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“DIflateGate” - An Income Protection Conversation Opportunity


Super Bowl XLIX approaches with a dark cloud overhead that threatens the sanctity of our nation’s greatest sporting event. Every major news network over the weekend chose to lead with “DIflateGate” over other significant breaking news across the globe.

Insurance Marketing: 3 Reasons to Cross-Sell in 2015


How are you doing with your New Year resolutions? Just about this time every year, our resolve to adopt better habits begins to dissolve. It is much easier to fall back into our old habits, usually because we forget WHY we wanted to make a change in the first place. Whether you made resolutions this year or not, below are three reasons to resolve to write more long-term care and disability insurance in 2015.

Social Series: LinkedIn Part 2: Etiquette


With more 332 million members on LinkedIn, there’s bound to be some confusion between its users as to what’s appropriate behavior and what’s not. Well, I’m not an expert, and I’ve definitely made some mistakes myself, but I’ve done some research to help us all become better users. 

What the Seahawks can teach you about selling disability insurance


This past weekend I sat quietly in my living room as I watched my husband go from ecstatic to defeated within minutes. He went from cheering at the tops of his lungs and screaming with joy, to cursing loudly and locking himself into our bedroom so he could be alone. You see, my husband is a Packers fan. And as all of you football-loving readers know, the Green Bay Packers lost the NFC Championship Game to the Seattle Seahawks in the comeback game of the season.

How to develop long-term care insurance referrals

long-term care insurance

Over the past several months, we’ve shared many details about long-term care insurance terminology and plans. In addition, we suggested several conversation starters, and late last year we introduced The Ultimate LTCi Sales Script, a complete guide for handling objections to long-term care.

Social Series: LinkedIn Part 1: Creating a Presence


Last year (well, last month) we sent out a survey to determine the social media marketing needs of our agents and followers. And guess what? You answered! Thank you so much to those of you who took the time to help us. We’ve taken the results and have developed a Social Series consisting of weekly blogs that offer tips on the areas in which you expressed the most interest.  So, starting today, and continuing every Friday, we’ll help put you “in the know” so you can be on your way to becoming a social media marketing guru!

How to Slash Disability Insurance Premiums by Up To 35%

disability insurance premiums

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. At that time, I had to choose between a policy that was non-cancelable and guaranteed renewable and a policy that was simply guaranteed renewable. Of course I chose the non-cancelable policy, even though I had to pay more.

Disability Insurance Sales Undermined by Two Misperceptions

disability insurance sales

A few years ago the Council for Disability Awareness (CDA), published the CDA 2011 Advisor Disability Awareness Study to exposing the gaps between reality and assumptions of disability insurance by both consumers and advisors.

Disability Insurance Numbers Reveal Goldmine for Insurance Producers

Disability Insurance

There’s gold in them thar’ numbers!

3 Things to Know: Marketing Disability Insurance to Millennials

marketing disability insurance

In 2008, when the financial market collapsed, the oldest millennials were 30 years old. This generation saw their parents lose significant equity in their homes or even worse, lose their homes completely. Many millennials’ retirement-bound parents had to postpone retirement due to investment losses.

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