by Daniel C. Steenerson, CLU, ChFC, RHU | Dec 4, 2013
As a disability insurance broker, you’ve done a great job of protecting your clients with income protection during their working years. But what about after retirement? Have you talked to them about how to protect their assets beyond the working years? With changing...
by Daniel C. Steenerson, CLU, ChFC, RHU | Oct 29, 2013
Despite the technical glitches with the new government healthcare website and uncertainties surrounding the rollout of the new healthcare law, the Affordable Care Act (ACA) is moving forward slowly but surely. Thousands have already accessed the website to review...
by Daniel C. Steenerson, CLU, ChFC, RHU | Oct 3, 2013
We’ve all heard the stats … 80 percent of sales are closed after the fifth contact. Yet, only a tiny percentage of insurance agents ever get to the fifth contact. Why is that? If we know the recipe for success, why don’t we follow it? Part of the problem is that we...
by Daniel C. Steenerson, CLU, ChFC, RHU | Sep 25, 2013
While good listening skills are key to every sales process, it’s just as important – if not more – to learn to recognize and interpret your prospect’s non-verbal communications. When prospects’ words are saying one thing, their body language is often saying another....
by Daniel C. Steenerson, CLU, ChFC, RHU | Sep 19, 2013
One of the biggest challenges you face in selling DI products is convincing your prospects they need it. Many simply think a disability will never happen to them. Even those who understand some of the risks (or claim to) often sweep paycheck protection under the rug...
