Disability

Increase Your DI Sales in 4 SIMPLE Steps!

Presented by Michelle Daharsh Disability insurance is a new concept for most consumers but it also is a concept that you should be talking about to each and every one of your clients. Start with the basics and uncover if your client has any misconceptions about disability income protection. Educating clients from what it covers, how benefits can be used and that their coverage can be tailored. You can help assist your client in making the right decisions by showing them how to protect their income and everyday lifestyle. Do you know the right questions to ask your clients? Utilizing the Income Protection Calculator from Principal Financial Group (link is below) can do just that! This calculator will help you ask the right questions as you delve into the basic issues of disability. Then you will be able to provide your client with three income protection options. Don’t let misconceptions about disability income coverage stop the sale before it starts! The right tools can make a world of difference. https://www.principal.com/individuals/disability-insurance/determine-coverage/#/
Life Insurance

Simple

Presented by Gary Peterson Let’s get back to making life insurance simple.  You can now submit term insurance for $500,000 or less and potentially get Preferred Plus rates for your clients without any medicals.  We have three carriers that will look at your clients’ information and possibly issue policies in 5-7 days at the best rate available for their situation.  Give us a call at 800-397-9999 to learn just how simple this process can be – for both you and your clients!
Life Insurance

The Close

Presented by Jim Linn Most advisors do a great job in presenting options to their clients, but when it comes for the most important step – the Close, they dance around it and have no process in place.  Kinder Brothers International has came up with a simple 5 step process to Close the business (see below). HOW TO CLOSE Because closing the sale is so important, we want to bring attention to it again this week. Here’s a quick review of the five-step closing process. STEP 1 – OWNER BENEFITS. Review with the prospect the highlights of your recommendation. Mainly, you want to cover the owner benefits of the plan you are recommending. You should have at least two to three main benefits. STEP 2 – ASK FOR FINAL QUESTIONS. “Do you have any questions that I haven’t already answered?” STEP 3 – STRATEGIC MOVE. Move the recommendation off to one side and pull the application in front of you. Ask two questions such as: “Who do you want as beneficiary?” “Where do you want premium notices to be sent – to your home or your office?” STEP 4 – GET THE CHECK. Now comes the most important part of selling: “I need your check for $150 for the first month’s premium.” STEP 5 – COMPLETE THE APPLICATION AND ARRANGE FOR MEDICAL. The way you remember this is to keep telling yourself – get the check, then fill out the app. You don’t want to fill out the app and try to get the check. We want to emphasize at this point that you are going to get the check and then fill out the app. You can confidently move through the close when you learn and perfect a set strategy.  
Life Insurance

Agenda-Based or Adlibbed?

Presented by Jim Linn When you meet with a client, do you utilize an agenda or is it adlibbed?  If you would like to stay on track with your clients, present professionalism and make sure to gather the appropriate information the first time – you might try using an agenda.  The agenda should be simple, not more than one page in length and clearly state the topics of discussion.  This will also help decrease the amount of time you spend with clients on topics not relevant to your appointment.  An agenda would look something like this: Introductions Objective Fact Finder What’s Important to You Questions What Happens Next Normally you would not want more than 5 or 6 topics.  The agenda is then printed out and shown to the client/prospect at the beginning of the meeting.