Napkin Notes
Quick DI Sales Techniques

Job A vs. Job B

Most clients do not understand either the cost of a disability insurance policy nor the benefits they would receive if they were to become disabled. An idea that has been used by advisors for decades is Job A vs. Job B.

Most Valuable Asset

Clients insure assets that they have such as their house and their car. Yet, many clients do not insure their most valuable asset, their income.

MUG

Advisors can be blinded by philosophies on what is best for the client. Too many advisors feel their clients need the best contract in the market, or the strongest carrier with the best Comdex rating. Sometimes advisors lose perspective on what is important.

Coffee vs. Paycheck Protection

So many clients complain about the cost of disability insurance. Yet they will not think twice about spending money on things that are far less important.

Cable TV

One of the most common objections advisor receiving when proposing disability insurance: that it costs too much.

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