May 20, 2019
By Allison Bell
One of the questions quietly lurking behind the current Disability Insurance Awareness Month is whether many insurers, distributors or producers still want to sell disability insurance, or whether low interest rates, new accounting rules, and general exhaustion have made protecting workers’ income a non-core activity.
But many organizations are saying this month that, yes, they very definitely want to sell disability insurance, and that they definitely want to be in ThinkAdvisor articles about the awareness month campaign.
Here’s a look at five organizations’ efforts to participate in the Month.
February 20, 2019
Your clients’ greatest asset is their income—specifically their pay check! Many of your clients’ biggest asset is their future earnings! What would happen to your average client if they became too sick or hurt to work?
This webinar will introduce you to Assurity’s individual and business products—products that will help your clients protect their incomes and insure they get a pay check even if they cannot work due to an injury, illness or accident.
These products are highly undersold in the marketplace and can position you as a valued advisor to your clients. This program is presented by Ron Cohen with Macy Sorensen, Regional Sales Coordinator of Assurity.
- How to open the door and start the conversation to Disability Income sales.
- Why Middle Income, Small Business and Pink Collar occupations (where women constitute the majority) need your help?
- What Small Business products offer big opportunities?
- The Assurity Advantages with non-medical underwriting.
- How to get started in this marketplace?
Tuesday, February 26, 2019 10:00am to 11:00am
January 4, 2019
By Bryce Sanders
If you had to pick one set of rules with staying power, the Ten Commandments tops the list. A second set of ten commandments, specifically written for prospecting, has come to light.
- Thou shalt not imagine business comes to you. You must find it. You need some form of client acquisition strategy. It might be client-prospect dinners, cold calling, social media, networking, seminars, mailings or many other approaches. It must be active, not reactive. You must be able to drive the process. It must target your market segment, not just anyone.
- Thou shalt not have a sour attitude when prospecting. It’s a driver of future revenue, not a necessary evil. Prospects can sense the enthusiasm (or lack thereof) in your voice, posture and attitude. Don’t overthink it. Once you get started and get into a rhythm, time passes quickly.
- Thou shalt prospect every day. Get it done early when you are fresh. Time block. Don’t skip it for four days and say you will spend all of Friday prospecting. You will end up calling in sick instead. Even the biggest producers allocate time to finding new business and new assets.
- Thou shalt use a script. Thou shalt not wing it and make up every conversation as you go along. You initially need to get the prospect’s attention, get them engaged and lower barriers. Sometimes they can make a comment or toss out a question that throws you off course. Working with a script allows you to easily get back on track.
- Thou shalt not take rejection personally. You approach someone for business. They say “Get lost.” Your entire relationship can be measured in seconds, not years. They don’t even know you. They either aren’t interested in buying now or don’t have money available. They’ve actually done you a favor and saved you time.
December 19, 2018
If I were to ask you if you have an open mind when you enter a sales conversation, you would likely nod and think, “of course I do.” Most sales people would, but an open mind is not so simple, especially as the value of a potential sale climbs higher and higher.
A first meeting with a prospect can become a complex juggling act of agendas and concerns as you and your prospect both do your best to determine if continuing the conversation is worthwhile.
As the value of the prospect increases—which means the competition for that prospect’s attention increases in tandem—creating an engaging, thought-provoking meeting becomes more and more critical. The prospect already has an advisor, and she fields pitches from your competitors on a regular basis. To win the business, you have to stand out, and that means having a different kind of conversation.
Here is what most advisors don’t do when they enter a meeting: Listen.