Spring 2008
Reverse Selling: Steps Toward A Perfect Product
I recently spoke at an industry meeting and introduced reverse selling to the audience as a series of steps towards the perfect product.
continueWhat’s on My Mind
If you were to ask me what concerns me most today, I would answer “Wastage!” In my years of watching the individual disability industry grow, struggle, remain flat and grow again, it has wrestled with one constant: wastage. There is all the time you spend making a sale, filling out an application, obtaining medical requirements. And there is all the effort spent in the home office to check MIB, seek the appropriate APS, make an offer, and build a policy only to see it go to waste. It’s frustrating for everyone.
continueOld Fashioned UnderwritingSM has more to offer.
Nearly a year after its introduction, I see that producers “struggle with the complexities” of filling out an application completely. This results in “avoiding the simplicities” offered by Old Fashioned UnderwritingSM.
continueWhy I Sell IDI
The way I see it, IDI is a very undersold benefit. Business overhead insurance is extremely overlooked and buy/sell insurance is totally ignored. It seems that the further down the line we go, the less we do. We are happy to sell an IDI case, but we don’t go deep enough.
continueHelp Your Customers Become Time Travelers
What do Ponce De Leon and Marty McFly have in common? Both were in search of a way to reverse time. In 1513 De Leon, the Spanish explorer, went in search of the Fountain of Youth, a mythical spring that restores the youth of anyone who drinks from its waters. And while he was unsuccessful in his bid to find the renowned fountain, his attempt and the legend itself have withstood the test of time.
continueDid you know?
New rates were approved by California for The Protector. The new rates are based on those for The Protector+SM and reduce premiums in many occupation classes.
continueMillions of Reasons To Write IDI
With all the recent changes in the IDI market, it appears that some companies are trying to turn the IDI sale into just another commodity sale. We have many of the same definitions and riders. What makes The Standard different is that we are a disability insurance company committed to the disability product.
continueRegional Assignments
We’ve recently made alterations to your regional sales-support lineup.
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The Protector Press is published twice a year for insurance professionals (and their staff) licensed to sell The Protector SeriesSM Individual Disability insurance from The Standard.