Need To Know How I Should Approach

[Veronica]

I have been selling life insurance but thinking for seriously about selling disability income to business owners. How should I approach them initially? Should I call them first and try and get an appointment first? Or should I just walk in their place of business and go from there? Could someone whom has been successful selling disability income policies tell me what worked for them? And also what other health products are easy to sell? Life insurance sells but I'm thinking health plans sell better. Please give me your input on this. Lead me in the right direction. As an independent agent which companies would be the best to contract with for health plans?

 

[Mark]

I have been selling life insurance but thinking for seriously about selling disability income to business owners. How should I approach them initially? Should I call them first and try and get an appointment first? Or should I just walk in their place of business and go from there? Could someone whom has been successful selling disability income policies tell me what worked for them? And also what other health products are easy to sell? Life insurance sells but I'm thinking health plans sell better. Please give me your input on this. Lead me in the right direction. As an independent agent which companies would be the best to contract with for health plans?

I copied this from the forum so you would not have to hunt it. I think this will help you. The search feature is great on the forum. I was able to find this in a hurry.

Five Ways Approach

By: Burt Misel, CLU, ChFC

Atlas: Hello, my name is Atlas. Are you the owner?

Mrs. Gatekeeper: No, he is busy, what is this regarding?

Atlas: I'm Atlas and I don't have an appointment, I was just stopping by to introduce myself before my next appointment. {Hand Card}

Atlas: Can you do me a favor?

Mrs. Gatekeeper: Yes

Atlas: Would you go ask Mr. Big if he could spare 30 seconds so I can introduce myself? OR

Mr. Big: Yes

Atlas: Great, I help business owners maximize their profit, would you have any objection to us meeting so I can show you the kind of work I do?

Mr Big: Yes/No -->

Atlas: Great how about ___ at __AM? OR

Mr. Big: What do you do?

Atlas: Mr Big, you're in business today. One day, you will be out of business, one of five ways:
1)Death
2)Disability
3)Retirement
4)Voluntary Sale
5)Bankruptcy

What I do is make sure that no matter how you get out of business, you get out with maximum profit.
With that in mind, can we meet?

Mr. Big: Yes Offer two times and dates for the appointment.


Mr: Big: No Well that is fine Mr. Big, however things do always have a way of changing. With that in mind do you mind if I stay in touch with you?

 

[Veronica]

Thank you I will print this out.

 

[HomeService]

I am comfortable going in to businesses, smaller ones, but some people are not. In the 1980's I used to mail {about 250 a week}- these disability ins lead letters , with a return card. I got two or three a week back. Pretty good return, actually.