We all know that salesmanship is a competitive sport, and closing a deal can often make you feel like an Olympic gold medalist. So, with a nod to the Winter Olympics, let’s discuss disability insurance selling in sports terms.
The Winter Olympics is packed with events for all aptitudes – from hockey and figure skating to ski jumping and curling. And, after watching a few of these events – it’s seems clear that deploying a consultative sales approach is not unlike the sport of curling.
Curling is gaining a higher profile during the 2014 Sochi Winter Olympics, but the sport is still misunderstood. Part of that is due, quite frankly, how strange it looks to watch people using brooms to shepherd a rock toward a target. And yet, curling and consultative sales both require concentration and collaboration. Plus, curlers have the ability to knock other curling teams’ rocks out of the way – just as you might wedge out a competing insurance agent.
Curling players use brooms to slide a heavy (about 42 pounds), polished stone (“the rock”) down a sheet of ice, which is appropriately called “the sheet.” The goal is to reach the “house,” which looks like a dartboard, and hit the “button,” which is the bullseye. The team with the most rocks closest to the buttons wins.
When you call a prospect, think of your conversation as a blank and slippery “sheet,” the “rock” represents the impending sale and the “button” represents the close. The conversation needs to be fact-finding and relationship-building. By asking effective, relevant questions, you can position the “rock” in the most effective way possible. Don’t focus on getting to “button” too quickly or you could miss some crucial buying cues and opportunities.
After you’ve put your prospects at ease, and you’ve helped them understand their need for paycheck protection, it’s time to sweep the sale toward the close. While every sale is different, this process generally isn’t like hockey where you can shoot hard and score. It’s nothing like ski jumping where you get into position and fly. And it certainly is NOT like figure skating where the routine is completely choreographed. No – sweeping the sale toward the close is most like curling. It requires continual work, a lot of follow up and you can’t ever take your eye off the “rock” because you never know when it will slip sideways!
The next time you begin the disability insurance sales process, take inspiration from curling. Use purposeful conversation to uncover your prospects’ interests, fears, motivators and buying styles. Position the rock carefully, and be prepared to sweep like crazy to reach the button! Use our four stories flier for emotional decision makers and our stat pack for analytical decision makers. And, if you’ve ever doubted the importance of follow up, download this fact sheet. You’ll be amazed to see the average number of contacts if requires to close a sale!
In sales, risk reversal is a concept routinely used to remove the fear of buying. Common risk reversal tactics include the money-back guarantee, three-year warranty and satisfaction-guaranteed promises.
The idea is that if prospects are wavering on the buying decision, risk reversal will push them into action. It’s a theory that has been proven to work in direct mail and in retail environments. And as online shoe retailer, Zappos, discovered, it’s particularly effective in online selling. By implementing an easy “return under any circumstance” policy and even paying the shipping for the return, Zappos overcame potential objections to buying shoes online, quickly achieving rapid growth and success.
That being said, I know you’re thinking there’s no way this concept applies to insurance sales. When selling insurance, we can’t throw around return policies and satisfaction guarantees. If you don’t actually use your disability insurance policy or your long-term care insurance, you don’t get your money back. So, it’s pretty obvious that risk reversal does NOT work in insurance … right?
Actually, I’m here to tell you that risk reversal works very well in LTCI and disability insurance sales.
However, with insurance selling, risk reversal is about demonstrating the risk of NOT buying rather than eliminating the risk of buying. See the twist?
Here’s an example of how risk reversal works in DI selling:
- First, explain that in financial planning, disability insurance is one of the essential protection pillars. You protect your assets with property/casualty insurance; your health with health insurance; your life with life insurance; and your ability to earn a living with disability insurance (also known as paycheck protection or income protection). Of these protection pillars, income protection is arguable the most important. Think about it – if you don’t have any income, you can’t afford any assets, health insurance or life insurance. The paycheck is the source of many good things.
