Balance The Emotional Scale For Career Professionals

To initiate such a discussion, I start by asking a simple question: Do you need your income? No matter the answer, this question can be used to engage prospects and prepare them to consider the role disability income insurance can play.

Cool Cucumbers may be the most skeptical and say they don’t need supplemental or individual disability income insurance because they don’t need an income, have it all figured out, or the chances of actually needing the protection are too remote. The reality, I find, is that most do not have a plan established should they lose their income for an extended time due to a sickness or injury.

For those who have group long-term disability coverage through an employer, most are unable to explain how the plan works or what benefit it pays. To break through, this group may benefit from envisioning or talking through how their lifestyle would be impacted if they were forced to live on their group plan, and hearing about the need to protect their accumulated assets.

This exercise could include an analysis of how the group LTD plan works and the potential limitations of these group plans. Also discussed should be which expenses would be covered and which areas may not. At this point, the conversation is about helping them see accurately their current situation, the exposure/risk associated with a disability and the impact of their decision to secure additional coverage or not.

Also, since you’re starting with a simple question that has a variety of answers and providing follow-up information to help them see a strategy, you can avoid alarming nervous advertising/marketing executives. To keep this group focused on the strategy, it’s best to establish some easy ground rules. First, I let them know there’s a limitless supply of novice questions they can ask. Next, I let them know I realize that sometimes thinking about personal cash flow can be overwhelming, and some surprises may pop up when we review their situation. It’s my intent to make sure that their net income when disabled is as close as possible to their net income while healthy.

People who are anxious or uncomfortable talking about their cash flow typically do not focus on statistics. I find they are less concerned about product features (what it is), but rather what it does (product benefits). If this is the case, the conversation should focus on having the prospect tell you in their own words how they would pay their bills if they were sick or hurt and could not work. Follow up by asking how not having an income over the next 1 to 10 years would impact their lives. Start them thinking about what they would like to do without.

Next, by reviewing a simple worksheet together, you can demonstrate that you understand their individual situation. When they can see the numbers in front of them, the process becomes less daunting. Plus, they can take the worksheet with them to review later with their spouse, if necessary. I try to avoid overwhelming people with sales literature. If they request additional material, I direct them to an online resource center for more information. Many times after taking individuals through my presentation, they decide to move forward in securing the supplemental coverage on the spot. When this is the case, we simply complete a paper or online application.

Can tapping into the emotional sale with career professionals help you grow your worksite business? The answer depends on your ability to reach people on an emotional level and communicate your message with confidence and passion. Newer agents may feel they need to do a better job to make sure people understand what the offer is before they object to a meeting. Again, disability income insurance needs to be sold, so if you experience a worksite marketing situation where a few people just don’t have the time to meet with you, let them know there is a specific window to either “accept” or “decline” the offer. You need them to make a thoughtful decision and to take action either way

Setting expectations upfront helps solidify the sale. Make sure your worksite clients understand their coverage, their opportunities to “buy up” and all supporting services that accompany their policy, including toll-free service telephone lines and assistance programs. Again, it is important for them to understand that they must take action within a certain timeframe.

Once employees become policyholders, be sure to contact them annually to review their policy and determine if any changes need to be made to their coverage to accommodate their changing needs. Keeping in touch can also provide an opportunity to establish an ongoing dialogue and share information on other products and services you think would be appropriate for them to consider. If you’re able to educate them once, you may become an advisor for the next financial protection product decision.

Finally, with a bit of preparation, knowledge and experience, you can soon be on your way toward reducing the anxiety level of worksite “Nervous Nellies” and making “Cool Cucumbers” sit up and take notice.