The top reason producers give for not selling disability income is their clients do not ask for it, according to a recent LIMRA survey. On the other hand, the Disability Awareness Council reports clients do not ask about IDI because they underestimate the likelihood of a disability.
The disability income sale is a different animal than the life insurance sale. The client does not know or understand the need for the product. The producer must introduce IDI, communicate the need, and understand the products.
Working with an IDI partner like Source Brokerage, Inc. can make all the difference between selling IDI or letting your clients sit on the sideline at great financial risk.
Source Brokerage, Inc. represents all the major IDI carriers. So, we are able to tailor the disability income plan to meet the financial and professional needs of the client.
In competition, you can rely on us for competition assistance. You’ll go into the meeting prepared with the advantages of the proposal you are submitting and how it compares to the competition.
Overcoming objections, especially price objections, is a key to closing the IDI sale.
Source Brokerage’s disability income specialists prepare their producers to overcome objections. In fact, they will join you in a telephone conference to help you sell the need, answer client questions about the product, and overcome objections.
Streamlining the IDI underwriting process.
Underwriting for IDI does not have to be difficult. Source Brokerage can pre-screen clients’ pre-existing medical conditions with the underwriters, structure disability plans to simplify underwriting, oversee the underwriting process to pre-empt problems and advocate for your clients. Your IDI sales percentage will increase with more approvals, and fewer declines.
We have the connections.
We have established discounts at hospitals, residency programs and associations that will give you an advantage with clients in these organizations. In addition, our carriers will often let us use discounts established by other brokers as one-time exception. We can also help you establish your own discounts.
No cost to work with us.
The producer receives the same compensation as he or she would get on the street. In fact, producers, who make Source Brokerage, Inc. their DI partner, will see their compensation grow as they close more IDI sales and become more confident selling the product.
Not all IDI Brokerage is the same.
Source Brokerage’s disability income specialist are focused only on disability income. We excel at service and education. We care about our clients, and we aim to make selling IDI easy and profitable. Our producers know they can rely on us to be their IDI expert.
Want to close more DI sales?
There’s a good reason that Source Brokerage, Inc. brokers close more than twice the industry average. Before you jump back into the race, let Source Brokerage, Inc. put some high octane fuel to your sales engine. You’ll be closing more disability insurance quotes and breaking your sales performance records in no time at all.
Source Brokerage can help you be a D.I. expert.