Don’t Be That Guy

[xrac]

Don

 

[somarco]

A guy I knew with Mass Mutual used to lead with DI, not life. He said it was an easier sale because you are appealing to vanity and self preservation.

He wrote quite a bit of DI and a fair amount of life.

 

[Pangaea]

A guy I knew with Mass Mutual used to lead with DI, not life. He said it was an easier sale because you are appealing to vanity and self preservation.

He wrote quite a bit of DI and a fair amount of life.

Makes sense, he probably started his pitch talking about how the likelihood for injury during ones working years are far greater than death, hence the need for DI when considering a comprehensive insurance solution.

 

[scagnt83]

Great article! And very true.

Of course there is another ending to that conversation:
"Im sorry Mrs. Client; I showed him a DI policy and he never would take it..."

had one of those the other day unfortunately

 

[xrac]

If you lead with Disability you are not competing with every other life insurance salesman.

 

[Pangaea]

If you lead with Disability you are not competing with every other life insurance salesman.

Boom goes the dynamite.

 

[BNTRS]

If you lead with Disability you are not competing with every other life insurance salesman.

Yup, just DI underwriters

 

[xrac]

Yup, just DI underwriters

You got that right.

 

[VolAgent]

Yup, just DI underwriters

And sadly they tend to win!

 

[Norwayguy]

The underwriters win because so many people that are interested in DI already have a medical condition that leads to a higher percentage of DI and the client knows it.