Opens and Closes

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Lead with Platinum Advantage’s outstanding quality and value — then close with any discounts available.

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Tip: Open a conversation with a real-life example. Keep an eye out for local news stories about unexpected events that left someone disabled.

Example: “Here’s a local [insert occupation] who was fit and healthy, then out of nowhere, this [insert disabling event] happened to him or her. How would you cope if something happened to you and you couldn’t work?

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“You've learned in medical school how important it is to protect your income against disability. Let's talk about locking in coverage at an affordable price now, while you're a resident, with built-in options to increase your coverage as your income grows.”

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“I just heard that student loan debt in the United States topped $1.5 trillion. Are you carrying part of that load? Let's talk about a solution to help cover loan payments if you get sick and injured and can't work.”

Let's talk about some special discounts and rewards that can help you get all the coverage you need.

“As a business owner, you have a lot to protect… your own income, your equity and your ability to cover your overhead. Let’s talk about some special discounts and rewards that can help you get all the coverage you need.”

Use these three conversation starters for Millennials, Gen Xers and Boomers.

Millennials: “Did you know you can buy your own insurance policy to protect your income? It's a proactive step you can take to feel financially secure — and it's not tied to an employer.”

Gen Xers: “Would you be able to take time off if someone in your family were seriously ill? How would you handle the loss of income? One suggestion is to look for an income protection policy that can pay benefits when you need to be there for family.”

Boomers: “Are you changing careers or starting a business? Let’s talk about the coverage you need. If you become too sick or injured to work, monthly benefits could help you avoid dipping into your retirement assets. Business protection insurance could help you cover overhead or plan a successful exit strategy.”

“You probably have a hard time imagining yourself disabled. But let's shift the focus from just protecting 'me' to 'we.' What would happen if you had to take time off from work to care for a family member who's seriously ill or injured? Did you know there's an income protection policy that offers a unique Family Care Benefit?”

To bring the value of this benefit to life, share this first-person Family Care video.

“While we need to make sure you're buying a policy that fits your budget, this is also the time to really think through how each policy will perform for you at claim time. Let's take a careful look at the key provisions and how each may one day impact you.”

Try this to start a discussion about income protection with your Millennial clients.

“Your paycheck helps you live the life you want, have fun with your family and friends, pay for the things you need, and more. What would be your first concern about keeping your lifestyle and your family on track if you couldn't work?”

Here's a tip that goes with our article on how to advise Millennials — say it with a video. Even better, use a video that features peers sharing genuine first-person experiences. Get started at our Video Library. You’ll also find videos to help you connect and sell.