Your existing book and guaranteed issue DI: A driven producer’s formula for huge success
Let’s be real. It is extremely difficult, and sometimes seems downright impossible to make a fortune doing anything – including playing the lottery, let alone selling insurance.
You work eight to 12 hours a day, five maybe six days a week. You are used to the daily grind, and you make a comfortable living, but you don’t think you’ll ever be super rich. Don’t worry – you are right in line with 99% of the population of insurance professionals.
But there is that small fraction of advisors who are visionaries and true entrepreneurs who won’t stop at anything before they succeed beyond most of our wildest dreams. These are the doers, and these are the men and women who can make millions selling disability insurance. If you aren’t already, you can be one of those visionaries, and today's carriers can help you find your own wealth spring. You don’t have to be the world’s best salesperson, but you must be resourceful, creative and driven.
The key to your future success is guaranteed issue disability insurance – a multi-life, supplemental disability program designed to lucratively bridge the gap between the employee benefits market and the high-limit disability market. The coverage is simply a gem, already hugely successful and will provide you with many opportunities to earn your fortune.
The plan, the tool, is there for your using, but taking that first step can be daunting. To begin making your dreams come true you must access your greatest marketing asset – your existing book of business. The names found in your client files are the clues to unlocking the multi-life magic of excess disability insurance. Think of your current clients and prospects as a network of “door openers” to companies that require more disability insurance for their executives and partners. We have found that most American business entities are in need of excess DI in some form or another. You are the professor who can educate these professionals of the risks they face with their income on the line. The most important step is getting in the door, putting your idea in front of someone that can make decisions or influence those that do.
Carriers can help walk you through making the pitch and provide you with the necessary marketing materials, but you need to make the introduction and to ultimately acquire a census of eligible employees/employers. Your carriers will help with the rest. Other than the giant, continual commissions you’ll score, you will most notably be able to instill in the client that the program you’re providing them will financially protect their employees, partners and colleagues better than any other available group disability option. A properly designed and executed GSI disability plan will allow the corporate entity huge group discounts, saving the company thousands of dollars per year, making you their favorite and go-to broker in the future.
Making a fortune in any insurance market in any economy is not an easy venture. But if you take our advice and consider an excess disability product, we will show you just how impressive the potential business can be.
Robert Clark, DIA, is the director of business development at Petersen International Underwriters, a Lloyd's of London Coverholder. He assists producers and employee benefits specialists with their client's disability financial planning and has spoken at many trade events around the nation as a certified Disability Income Associate. Robert can be reached at (800) 345-8816 or Robert@piu.org.
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