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

Mike Willows

Recent Posts

Spectacular Summer Sales with Disability Insurance

Posted by Mike Willows on Thu, Jun 22, 2017 @ 11:06 AM

Summer is officially here.  Summer solstice 2017 has arrived.  School years end, BBQs begin, and baseball’s all-star game is just around the corner.  This is my favorite time of year.  Mainly, because it is a great time to relax, spend time with friends and family, and increase your disability insurance sales.  No, my auto correct did not accidentally insert words randomly at the end of the prior sentence.  I intentionally included prioritizing your insurance sales this time of year.

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Topics: disability insurance sales

The Disability Insurance Sales Award goes to…

Posted by Mike Willows on Wed, Mar 1, 2017 @ 12:03 PM

This past weekend was the 89th Academy Awards ceremony, which honored the best films of 2016.  There was great excitement as usual.  The normal red carpet buzz and flair.  And the winner for Best Picture is… Oops!

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Topics: disability insurance sales

Easy LinkedIn Secrets to Grow your Disability Income Sales

Posted by Mike Willows on Tue, Apr 5, 2016 @ 08:04 AM

You probably already know that using social media platforms is like word-of-mouth referrals on steroids, maybe even better. However, did you know that you can use LinkedIn as a prospecting tool to arrange introductions to new prospects? Read on to learn how to use LinkedIn more effectively.

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Topics: disability income

Presidential Lessons on Paycheck Protection

Posted by Mike Willows on Mon, Feb 15, 2016 @ 09:02 AM

paycheck-protectionThree day weekends are wonderful!  More time for us to spend with our family and friends, complete home projects, or maybe just have an extra day to rest.  On Presidents’ Day, sometimes the aforementioned items take precedence over celebrating George Washington’s birthday, recognizing all U.S. Presidents, and reflecting on the insurance lessons we have learned from these individuals.  Okay, maybe most U.S. Presidents have not officially held insurance licenses, attended an insurance conference, or hosted an insurance-related webinar, but there have been some memorable presidential quotes that can be applied to the insurance profession.

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Topics: paycheck protection

DI Debate Fact-Checker: Simplified Issue DI Plans

Posted by Mike Willows on Fri, Jan 22, 2016 @ 11:01 AM

Have you noticed? Yes, it’s an election year! DIS is joining the contentious climate with a completely new set of conundrums … The DI Debates. Tune-in!

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Topics: DI Debates, simplified issue di

DI Debate Fact-Checker: Own-Occupation Disability Insurance

Posted by Mike Willows on Thu, Jan 7, 2016 @ 11:01 AM

Have you noticed? Yes, it’s an election year! DIS is joining the contentious climate with a completely new set of conundrums … The DI Debates. Tune-in!

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Topics: own-occupation disability insurance, DI Debates

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

Better late than never? Maybe not, when it comes to your next DI client meeting.

Posted by Mike Willows on Thu, Sep 17, 2015 @ 11:09 AM

Back in March of this year, during Major League Baseball’s spring training, I read an article about a professional baseball player not being able to be the starting pitcher.  Why?  Was it due to sickness, injury, or another player being selected?  No, it was because of Google Maps.  Seriously.  Well, that was the gentleman’s reason for not being at the correct location by the game’s start time.  Is the reason true or just an excuse?  Does it really matter?  The media had a field day with it and I admit I smirked when reading the story. 

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How to Use Personas to Refine Disability Insurance Prospecting Efforts

Posted by Mike Willows on Wed, Aug 12, 2015 @ 08:08 AM

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 specific location targets, occupation segments, and income requirements?  Are those target segments manageable or still quite large?

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Fourth of July BBQs, Fireworks, and the Need for Disability Insurance

Posted by Mike Willows on Thu, Jul 2, 2015 @ 10:07 AM

Sorry if the title is a bit misleading.  This post is not a cautionary tale of danger.  Wait.  Maybe it is, if you haven’t marketed your products and services as much as you had hoped for this year.  The year is already half way complete.  But don’t worry, you still have six months of 2015 to make your disability insurance sales explode.  How?  I’m glad you asked.  By celebrating July with content marketing fireworks!

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