Mid-year is a good time to review your disability income sales and develop your plan to boost sales the second half of the year. The first step is to establish your DI Sales goal for the rest of the year, and review your progress monthly. To accomplish your goal, follow these steps:
Target the right group : medical and business professionals between 25-45 are prime candidates for DI. Review your client list and identify which clients fall in this category. Schedule a time to meet with these clients to review their income protection plans.
At the meeting, determine if the client has long term paycheck protection through work or if he or she purchased individual coverage. If they do have existing group or individual DI, ask to review the plans. Many clients do not fully understand their group long term disability benefits through their employer. They will appreciate your explanation of the plan and its limitations.If they have individual policies, discuss future increase options that may be available to exercise or discuss purchasing a second policy if their income has increased.
Once you have reviewed the client’s coverage or lack of coverage, call Source Brokerage to request a quote. Our disability income specialists will tailor the illustration to fit your client’s professional and financial profile.
Present the quote to your client. Prepare to educate clients about income protection plans. Review Met Life’s DI playbook to learn more about DI conversations that resonate with your clients.
Once you’ve completed the DI sale, don’t forget to ask for referrals. It’s the surest way to your future DI sales success.
Building disability income sales also will ensure a strong income stream for years. It’s an excellent way to diversify your sales and build stronger relationships with your existing clients.
For more DI tips and sales ideas, contact Steve Crowe at ext. 222, Ellen Crowe at ext. 223 or Brian Hettmansberger at ext. 230 Chris Bussey at ext. 220 or request a quote.
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