Tips for DI Prospecting

With May being Disability Insurance Awareness Month, now is the perfect time of year to bolster your DI sales with the promotion of income protection to your clients.

DI should be the cornerstone of every sound financial plan. The economic safeguard of one’s most important asset – their ability to earn a living – is absolutely paramount. Without a steady paycheck, your clients and their dependents face financial ruin and a future of uncertainty.

In order to help with the advancement of the disability industry in general and to support the Disability Insurance Awareness Month, here are some tips and suggestions to get you there:

• Prospect for new sales amongst your previous clientele. Your greatest marketing resource is your own book of business.
• Use business policies like Key Person and BOE coverage to open the doors to more cross-selling opportunities.
• Don’t be hesitant to up sell your clients. Excess individual or GSI (guaranteed-issue) plans are the perfect additions for your high-net-worth clients who don’t already have sufficient levels of DI.

The successful promotion of disability insurance is important to everyone – not only for long-term commissions but for the financial well-being of your customers.

Author: Joseph Russo is an Underwriter and Account Executive at Petersen International Underwriters. With over 15 years in the financial services industry, Russo is a “specialty market” life and disability insurance expert. He is also the Editor-In-Chief of Petersen International’s weekly publication The Communicator. Russo can be reached at Petersen International Underwriters: 800-345-8816. Email Joe Russo.