The Standard is a marketing name for Standard Insurance Company (Portland, Oregon), licensed in all states except New York. Products and availability vary by state and are solely the responsibility of Standard Insurance Company.
To Get Meaningful Answers, Ask Great Questions
How to Get Your Clients to Open Up
When meeting new or prospective clients, learn more about them and their financial needs by asking the right questions. The information you learn will help you guide them to solutions that are right for them.
Ask both direct and open-ended questions. Get started with direct questions, like “What are your goals for retirement?” and “When do you plan to retire?” These easy-to-answer questions can help clients warm up to the conversation.
Ask open-ended questions to start a fuller dialogue and get more meaningful information. For example, you can say, “Tell me about your last investment advisor.”
Use these suggested questions — or come up with your own — to help get the conversation going.
- Who have you used in the past for investment advice?
- Who, besides yourself, is involved in the decision-making process?
- What brought you in today?
- What do you like the most/least about your investment portfolio?
- What are your goals for your retirement?
- Where do you go to find financial information and advice?
- Where else do you invest your money (have a banking relationship)?
- When do you plan to retire?
- When do you expect to start taking income from your investments?
- Why do you currently bank here?
- Why are you seeking a financial advisor?
- How have you gone about making financial decisions in the past?
- How would you describe yourself as an investor?
- How do you want me to follow up with you?
- Tell me about your best/worst investment experience and why.
- Tell me about your last investment advisor.
- Tell me how much risk you are willing to accept.
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Annuities are not (a) insured by the FDIC or any federal government agency, (b) deposits of or guaranteed by any bank or credit union and (c) a provision or condition of any bank or credit union activity. Some annuities are subject to investment risk and may lose value. A surrender charge may apply during the surrender period, and a 10% penalty may apply to withdrawals prior to age 59½.
Jared's Story: Time for Family
Age: 36 - Occupation: pediatrician - Married, one child
How the Family Care Benefit provided the ability to care for a loved one
Jared's daughter was born with a heart defect. They visited multiple specialists to diagnose the condition and determine the appropriate treatment. Then his daughter underwent surgeries, hospital stays and months of follow-up appointments. Benefits from Jared’s Platinum Advantage policy helped make up for the income lost when Jared spent time away from work to attend physician appointments and to be with his daughter in the hospital and throughout her extended recovery — providing peace of mind during a trying time.
Supportive Office Equipment
Age: 42 - Occupation: accountant - Married, no children
Assistance on the road to recovery through a rehabilitation program
Jody's role as an accountant at a small firm requires a lot of computer work. After sustaining a serious back injury from a car accident, Jody was totally disabled under her Platinum Advantage policy. Jody’s doctor recommended she purchase assistive equipment to help her work comfortably at her desk without aggravating her condition. She was able to return to work full time after participating in a rehabilitation program in which expenses for a sitstand desk and other ergonomic accommodations were paid for under her Platinum Advantage policy. These modifications helped ensure she could return to work safely, without hindering her recovery.
David's Story: Starting a Medical Career
Age: 33 - Occupation: dermatology physician - Single, no children
Benefits that match career growth through the Benefit Increase Rider
David is completing his dermatology residency and just accepted an offer at a private practice. Before the end of his residency, he purchased a Platinum Advantage policy that included the Benefit Increase Rider, knowing his income will rise significantly after he starts his first post-residency job. The benefit also will allow his policy to grow with him as he progresses in his career and receives additional salary increases. David values the fact that his coverage going forward will match his developing career.
Jason's Story: Accidents Happen
Age: 35 • Occupation: orthopedic surgeon • Married, two children
Finding work in a new occupation with the Own Occupation Rider
Jason injured his right hand in an accident and was unable to return to his job as an orthopedic surgeon because he couldn't perform surgery. Due to his medical training, he was able to return to work as a family medicine physician. Jason was considered totally disabled in his regular occupation as an orthopedic surgeon — even though he earns an income from another occupation as a family medicine physician — because of the own occupation definition of total disability included in his Platinum Advantage policy. Because of this, he receives the policy's full basic monthly benefit, in addition to the income he receives in his new position.