Two Great Producers Point Out Some Great Reasons to Sell DI
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I would never knock the enthusiasm of any producer in any particular market, because the fact of the matter is that if someone is selling a lot, they typically have tons of passion about what they’re selling. Having said that, there’s something uniquely passionate about the successful disability insurance (DI) producer.
I recently talked to two of the nation’s leading disability insurance producers about the state of their business in particular and the broader DI market in general, and that passion is evident in our discussions. Irwin C. Cohen, founder and president of Affiliated Financial Specialists, Ltd., and John F. Nichols, MSM, CLU, DIA, president of Disability Resource Group, Inc., are two of the finest DI producers in the business today, and they were both gracious enough to share their thoughts on where we are with DI today, where DI is headed, and how other producers can make this market their own.
I started the conversation by asking about their respective starts to 2014, and how their first-quarter results looked. I also asked specifically about whether they were ahead or behind where they had projected themselves to be. Mr. Cohen told me, “The first quarter of 2014 has been a strong quarter. We are a little bit ahead of last year. The main reason we’re ahead is simply from being in motion and producing and being focused. With a high level of focused activity, good things tend to happen and production grows. I'd like to be much further ahead than we are, but business is good.”
Mr. Cohen continued, “In your question to me, you asked if I was behind, and if I were behind, why would I think that is. Well, I'm fortunate not to be behind. I think the main reason a producer might be behind would come down to activity and work habits. The nature of this business is cause and effect. When the producer makes a lot of calls with the intention of helping people, good things happen and production will grow, assuming the producer is focused and reasonably good at what he or she does.”
In response to the same question, Mr. Nichols said, “My first-quarter results have been flat compared to last year. We are where we expected to be after a strong close to 2013. The pipeline is filling up; however, there is always room for more.”
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