More and more consumers are concerned about planning for long-term care, often due to a personal experience with a loved one who needed care. Ask these five questions to get started and you’ll have a good idea of how to structure the policy. 1. How long can you afford...
Want to close more sales? Start by identifying clients who are more likely to make an income protection purchase. For example, it’s doubtful that someone struggling to make a car payment will find room in the budget for an additional insurance product. So, if that’s...
Do your clients know about all of the benefits that are found in their disability insurance policies? Probably not! An important part of selling DI and having your clients keep their valuable coverage inforce, is to make sure they know about all of the...
Imagine if one third of your customer base acknowledged they would purchase an income protection plan from you if they had a better understanding of how the coverage works. What actionable steps would you take to introduce and educate your clients on the value...
Your high-earning clients may be particularly vulnerable to insufficient income if they become disabled or injured and unable to work. For company executives and CEOs, a supplemental DI policy makes sense. Because it is supplemental coverage, premiums are typically...
You know the referral drill, asking a client for names of acquaintances who might benefit from your service, area of expertise, or advice. Many financial professionals dislike asking for referrals and clients hate providing them. Research from the Oechsli Institute,...
Harley Gordon, a recognized authority on long-term care, suggests advisors may find more success with long-term care insurance sales when they shift client conversations from the likelihood of needing long-term care to the consequences to loved ones when there is no...
Are you more aware of the need for disability income insurance than you were in April? Now that May’s disability awareness campaign is over, it’s time to make DI a way of life. Consider becoming an individual disability insurance specialist. The industry needs more DI...
In 2013, Council for Disability Awareness member companies paid $9.8 billion in benefits. That same year 150,000 new claims were filed. Unmistakably, there is a need for disability income insurance. Yet many financial professionals don’t talk to clients about paycheck...
Sometimes trying to navigate the disability insurance or long term care quote and application process can be like having a conversation with Yoda. You’re pretty sure you understand, but there’s a good chance that some fun is being had a your expense. If the end goal...
