points that will
make or break
Do you establish need before the
appointment by sharing stories, statistics
and the DI window of opportunity?
Do you pave the way for fewer price
objections by letting clients know well
before the presentation that income
protection policies usually cost about
3 percent of gross income?
Do you present your proposals in person
or via online meeting, instead of emailing
them for the client to review alone?
Do you present the lowest premium cost
with the highest benefit value?
Do you review the carrier options before
your meeting and choose just one option
to present to the client, while holding
the other choices in reserve to use as
Producers can close more disability sales
just by heeding these dozen steps.
By Andrew Gilmore
Do you prepare a summary sheet that
explains why you recommend one option
over the others?
Do you pre-fill most fields on the
application for the recommended choice
before you come to the meeting so if the
client says “yes,” the application is easy?
In the world of disability insurance, some income protection proposals crash and burn while others effortlessly convert to sales. Are you taking
every step needed to position your proposals for success? Gauge your DI success quotient by taking the 12-point quiz
So, how did you do? While there are
countless sales tactics to learn, these 12
questions represent the foundation of DI
sales professionalism. Agents with high
closing ratios typically answer “yes” to
all of these questions.
Here’s why each of these steps is so
important — and how you can start incorporating them into your presentations.
Create need by showcasing the DI
window of opportunity. People don’t
purchase income protection unless they
really understand the need. One way to
establish need is by sharing stories and
statistics about the risk of disability. Another way is to compare income with
other assets. For example, ask clients
what would happen if their homes burned
down and they weren’t insured. Obviously, they would lose a big asset.
Now, ask them if it’s possible to purchase insurance for a home after it has already burned. Clients will laugh because
everyone knows you can’t buy insurance
for a home that already burned. And that’s
the “gotcha” that sets up the DI window
Have you honed your listening and
questioning techniques so you can follow
the client’s lead?
Do you know the policy’s cost per $100 so
you can instantly give the client a price for
other benefit amounts?
Do you start the underwriting
conversation in the field to preempt
complications later on?
If clients decline, do you ask them to sign
or initial a Waiver of Liability form?
Do you purposefully follow up until you
receive a definitive “yes” or “no” answer?