adults. For the first time, we have access to disability data that includes...
We’re closing in on the final quarter of the year, the perfect time to formulate a plan to finish the year strong. Many disability insurance sales professionals attribute their success to following a process that includes setting goals and following through on...
Pricing can be one of the biggest obstacles to overcome when selling disability insurance, especially if you are talking to your client about purchasing multiple types of insurance. The good news is that there are a whole lot of discounts out there and ways to make...
A recent article in the Wall Street Journal explored why people don’t buy long-term care insurance. Many readers commenting on the article planned to self-insure for long-term care expenses in part because of the uncertainty of future premiums and a misunderstanding...
You pay premiums, you don’t use the policy, and you get your money back. Sounds like a good deal, right? Of course it does. Who wants to give away their money? Of course, donating to charitable organizations is important, but who has ever heard of donating to an...
Over the past few months we’ve posted several articles about attracting new disability insurance clients especially Millennials. What makes a client decide to do business with you? Convincing a potential client to work with you is an expression of your value...
In your current insurance business model, I am sure you have a plan, goals and a strategy or two. What is your approach when it comes to promoting your brand, products, or service? Do you aim for the entire United States workforce? Or do you have...
