The DI and LTCI Blog - Your Source for Sales Tips and Advice

Don’t Let The Ball Drop On Your Disability Insurance Sales!

Posted by Mike Willows on Wed, Dec 30, 2015 @ 14:12 PM

New Year’s Eve is a time for celebration and making memories.  To enjoy dancing, music, and champagne while counting down until midnight is certainly not uncommon.  Then, if you are anything like me, a few days later you make a long list of impossible New Year’s resolutions, only to achieve a select few while ignoring the rest.  It can be a frustrating experience.

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Topics: disability insurance sales

Disability insurance client meeting etiquette, as told by Buddy the Elf

Posted by Kelly Moser on Tue, Dec 22, 2015 @ 12:12 PM

If you’re like me, your Christmas traditions include watching “Elf” every year. In my family, “Elf,” starring Will Ferrell, has become as much a Christmas classic as “Christmas Story” and “It’s a Wonderful Life.” The film is funny, spirited and, believe it or not, chock-full of useful advice that you can use in your next disability insurance client meeting. Merry Christmas!

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Topics: DI Sales, disability insurance sales

Live from DIS, it’s Disability Insurance!

Posted by Mike Willows on Thu, Feb 26, 2015 @ 12:02 PM

For many years, I have enjoyed watching Saturday Night Live and I was very excited, and slightly surprised, that the program just celebrated its 40th anniversary.  Saturday evenings were when I would struggle with sleepiness to stay awake long enough to watch the show and have some laughs.  And SNL was certainly one of the first programs I entered into my digital video recorder.  This television program has had an incredibly successful run, hence the recently aired SNL 40th Anniversary special, but it also had its share of some difficult years.  I give a lot of credit to Lorne Michaels, (producer), who has believed in and stuck with SNL for the long haul.  By not resting on his laurels, and enduring the difficult times and working hard, Lorne, NBC, and the various SNL cast members have created a very successful television legacy.

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Topics: disability insurance, disability insurance sales, disability insurance sales lessons

Three Networking Secrets to Build Disability Insurance Sales

Posted by The DIS Sales Team on Wed, Feb 25, 2015 @ 10:02 AM

Earlier this month we made the distinction between prospecting and networking. Prospecting could be described as making a connection for the purpose of making a sale. Authentic networking takes a long-term view, nurturing a network connection into a professional relationship. The objective is to develop, over time, your network of social and business contacts into relationships that may lead to a sale. If authentic networking fits the way you do business, you may want to review Networking + Prospecting = Insurance Leads.

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Topics: disability insurance sales, disability insurance networking

Case in Point: Why 3 Disability Insurance Prospects Decided to Buy

Posted by Tom Helbing on Wed, Feb 18, 2015 @ 11:02 AM

Developing rapport and listening are two skill sets successful brokers utilize in their daily operations. Understanding their clients’ income protection needs helps to strengthen the bond and prioritize the unique policy provisions offered through our various carriers.

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Topics: disability insurance sales, disability insurance prospects

Networking + Prospecting = Insurance Leads

Posted by The DIS Sales Team on Mon, Feb 9, 2015 @ 14:02 PM

You’ve got some ambitious goals for disability insurance. Our article, How to Foolproof your DI Production in Four Easy Steps offered some ideas about identifying current clients most likely to need disability insurance. Let’s expand that lead pool by prospecting for new clients.

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Topics: disability insurance sales, insurance networking, insurance prospecting

How to Foolproof Your DI Production Plans in Four Easy Steps

Posted by The DIS Sales Team on Tue, Feb 3, 2015 @ 10:02 AM

It’s already February. Are your goals 1/12 of the way completed? If you’re like many people, January zoomed by with a blur. However, it’s not too late to achieve your planned results. Follow these three steps to ensure you reach your goals.

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Topics: selling disability insurance, disability insurance sales, DI production

Disability Insurance Sales Undermined by Two Misperceptions

Posted by Dan Steenerson on Tue, Jan 13, 2015 @ 13:01 PM

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.

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Topics: disability insurance, disability insurance selling, disability insurance sales, disability insurance sales barriers

Disability Insurance Numbers Reveal Goldmine for Insurance Producers

Posted by Dan Steenerson on Wed, Jan 7, 2015 @ 11:01 AM

There’s gold in them thar’ numbers!

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Topics: disability insurance, disability insurance sales, long term disability insurance, short-term disability insurance

Football Lessons to Power Your Disability Insurance Game Plan

Posted by Mike Willows on Tue, Dec 16, 2014 @ 09:12 AM

Football is a game I grew up with that my family and friends enjoyed watching.  More importantly, we would lovingly brag and tease each other on the outcome of our favorite team’s performance from the previous week. However, even at a young age, I remember seeing careers end after a play went bad or a brutal hit was sustained.  Football players on average tend to have fairly short playing careers, usually ranging from three to six years. 

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Topics: disability insurance, disability insurance sales, long-term care insurance sales