Are Your DI Words Working?

October 2, 2014

Introducing Words That Work

William Butler Yeats once said, “Think like a wise man, but communicate in the language of the people.” With that goal in mind, MetLife conducted in-depth market research to understand the client perspective on the words that work in stimulating more productive disability insurance (DI) sales conversations. This research uncovered several key shifts that can be made in the DI sales language and process that can lead to greater client engagement and increased sales. These findings are detailed in the DI Words That Work Playbook. Also available are specific talking points you can use to share the findings from this research with DI non-sellers, previous sellers and savvy sellers.
Full Article

Sales Articles for the week

October 2, 2014

LTC – The Five Minute Sale

September 30, 2013

The Five-Minute LTCI Sale

If they understand, they buy.

If they care about their families, they buy.

If they acknowledge the reality of the math, they buy.

If they have been touched by an angel by coming in contact directly or indirectly with caregiving issues, they buy.

Perhaps in our passion to sell LTCI we have over-complicated our approach. Perhaps in our desire to educate and illuminate we have reached out for too many “soft” answers.

View the Five Minute Sale Technique

Resource TV – Sales Idea: Using Annuities To Fund LTC

July 16, 2013

By: Tom Merrion

An answer for prospects who are concerned about having to budget for LTC premiums
for a lifetime…

Play Video

Principal – Additional IDI Discount Now Available for Select Occupations

May 23, 2013

Additional IDI discount now available for select 5A-S occupations

Effective immediately, clients in 5A-Select occupations who are members of a professional association are eligible for up to 20 percent in discounts1,2 when purchasing a variety of Principal Life Insurance Company Individual Disability Insurance (IDI) products on a single-life basis.

Clients eligible for the discounts2 include those in the following 5A-Select occupations who are also members of a professional association:

  •   Actuary
  •   Architect
  •   Astronomer3
  •   Attorney
  •   Auditor
  •   Biochemist3
  •   Biologist3
  •   Botanist3
  •   Chemist3


  •   CPA
  •   Economist3
  •   Engineer
  •   Executive (earning over $60,000/year for the   last two years)
  •   Geologist3
  •   Judge
  •   Meteorologist3
  •   Optometrist
  •   Physicist3
  •   Sociologist3
  •   Zoologist3

How to obtain the discount

  • Share the cost savings with clients through customized proposals.  In the illustration system, select “Association” as the sales program to get started.
  • Submit disability applications and completed Producer Reports with discounts noted.  For these targeted occupations, under “Additional Information, Discounts,”  select:
  • “Association      Discount” and provide the name of the professional association under      “Association Name.”
  • “Occupation      Discount.”

Sales Idea – Benefits of Permanent Life Insurance

April 17, 2013

Many consumers misunderstand or underestimate the benefits of Permanent Life insurance. Most consumers only see the purpose of Life insurance as a death benefit protection. That is unfortunate because they are only seeing one of three benefits of Permanent Life insurance.

The second benefit to is the tax-free build up of cash values—at the outset, many prospects have not been educated about this offering.

Thirdly, the fact that these cash values can be accessed as policy loans in the future, regardless of age, with no tax ramifications under current tax laws unlike most current retirement plans.

The bottom line is that by funding Permanent Life insurance, if structured correctly, your client will only be paying taxes on the seed—their initial premiums—and not the harvest—the much larger accumulated cash values that are accessed many years down the line whether for short term obligations or full-fledged retirement income planning strategies!

Contact our Life specialists at Resource Brokerage for help with your Whole Life and IUL Permanent Life insurance opportunities

The Caregiving Tsunami The Ground Starte

February 22, 2012

The Caregiving Tsunami
The Ground Started Shaking in 1946. What’s That Splashing Our Ankles?