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

Kevin Grauel

Recent Posts

Selling Disability Insurance – 3 Traps to Avoid

Posted by Kevin Grauel on Mon, Aug 6, 2018 @ 08:08 AM

One of the main reasons that insurance producers decline to present Individual Disability Insurance to their clients is because there are a lot of intricacies that can make the product intimidating at first glance. Due to the fact that the product is rather complicated, it’s easy to fall into some traps when shopping for the perfect product. Here are a few tips to avoid steering your client down the wrong road:

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Topics: selling disability insurance

Agent Toolkit – Selling Disability Insurance to Business Owners

Posted by Kevin Grauel on Wed, May 23, 2018 @ 11:05 AM

Business owners are one of the top markets for selling disability insurance. While traditional W-2 employees may have their employer and/or the government providing a safety net in the event of a disability, self-employed individuals often have neither. That is, unless, you can offer help.

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Topics: selling disability insurance

Disability Insurance Occupation Classes – 3 Things You Need to Know

Posted by Kevin Grauel on Mon, Apr 30, 2018 @ 11:04 AM

A lot of insurance agents shy away from selling individual disability insurance simply because it can be a complicated product. One reason for the complication is that the rates are dependent upon each clients occupational risk class. To take it even farther, each carrier has different guidelines on how they class potential clients. You don’t need to understand every aspect of each carrier’s occupation classes, but here are three points that will make it a little less confusing:

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Topics: disability insurance occupation classes

Share a DI Minute (or Several) with Andrew Gilmore

Posted by Kevin Grauel on Thu, Apr 19, 2018 @ 09:04 AM

Are you overwhelmed by the intricacies of selling disability insurance? If so, you are definitely not alone. Since individual disability insurance policies are dependent on many variables like occupational duties, income history, and health status, there is a lot of information to take in. Disability Insurance Services is here to represent you as an expert in the industry, but we are also here to help you understand and communicate the complexities of what the carriers have to offer.

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Topics: disability insurance lessons, DI Minute

Insurance Marketing: 3 Reasons to Embrace Social Media

Posted by Kevin Grauel on Thu, Apr 12, 2018 @ 11:04 AM

In the wake of the Facebook data scandal, CEO Mark Zuckerberg has been peppered with questions about how Facebook works, how it makes money, and what happens to user data. While the answers to those questions may still be unclear, there is no question that Facebook and social media have changed the way advisors do business.

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Topics: insurance marketing, social media


Posted by Kevin Grauel on Wed, Mar 28, 2018 @ 13:03 PM

They say hindsight is 20/20. That’s certainly true in disability insurance sales. When we look back on all the sales we didn’t close, we wish we would have known then what we know now. Many of those prospects would have purchased a DI policy, if only we’d presented things a little differently.

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Topics: disability insurance sales, disability insurance sales handbook

How to Use March Madness Lessons in Disability Insurance Sales

Posted by Kevin Grauel on Thu, Mar 22, 2018 @ 11:03 AM

One of our favorite sports storylines is rooting for the underdog. In the 2018 NCAA basketball tournament, we saw a 16 seed get the first win over a number 1 seed in the tournament’s history. You can’t help but feel excited for the UMBC Retrievers and their fans – unless of course you were on the side of the number 1 seeded Virginia.

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Topics: disability insurance sales, march madness

14 Valentine’s Day Pick-up Lines to Attract More Insurance Sales

Posted by Kevin Grauel on Fri, Feb 9, 2018 @ 08:02 AM

Regardless of whether you view Valentine’s Day as a holiday to appreciate your loved ones, or as “singles awareness day,” there is no denying there are plenty of potential insurance prospects out there who need some attention. Valentine’s Day is a great time to show prospects that you care, and to have some fun in the process.

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Topics: insurance sales, Valentine's Day

Insurance Sales: Providing Income Through Retirement

Posted by Kevin Grauel on Tue, Jan 16, 2018 @ 11:01 AM

When purchasing an individual disability insurance policy, your clients often prefer the potential benefits to pay out until retirement age. Then what? There are plenty of cases in which claimants outlive their disability payments, especially with strong own-occupation definitions. Here are some insurance sales options to keep your clients protected well into retirement.

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Topics: insurance sales

Are You Aware of ALL the Disability Insurance Discounts?

Posted by Kevin Grauel on Mon, Jan 8, 2018 @ 10:01 AM

Price objection is one of the most difficult obstacles to overcome while selling individual disability insurance. There are a few ways to combat this problem. One way is by reducing benefits or policy features. However, in many cases, this may not be necessary.

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Topics: disability insurance discounts