New Year, New Tactics
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Tuesday, January 19, 2016

This time of year is all about resolutions. We all hope that working Americans will put “look into disability insurance coverage” at the top of their list this year. And if they do, you’ll have an influx of new clients. But no matter how many people you have walking through your door in 2016, a new year is a great time to toss out old work habits that have been tried but failed and bring in new, fresh ones to try out. Here are a few to consider:

Be Genuine

When you meet with a client, someone you’ve known for years or someone you’ve just met, try offering your genuine personality, rather than a scripted (possibly tired) spiel. Most people appreciate another’s genuine interest in their health and wellbeing, and respond warmly to even imperfect pitches when they are delivered with sincerity.

Name Drop

Do you and a new client have a mutual acquaintance or colleague? Mention it! Of course, keep policy details private, but there’s no harm in saying that you know someone in common. Just knowing that a friend, colleague, or relative is a connection can help the new client relax and be more receptive to information you offer.

Plan Ahead

While you might want to deliver your information more informally or off-the-cuff than you have in the past, that doesn’t mean you shouldn’t have a plan ready before your client walks through the door. Everyone appreciates a well-structured, reasonable plan when discussing a topic that’s new or less familiar. When creating the agenda, remember to keep the timeframe in mind (don’t load up the meeting with more information than you can comfortably deliver) and consider the perspective of your client (they need critical information, not a complete download of everything you, the expert, knows).

Be Upbeat and Serious——Simultaneously

This one may sound impossible, but it’s not. When you can, smile. If you’re discussing bad news or pointing out something about a policy that’s unlikely to be well received, keep it serious but positive. Simple.

If you have questions about discussing disability insurance policies with your clients, in any form or fashion, give us a call. We are always happy to help you find the best way to encourage every working American to protect their income with good DI coverage.


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