- Next, let clients know that you have a professional obligation to tell them about the need for paycheck protection. If you didn’t share this information, you wouldn’t be doing your job and in fact, you’d be placing clients at financial risk.
- If clients refuse coverage, ask them to sign a Waiver of Liability form. The conversation goes something like this. “Mr. Smith – I certainly understand if you want to forgo paycheck protection at this time. However, I do need to protect myself by having you sign this Waiver of Liability. The Waiver confirms that I informed you of the risk, and you are deciding to proceed against my advice. I like to document my files, because in some cases, when clients become disabled and financially desperate, they sue their financial advisors, claiming they were never told about the need for paycheck protection. Of course, I know you would never do that, but I’m sure you can understand why I like to document my files.”
This risk reversal strategy is a smart way to protect yourself from errors and omissions claims. But, it also causes clients to take a second look at their “no” decisions. And in many cases, those second looks result in new “yes” decisions, helping you close more disability insurance quotes and LTCI quotes.
Need a Waiver of Liability form? Download our free Wealth Preservation Plan sales script. The Waiver of Liability form is included, along with some other tools you’ll find helpful.
It wasn’t all that long ago that email was the hottest new thing in marketing. But with times and technology changing so fast, is email marketing still an effective way to grow disability insurance sales?
Yes … IF you use it correctly!
Email marketing is still one of the most cost-effective ways to reach new customers and develop a stronger relationship with current ones. Best of all, you don’t have to pay for printing or postage!
Follow these guidelines to make your emails a productive marketing tool for your insurance business:
1. Build relationships. Think of email as a lead generation tool and as a long-term relationship-building tool. Create different email campaigns for prospects and customers and focus on establishing trust, providing helpful information, and building lasting relationships.
2. Don’t put all your eggs in one basket. Email alone isn’t a magic bullet. It needs to be integrated into your overall insurance marketing mix that includes your insurance website, direct mail, social media, content creation, and agency software capabilities.
3. Inform and educate. Email is a highly effective way to answer customer inquiries and provide specific information. And a weekly email newsletter is the perfect vehicle to give your readers helpful tips, build rapport, establish yourself as an expert, and bolster your credibility. But keep your emails short and relevant, and don’t sell.
4. Capture email addresses on your website. Your email newsletter won’t mean much if you don’t have any subscribers, so place an email opt-in box on your insurance website.
5. Offer a download. Email response rates are much higher if you offer a report download or a webinar registration. Most people are interested, but not quite ready to call you – so giving them something of value helps move their buying decision forward.
6. Make it easy. Make sure your emails are well organized, well-written, well-designed, and quickly and easily digested. Use a standard signature block at the end of your emails and follow can-spam guidelines for opt-outs.
7. Use a mobile-responsive design. A large of majority of emails are now viewed via mobile devices so structure your email accordingly. View your email on a mobile device before sending it to ensure that it’s user-friendly. Also, include a link to allow users to view the email online.
8. Include social sharing and/or follow buttons. This is yet another opportunity to integrate social media into your overall marketing mix.
The bottom line: Email marketing is still a viable disability insurance marketing tool. Used properly, it can help you build that valuable bridge of trust between you and your prospects and customers, and establish a solid, unshakeable relationship that can lead to repeated sales over the years.
Wondering how to get started? Here at Disability Insurance Services, we offer a free Broker Computer Assisted Marketing (BCAM) program, featuring industry-specific email blasts that link to an online disability quote engine. If you haven’t tried it yet, you’re missing out! Download our free BCAM Guide to learn more.
Also, if you haven’t already done so, make sure to subscribe to the DI Blog in the top right corner of this page.
Distracted by health reform? Wondering how to beat your income goals in 2013 and beyond?
