Selling disability insurance effectively requires understanding your target audience, demonstrating the value of the product, and maintaining a client-focused approach. Here are some tips to boost your sales in the new year:

1. Educate Yourself on the Product
– Understand Policy Details: Know the ins and outs of your disability insurance products, including short-term vs. long-term coverage, elimination periods, benefit amounts, and exclusions.
– Stay Updated: Partner with a Source Brokerage disability income specialist to assist you with all your clients’ disability income needs.

2. Identify Your Target Market
– Professionals at Risk: Focus on individuals whose income depends heavily on their ability to work, such as doctors, lawyers, contractors, and small business owners.
– Self-Employed Individuals: Many self-employed professionals don’t have employer-sponsored disability insurance, making them an excellent market.
– Younger Audiences: Emphasize how securing disability insurance early can lead to lower premiums and better coverage.

3. Highlight the Value
– Income Protection: Frame the product as income replacement rather than an expense, showing how it safeguards their lifestyle and financial obligations.
– Peace of Mind: Stress the importance of maintaining financial security in case of unforeseen circumstances.
– Real-Life Scenarios: Share stories or case studies where disability insurance has been a lifesaver for families.

4. Tailor Your Pitch
– Needs Analysis: Source Brokerage can help you conduct a thorough needs assessment to recommend the best coverage.
– Custom Solutions: We can help you personalize your pitch by showing how the policy fits the client’s specific circumstances and goals.
– Simplify the Process: Talk to your Source Brokerage disability income specialist about simplified underwriting guidelines.

5. Address Common Objections
– Cost Concerns: Show how even basic coverage can be affordable and beneficial in the long term.
– Misconceptions: Clarify that disability insurance isn’t just for high-risk jobs; it’s for anyone who relies on their income.
– Overconfidence: Address the “it won’t happen to me” mindset with statistics and examples.

6. Focus on Timing
– New Year Resolutions: Leverage the start of the year when clients are thinking about financial planning and security.
– Tax Season: Highlight how disability insurance fits into tax and estate planning.
– Life Changes: Target clients experiencing major life events, such as starting a family, buying a home, or starting a business.

By staying client-focused and leveraging these strategies, you can position yourself as a trusted advisor and increase disability insurance sales in the new year.

Source Brokerage, Inc. can coach you every step of the way from the sidelines, or we can get in the game to help you offer disability coverage to each and every client. And you and your clients are the winners.

Get started now, contact Steve Crowe at ext. 222,  or request a quote.