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...
the dis blog
Emerging Disability Insurance Market: Part-Time Workers
The U.S. Labor Market experienced a dramatic increase in the number of part-time employees following the end of the Great Recession in 2009. The weakened economy in conjunction with a cultural shift towards flexible work arrangements has created a pool of over...
Shifting LTCi sales conversations: Are reverse mortgages a solution?
Let’s shift the long-term care insurance conversation. The question your clients should ask themselves is not “Will I need long-term care?” Instead, they should be asking, “Who will pay for the long-term care I need?” The problem is growing. Policy makers at state...
How to Slash Disability Insurance Premiums by 35%
It turns out you can teach an old dog new tricks.Like most of you, I was trained to include the non-cancelable feature in every individual disability insurance (IDI) policy that I sold. In fact, back when I was 24 years old, I purchased an IDI policy for myself. ...
DI Selling: 4 ideas to overcome paycheck protection indecision
A 2013 LIMRA study revealed that consumers correctly answered only three out of 10 questions about disability insurance. This finding supports what many of you already know: Most consumers don’t understand how paycheck protection works. Unfortunately, complexity and...
Expand your Client Base with a Voluntary Short-Term Disability Offering
Under the Affordable Care Act, rising health care costs have created a market opportunity for voluntary benefits. Once considered a side-salad menu offering, voluntary benefits are gaining popularity with small business owners who seek to enrich their benefit offering...
Two Ways to Attract New Disability Insurance Clients
Consumers are stressed out about their household finances. While this news is no surprise to most financial professionals, the triage opportunities might be. A recent LIMRA study casts an encouraging light on the opportunity for advisors to help set clients find...
Why Disability Insurance Policy Language Matters: Presumptive Disability
The presumptive disability is a feature that most carriers offer and all call it by the same name but as you have probably figured out by now, there are significant differences by carrier! In general, the presumptive benefit pays a total disability benefit in...
LTCi Sales Reluctance: How to Overcome 3 Common Fears
Some advisors hesitate to present long-term care insurance to clients. This hesitation might stem from the belief that consumers are just not interested in long-term care insurance; inexperience with the product; or concerns about dealing with premium increases. Are...
Sell more DI with three customer cultivation strategies
As insurance sales professionals, we spend a significant percentage of our time on lead generation. However, have you ever stopped to wonder what might happen if we dedicated an equal amount of time to customer cultivation? Customer cultivation is the art of moving...