Disability insurance (DI) + long-term care insurance (LTCI) may be the winning teamwork that makes your business and personal clients’ dreams work. And when your clients’ dreams work (thanks to your great planning) more business and referrals usually follow. Read on for the career-changing details …
Low-cost health care creates high-cost retention issues
Federally mandated healthcare reform coupled with a stagnant economy has had significant impact on employee benefit packages across all industries. To contain costs, companies have streamlined benefits packages and passed increased costs on to their employees. This lean and mean approach to employee benefits has provided companies with some interesting insight – specifically that the lowest cost strategy is not necessarily the wisest strategy.
A November 2012 report by CBS MoneyWatch estimated that the cost of replacing a worker earning $50,000 or less a year (which represents 40 percent of all jobs in the United States) is 20 percent of the worker's salary, underscoring the fact that it is more expensive to hire new employees than it is to retain existing personnel. Employee retention strategies are the subject of increased attention in human resource departments, with a comprehensive benefits package being one of the key components of discussion.
Voluntary benefits bridge the gap
Attracting and retaining high quality employees requires more than highly competitive pay. Benefits are integral to employees' total compensation packages and comprehensiveness factors heavily into a company's overall attractiveness as an employer. A comprehensive benefits package offers a diverse array of programs that are designed to address the needs of the employee whether on active status, sick, disabled or retired. Voluntary benefits such as disability insurance and long-term care insurance are just as important as medical, dental, vision, life and retirement.
DI protects clients’ paychecks during extended periods of illness or injury. And, LTCI is critical for retirees who would like to protect their assets from the exorbitant cost of assistance with Activities of Daily Living (ADL).
As you can see, offering voluntary group benefits helps your business clients retain their employees and it helps employees retain their dreams of financial security by protecting them throughout their working years and retirement.
Voluntary benefits are especially attractive to employers as they carry little or no cost to the company while providing high value to the employee. A 2010 study conducted by Harris Interactive for AFLAC stated that 58 percent of small business owners believe that their employee productivity suffers 5 to 20 percent because employees are concerned with personal issues. A 2009 Harvard Research study revealed that 62 percent of personal bankruptcies are caused by medical problems, further underscoring the need for DI and LTCI. Employee productivity increases when voluntary benefits are offered, making these benefits one of the wisest inclusions to employee compensation.
As you scope your sales growth plan for the rest of 2013 and beyond, realize that health reform presents a small window of opportunity. Those who offer smart solutions in the midst of the health reform chaos of change will forge ahead as industry leaders. You don’t have to be in employee benefits sales to benefit from the health reform window of opportunity. Use your DI and LTCI expertise to create a teamwork combo sale that makes dreams work for you, your employer clients and their employees.
Ready to get started? Click here to access three instantly downloadable tools: The DI Broker Kit, LTCI Product Options and our free report, “Employer Sponsorship: How to Turn One Sale Into Hundreds.”
Also, if you haven’t already done so, make sure to subscribe to the DIS Blog in the top right corner of this page.
Have you ever come back from a sales seminar, class, or professional convention so inspired that you couldn’t wait to pick up the phone, fill your appointment schedule and break every previous DI sales record?
As a disability insurance expert, you have the desire to sell, but you don’t always have a receptive audience of prospects. Unfortunately, an arsenal of business cards, brochures and a well-polished presentation won’t get you out of the garage and down the driveway if you don’t have enough prospects to talk to. Whether you’re a new agent looking to build your book or a seasoned veteran who wants to take sales to the next level, employing the simple technique of forming alliances with other professionals can jumpstart your disability prospecting efforts and your disability insurance quote volume.
Build relationships with other professionals
A great way to reach a lot of prospects and build a steady stream of referral business is to form alliances with other non-competing professionals. Real estate brokers, mortgage lenders, and financial planners (those who don’t offer insurance products), are all potential resources for building alliances. Why? Because their clients need income protection.
For example, consider an alliance with a local business accounting firm. Since they help clients on manage business assets, recommending income protection is a natural transition. In return, agree to refer clients of yours who might be in the market for accounting services. It’s a win-win. You build a solid referral system to generate new prospects and you provide clients with a professional resource, adding value to your DI services.
