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Identifying DI Prospects that Can Recognize the Benefits of Coverage
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Wednesday, October 14, 2015

Of course, everyone should have disability insurance, but some prospects are naturally more receptive to considering a policy than others. How can you identify the prospects that are most likely to work with you in establishing a new DI policy?

By watching their reaction to a simple question.

Early in your insurance discussion ask your potential client: “If you couldn’t work for an extended period of time, would you still be able to support your family or maintain your current lifestyle?”

Notice their reaction. If you can see that they’re imagining the fallout from not working for a long period, you have a good candidate on your hands. When a person can seriously consider the ramifications of not being able to work for months or years, they are primed to hear your information about income protection.

Once you’ve established that you have a receptive audience, you can use the following points to figure out the best policy for your new client:

1.    Age

2.    Marriage and family status

3.    Occupation and income

4.    Industry (i.e. law, medical, construction)

5.    Lifestyle choices

6.    Health history

7.    Do they have employer-offered DI already?

Use these key criteria to work with your new prospect to find the best policy for their needs. Always try to steer them towards income insurance that will not only fit their current situation but also has the capacity to grow with them as their lives change.

Contact us anytime with questions about working with your clients to protect their paychecks. Our experienced team is happy to offer guidance in identifying new prospects and helping them understand the benefits of good DI coverage. 





 
 
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