by Daniel C. Steenerson, CLU, ChFC, RHU | May 16, 2013
With Disability Insurance Awareness Month underway, now is a perfect time to assess your clients’ income protection needs … and your own. In any type of sales position, it can be difficult to sell something that you don’t believe in. That’s why in restaurants, waiters...
by Daniel C. Steenerson, CLU, ChFC, RHU | May 7, 2013
The old motto of “prospecting where your feet are,” is certainly applicable in world of disability insurance selling. However, sometimes those who are masterful at sales are rotten at retention because they neglect one important step: Client follow up. If you fail to...
by Daniel C. Steenerson, CLU, ChFC, RHU | Apr 17, 2013
The process of cold calling in the disability and life insurance world is nothing new. In fact, it still remains one of the most cost-effective ways for DI brokers get appointments on the books, and ultimately generate disability insurance quotes. Whether you’re a new...
by Daniel C. Steenerson, CLU, ChFC, RHU | Apr 9, 2013
You know who they are. They’re the higher-end, been with you for years, and never likely to leave you, clients. Unfortunately, there’s no way to mass-produce these clients, however there are techniques to find more of them. Identify the best of the best. Most life and...
by Daniel C. Steenerson, CLU, ChFC, RHU | Apr 2, 2013
Most disability insurance and life insurance sales professionals experience the cyclical ebbs and flows of the prospect pool. However, the truly successful DI producers do one thing that elevates the effectiveness of their prospecting efforts. They actively manage...