How to get started
First, compile a list of potential businesses for potential alliances. Like most professionals who work by appointment, demonstrate your respect for their time by calling first and ask about setting an appointment to talk about a mutually beneficial business opportunity.
When you talk on the phone, be prepared and to the point. Tell your potential alliance that you would like to meet to explore the opportunity to refer quality business to one another. If the person is agreeable, set up an in-person meeting to talk further. Remember, it’s a two-way street so come prepared to learn as much as possible about the other business. They will be more interested in YOU, if you show great interest in THEM.
Can’t get by the gatekeepers? Mail out a letter explaining your services and include the benefits of working together and referring business. Suggest the possibility of co-hosting local seminars or workshops in the near future.
The insurance business is a highly-competitive industry. Forming alliances with other professionals can be a great way to reach warmer, qualified DI prospects and referrals.
- As a disability insurance sales professional, do you feel frustrated when prospects are more concerned about securing full-coverage for their cars than protecting their incomes?
- Do you encounter people who discount the need for income protection because they believe they will never be disabled?
- Do you wish you could grab prospects’ undivided attention for just a short time, so you could show them what’s at stake and help them understand the risks?
If you answered “yes” to any one of these questions, consider hosting a seminar to convert more DI prospects into DI customers. Seminars generate qualified leads and also establish you as an income protection expert in your community, creating valuable referral opportunities.
Below are five tips to consider when planning an income protection seminar:
1. Host a series of income protection topics. Host a seminar at least once every quarter featuring a series of relevant DI topics. For example, you can begin with an individual disability insurance topic, offer a seminar for businesses owners the next quarter, and feature Retirement DI in the third quarter. When advertising your events, include information about all the upcoming sessions. If one topic doesn’t resonate with a prospect, perhaps others will.
2. Practice old-fashioned hospitality. When people are comfortable and their needs are met, they are easier to engage. Pay attention to the temperature of the room; provide tables and extra pens and paper so people can easily take notes; offer snacks and drinks and a place to hang up coats. Be mindful of your audience. If there’s a chance that attendees could have children in tow, provide coloring sheets and perhaps a teenage childcare provider to minimize distractions. If you’re speaking to a business or professional audience, include a brief time for introductions or networking.
3. Sign attendees in. When attendees come through the door, they should be warmly greeted and asked to sign in (name, phone, email and mailing address). This way you can follow-up later or send additional information as it relates to the specific topic. Depending on the size of the group, you may want to provide name tags.
4. Give attendees valuable tools. When planning a seminar, put together a well-polished presentation binder for each guest. Include engaging, useful tools and worksheets such as a personalized DI planning guide so they can follow along as you talk. Remember, it’s critical to have participants complete these worksheets during the seminar. By doing this, you provide them with a personalized needs analysis they can take home. The numbers don’t lie. Prospects who need protection will either flag you down before they leave or they’ll call you later.
5. Keep the selling soft. Now that you have a willing, captive audience you should pitch the need for DI hard and heavy, right? Dead wrong. Remember the topics you thoughtfully selected? Present them in an informational, solution-based manner. Avoid long boring PowerPoint presentations. To create emotion, tell stories from your own experiences and tell them about people you know whose lives have been impacted by income protection (or lack of income protection). Pause many times to solicit questions and feedback to facilitate two-way conversation. Connect with your audience and make them feel welcome and cared for. There’s no need for a hard-sell approach.
Ready to make 2013 a banner year for income protection sales? Consider adding a seminar to your selling toolbox. You’ll finally have a candid audience, and you’ll position yourself as the industry expert in your community.
For more ideas about how to present income protection, download our most popular sales script, The Wealth Preservation Plan.
