One of the biggest mistakes some producers can make when selling disability income insurance is trying to sell the product. Instead, focus on the need.
To connect with your clients (and make sales) help them understand the need of income protection and how disability income can help mitigate the consequences of the unexpected.
Here are some ways to do this:
Use a question to start the conversation. To the convey the need to your client, you need to understand their motivation. Ask questions like:
- What is important to you?
- What are your dreams and goals?
- How do you spend your money?
Once you’ve learned what makes them tick, get clients to think about what would happen if a sickness or injury put them out of work and their income stopped.
Conversations like these reposition income as the first asset to protect, not the last. This is when you can show them the solution to need: Priority Income Protection℠ (PIP).
For more information about PIP, view our Sales Idea flyer.