Winter 2008
Sales Tips
If you are not already doing so, why not set up a system to remind you of the anniversary of your disability and life insurance sales? You have already done the work of establishing relationships with your customers, so anniversaries are a good time to follow up to find out if your customers have had a change in lifestyle, like a new home, new job, promotion, new family, or if they became business owners.
Follow up with existing customers
If there have been such changes in your customers’ lives, as you revisit their insurance needs, remember to consider if they have sufficient individual disability insurance (IDI) protection.
Future Purchase Option
If you previously sold IDI to your customers, in addition to considering if coverage kept up with their current needs, don’t forget to determine if it is in their best interests to exercise their Future Purchase Option Rider.
The Standard has two new tools that can help you gain your customers’ attention if you like to follow up by mail: What’s New Card (form 13077), fits into your existing business envelopes and can be mailed with a letter and marketing materials, and a new envelope stuffer What’s New Stuffer (form 13077DIY-A), that you can personalize online and then send to your print shop for insertion into direct mail campaigns. A desktop version of What’s New Stuffer (form 13077DIY-B) is also available and formatted to print from a color copier so you can print a few at a time.
Second Chance Underwriting
For those hard-to-place cases, take a look at the underwriting options available under Second Chance UnderwritingSM at The Standard. To find out more, please refer to Second Chance Underwriting Flyer (form 13653).
Make Good Use of Existing Marketing Resources
Point of sale brochures and flyers, mailers, presentations and educational pieces help you make a good impression, get your foot in the door, and leave something behind that will give your prospects reason to call you again.
- New Educational Resource
The new Consumer Educational Brochure (form 12667), is a 24-page brochure that will support your sales to all customers who may not be familiar with the specifics of disability insurance or the financial needs of income replacement. You may find it especially valuable as a conversation starter and for the kinds of individuals, like accountants and engineers, who like to have a bit more information to mull over as they make a decision. - Customers Who Already Have LTD
When you are working with prospects who already have LTD, the new Consumer LTD Brochure (form 12432,), will support your efforts. Its charts show the clear benefits of IDI when combined with LTD. - Introducing IDI
If you are introducing someone to IDI for the first time and you would like a short marketing piece that speaks to the need for IDI, the revised brochure (form 8654,) may work well for you. It addresses the need for IDI and includes compelling statistics.
Another good introductory option is The Protector Series Consumer Brochure (form 9224), which includes an overview of all IDI products at The Standard and tells two real-life disability stories.
The Standard has many preprinted as well as customizable sales aids available for your use with customers. We are continually adding to or updating existing offerings, so browse often, and order or download what you need 24/7 on our website.
What’s your market?
Some successful agents target one market, such as small business owners, the blue and gray-collar market, or specific occupations.
Don’t forget buy/sell and business overhead insurance
Among the materials The Standard offers to support sales to small business owners is the Small Business Owner Flyer (form 12895). In addition to individual disability income insurance, business owners have needs that can be met by The Business ProtectorSM disability business overhead insurance and The Business Equity ProtectorSM business buy/sell funding insurance.
These products can help tie-in your sales — and commissions — while providing important protection for business owners.
Just say “No”
Sometimes you just want to say “no” to income documentation, medical exams and testing, attending physician statements and personal history interviews. You can do so when you submit applications under Old Fashioned UnderwritingSM at The Standard.
Old Fashioned Underwriting is available for The Protector+SM and The ProtectorSM individual disability income insurance, and The Business ProtectorSM business overhead disability insurance. To find out more, please see the Old Fashioned Underwriting Flyer (form 13485).
Market IDI to your financial services and life insurance customers
Be the expert who provides the complete portfolio of important insurance protection. As you establish relationships and trust with your customers, the more assistance you can offer to help them make informed decisions about their financial security, the more they will turn to you for advice.