These days, every DI broker is searching for the next big thing in marketing. There’s a belief that technology and innovation will somehow create an easier method for selling disability insurance. While it’s true that tools like our online DI quote engine and broker computer assisted marketing can help, I think it’s important to look backward as well as forward. How did our industry’s veterans achieve marketing success before the Internet age?
Sometimes the simplest things can make the biggest difference when selling disability insurance. And studies suggest that the simple act of showing appreciation for your customers can go a long way in strengthening relationships and making those customers want to come back for more.
Want the easiest, most inexpensive way to show appreciation? Write a thank you note.
An old-fashioned, hand-written thank you note lets customers and business partners know you care. It’s unexpected since so many business people have forgotten this lost art, so when you write one, you instantly make a favorable and lasting impression. You can also halt customer attrition.
Below are the primary reasons customers leave, according to the U.S. Small Business Administration and the U.S. Chamber of Commerce:
- 68% leave because they are upset with the treatment they’ve received (Customer Service)
- 14% are dissatisfied with the product or service
- 9% begin doing business with the competition
- 5% seek alternatives or develop other business relationships
- 3% move away
- 1% die
A simple thank you note can impact that 68% for your business. By reducing your customer defection rate, you can make a big difference in your firm’s bottom line.
To increase disability insurance sales, DI brokers should strive to write 10 thank you notes every day. Write a note to:
- Prospects you spoke with over the phone
- Prospects you met at industry events
- People you meet in social circles and networking events
- People who are totally unrelated to your business but may be good referral sources
Write your notes on a quality personalized notecard and be concise, yet charming. Reference the recent interaction and what you appreciated about the person you’re writing. Your note can be as simple as “Dear Tom, Thank you for your time last Thursday. I enjoyed meeting you and your partners and learning more about your medical practice. Your patient scheduling strategy is quite innovative! Don’t hesitate to call me if you have questions. We welcome the opportunity to assist with your income protection strategy. Warm regards, Dan.” Don’t launch into a sales pitch. Keep it simple and enclose your business card.
What about thank you emails when selling disability insurance?
Although not quite as personal, thank you emails can also be effective. According to Hubspot, thank you emails are twice as engaging as general marketing emails. In Hubspot’s comparison tests, the simple, automated thank you emails generated twice the response of one-time dedicated marketing emails.
Three not-to-be-missed thank you opportunities:
The Follow Up Thank You: This is the thank you we just discussed. It is transactional in nature, designed to respond to a recent interaction. The magnitude of your “thank you” should also match the magnitude of the action the customer took. The greater the purchase or commitment someone makes, the more time, effort and money you should spend thanking them.
The Seasonal Thank You: Besides the immediate thank you emails to prospects that have taken specific action, don’t forget to thank your current customers at regular intervals throughout the year. Thanksgiving is always a no-brainer, but go beyond national or religious holidays.
The Surprise Thank You: Everyone loves to be thanked for no particular reason. Develop a quarterly or even monthly thank you campaign to reward repeat business and customer loyalty.
In this era of high tech, many DI brokers fail to nurture the “high touch” factor, and one of the most effective ways to do that is by practicing the simple, old-fashioned act of saying “thank you.” When your customers feel appreciated, they're more likely to return to you, more likely to purchase, and more likely to recommend you to their family and friends.
And that’s something you can truly be thankful for.
Need more ideas for selling disability insurance? Check out our free computer assisted marketing services.
Today’s consumers have a lot of choices when it comes to buying life and disability insurance, and they’re naturally going to shop around for the most competitive disability insurance quote. You can’t just pitch yourself or your products by claiming to be “different” or “the best,” or by saying you “really care” about your customers. Everyone else is claiming the same thing, and in insurance, there’s not that much differentiation in the products and services you’re selling, especially when there are multiple agents representing the same carriers.
So how can you stand out?
