Seven Time-Tested Tips for Selling Paycheck Protection
1. Say “Paycheck Protection.” Don’t tell me what it is. Tell me what it does! Most
people cannot envision being disabled but they can understand the importance
of protecting the paycheck – their most important asset. Change your client’s
perspective by using one key phrase!
2. Sell the Need with Stats. The likelihood of being disabled during your working life
is much more common than you would think. Use statistics to emphasize the
likelihood of being disabled when meeting with clients.
3. Sell to Business Owners. Insure the Golden Goose! There are many good
candidates for DI, but business owners need the most protection. Protect business
owners’ paychecks with individual disability insurance along with a Business
Overhead Expense (BOE) policy to protect the business. Only 5 percent of business
owners have a Business Overhead Expense policy.
4. Tell the Previous and Potentially Declined, Yes! Height and weight? Abnormal
labs? Heart surgery, diabetes, sleep apnea, hepatitis and multiple medications?
The chances are great that our brokers can find a carrier for your clients with health issues. Health issues are no longer a reason not to seek DI.
5. Sell Multi-Life Cases. Sell three or more lives from the same workplace or
organization, and your clients will receive major discounts. Females can save up to
45% on their annual premiums! Why sell one case if it’s better to sell three?
6. Overcome Price Objections: Compare the Cost of DI to Home and Auto
Insurance. Use our Annual Protection Review (APR) sales script to help clients understand that disability insurance is actually more affordable than home or auto insurance.
7. Ask The Question: Do You Have Paycheck Protection? Most agents don’t sell DI
because they don’t ask the question. Start a dialogue about DI.
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