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

Three Ways to Overcome Insurance Sales Objections

Posted by The DIS Sales Team on Fri, May 10, 2019 @ 08:05 AM

As an insurance agent, you know that it’s vitally important for your clients to protect their earning power with disability insurance. But even when you explain the logic and cite all the surprising statistics, people still come up with objections.

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Topics: insurance sales, overcome insurance sales objections

Think it’s Tough to Make Insurance Sales? You’re Right.

Posted by The DIS Sales Team on Thu, Apr 11, 2019 @ 10:04 AM

Ever feel frustrated by the difficulty of making insurance sales? You’re not alone. As these eye-opening facts illustrate, sales jobs are challenging in all industries. However, selling is particularly difficult in insurance because you offer something that people don’t have to buy and unlike a new car or handbag, the lure of prestige does not overcome price challenges.

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Topics: insurance sales, facts about sales

Insurance Sales Professionals: What Qualities Separate the GREAT from the GOOD?

Posted by The DIS Sales Team on Fri, Dec 14, 2018 @ 10:12 AM

You aspire to insurance sales greatness. There’s just one catch: Greatness is one of those things that can be hard to define. You know it when you see, but that doesn’t help much when you’re looking for concrete ways to improve.

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Topics: insurance sales, sales greatness

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

Grow Insurance Sales by Understanding Demographic Nuances

Posted by The DIS Sales Team on Thu, Jan 11, 2018 @ 14:01 PM

Our society will look vastly different by 2055. Demographers predict that no single race or ethnicity will comprise a majority. Over the last fifty years, immigration numbers, previously dominated by Europeans, shifted to Latinos and now to Asians. Our workforce is shaped by varied age groups, more evenly balanced gender representation, and increasing earning power of women and ethnic groups. All these demographic attributes are vastly different than 25 years ago when many financial professionals were new to the industry.

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Topics: insurance sales, demographic nuances

Insurance Sales in 2018: The Technology Impact

Posted by The DIS Sales Team on Fri, Jan 5, 2018 @ 09:01 AM

Thanks to the likes of Alexa, Siri, and Uber, we expect immediacy in just about every way, including interactions with financial professionals. Digitally-supported operations are coming our way. Is your practice ready?

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Topics: insurance sales

Transforming Your Insurance Sales Process from Reactive to Proactive

Posted by Eric Visconti on Mon, Dec 11, 2017 @ 15:12 PM

There is a hard lesson to learn in disability which took me nearly 20 years to realize, but will take me only two minutes to share. People do not like to be sold, so they need to be led to a decision to buy. Consumers buy to gain a pleasure or avoid a pain, so they need a clear and quick understanding of disability insurance and how it can help them avoid catastrophic pain. 

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Topics: insurance sales

3 Reasons to Focus on Millennials for Insurance Sales

Posted by The DIS Sales Team on Tue, Jan 10, 2017 @ 08:01 AM

Three significant trends confirm the importance of Millennials or Gen Y to the future of your practice. The sheer size of the generation, their transition to greater financial responsibility, and their surprising financial attitudes make this generation even more impactful than Baby Boomers and Gen Xers.

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Topics: insurance sales, Millennials

A Simple Strategy to Increase Insurance Sales in the New Year

Posted by The DIS Sales Team on Wed, Jan 4, 2017 @ 15:01 PM

It’s one of the best ways to increase sales, and it’s no secret. In fact, it’s used in a variety of industries, from restaurants to dentistry. So what is this amazing sales technique?

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Topics: insurance sales