With the “YOU” Factor. Your unique brand and everything that goes into it – your personality, credibility and likeability – is what sets you apart from the competition. People want to buy disability insurance from agents they like, plain and simple. And one of the most effective ways to be more likeable is to master one simple and crucial, but often neglected element of insurance sales: the follow-up. So many insurance agents either neglect it or do it poorly, so you can stand out as someone who is genuinely interested in building relationships, not just selling insurance, by putting some thought and effort into your follow-up.
Disability insurance sales usually happen in a series of steps and over a period of time. Consumers today are more cost-conscious than ever, and they want to know they’re getting real value before they make a big purchase, especially in this uncertain economy. So you can’t rush the follow-up. It’s a relationship building process. And yet numerous studies have shown that sales reps often give up on a prospect just before the sale is made. It’s common to give up after 4 or 5 contacts, but research shows that most people make a buying decision after being contacted 7 times. So anyone who is giving up after 4 or 5 contacts is wasting much of the time and energy they’ve invested in generating leads, prospecting, and making their DI sales presentations. And they’re leaving money on the table.
It’s not about numbers.
It’s also important to approach the follow-up process with the right mindset. You can’t mechanically and insincerely go through a list of prospects just to make your quota of calls and disability insurance quotes. Each contact needs to be a thoughtful and focused effort to lead the prospect to the next step in the decision process. While you’re providing competitive disability insurance quotes, take every opportunity to build another level of trust.
Follow up with purpose.
The first time you meet or speak with a prospect, gather all the information you can about their motivators and what it’ll take to close the deal. Armed with that knowledge, you can tailor all subsequent follow-up. Send them timely and usable information, for instance. Always give them a reason for the follow up that provides the next step in the DI sales process.
Don’t drop the ball after the sale.
Follow-up isn’t just vital to the DI sales process. It’s also vital to the long-term relationship building process once those prospects have become your customers. One of the biggest mistakes insurance agents make is not consistently following up with their regular customers after the sale. Staying in touch throughout the policy period is crucial because it sends a message to your clients that you care about more than just collecting a premium.
As an insurance agent, the product you’re selling isn’t always distinct. But you are. Many others can easily sell insurance, but no one can ever emulate or improve on the knowledge and experience you bring to the equation. Make sure your prospects and customers know about your unique value by demonstrating it every time you follow up. Do it regularly and do it right, and you can easily boost your likeability factor a notch or two. And that’s always good for disability insurance quote success.
Want to know more tips to succeed with disability insurance quotes? Download our free flier, “How to Sell DI – Seven Time Tested Tips.”
If you’re looking for ways to boost your disability insurance quotes, you should be looking into professional associations. Nearly every industry and every group of professionals has its own association – dentists, attorneys, accountants, physicians, and more. In fact, according to the Center for Association Leadership, there were 90,908 trade and professional associations in 2009, and the number is growing.
Professionals in many of these industries have a higher than average income and have worked a long time to build that earning capacity, so they naturally have a big incentive to protect their incomes. And that’s a big opportunity for you. Aligning with these associations is a great way to get in front of high income prospects and offer an income protection solution.
But don’t expect easy access and an immediate flood of disability insurance quotes. This is a long-term relationship nurturing process, and it requires patience to get to know the association members and let them get to know you.
So how do you break into the “inner circle” of professional associations? Here are six proven steps to get your foot in the door, get yourself in front of the movers and shakers, and eventually take your place as a trusted advisor.
1. Decide who you want to work with.
The medical market is one of the easiest to sell to because healthcare professionals know firsthand that there’s a genuine need for disability insurance. But don’t just go where the money is if the niche isn’t your cup of tea. You also need to consider how well you know the industry, how comfortable you are with those in the industry, and look at all the variables before choosing your target market.
2. Build relationships.
Once you’ve introduced yourself, get involved. Become a sponsor in a charity event. Buy ad space in the directory. Offer to be a speaker. Get to know the association’s executive director, who can give you the best advice about how to participate in the association and get your message out to members.
3. Talk up your member discounts for disability insurance quotes.
Professional associations know that discounted disability rates and access to quality insurance are valuable to their members. Let the decision makers know you can offer top-of-the-line insurance products at competitive rates, and you’ll begin to gain their trust and pique their interest.
4. When appropriate, make your best pitch.
When you’ve connected with the right people and are ready to propose an endorsement, make sure your plan is well-organized. Reiterate your discount offerings, use solid facts and figures, and make your most compelling case about the value of your services to members. When you’re ready to sign the deal, work with your DI wholesaler to complete the necessary applications and paperwork.
5. Spread the word.
Once you’ve secured the necessary carrier approvals, put on the marketing hat and go to work. Send an introductory letter or flier to members announcing your services, discounted rates for disability insurance quotes, and the many benefits of income protection. Advertise in the association’s monthly magazine. Use email marketing. Get involved in association events. Just like with any other prospect, you have to put in the time and build the relationships.
6. Always strive to add value.
As your book grows and your relationship with the association matures, keep your antennae up for ways to provide even more value. For example, if members are business owners, watch for opportunities to meet their other business income protection needs. Become a trusted advisor with complete solutions.
Associations aren’t quick and easy DI prospects, but the payoff can be big. It’s also a great way for you to gain an insider’s view of your target industry. That helps you better understand your clients’ and prospects’ needs, which leads to broader and deeper relationships. And that means more sales. Once you break into associations, you’ll start to experience break-out DI sales.
Need a disability insurance quote? We’re happy to help with fast comparisons from the nation’s leading DI providers.
Want more great DI sales tips? Click here to download our free flier, “How to Sell DI: Seven Time Tested Tips.” Also don’t forget to subscribe to the DI blog by entering your email address at the top of this screen.
Personal connection is the secret formula behind most marketing and sales success stories. If you don’t believe me take a closer look at the commercials on TV tonight. You’ll probably see quite a few babies, puppies and families. Ad agencies have long known that stories, personal connections and emotions sell.
Does your disability insurance sales presentation make the right personal connection?
If you’re not sure, ask yourself these five revealing questions:
- Are you walking the talk? In other words, have you purchased a disability insurance policy yourself? It’s hard to speak passionately about something you haven’t experienced. (If you don’t have a policy, apply for a disability insurance quote now. Did you know that you can buy at wholesale prices because you get to pocket the commission?)
- Can you tell a prospect about your DI quote experience? What did you think about the price? Did you procrastinate on the purchase? Why did you finally decide to get coverage?
- Have you ever been unable to work due to illness or injury?
- Have any of your family members ever been unable to work due to illness or injury?
- Do you have at least three inspirational stories to share with your clients?
If you need a story to tell, check out our disability insurance blog article about Bob Damato. Download the Life Foundation Sarah Reiger’s powerful true life story. Also, make sure to check out our very own Ty Kailey’s story “In the Blink of an Eye.”
And take a little advice from Ron Bennett of our Kansas City office. Ron experienced the benefit of income protection firsthand when he was unable to work due a bout with cancer. He says, "We all know someone who has been disabled. Use their stories. Stories illustrate the need for DI better than any statistic. People don't forget stories. They ponder them, share them and ultimately act on them.
Your job as an agent is to protect others from risk and exposure. The biggest risk and exposure your clients face is disability. So why do most of your clients only have a life insurance policy? Get your story straight and then tell it. But just make sure your story starts with you. Walk the talk."
To say it another way, don’t just prepare to die … prepare to live! Understand that you and your clients need disability insurance protection more than you need life insurance. Understand that if you don’t tell clients about DI, you could be putting yourself at risk for an errors and omission claim. If budgets are tight, don’t worry about getting clients ideal protection – remember that any protection is better than none.
Request a disability insurance quote today. Before you can sell the product to others, you have to start by selling it to yourself. It is the only sale that will trigger an endless flow of sales, successes and earnings. Don’t take my word for it … listen to Bob, Sarah, Ty and Ron … you’ll be glad you did.