Many advisers use disability income insurance to open doors in the business and professional market, which might otherwise be closed to them. The reason is that businessowners hear a lot about employee benefits, executive compensation and qualified plans from advanced sales specialists working in these markets, but business disability income is not an overworked topic. In fact, as LIMRA reports, only one in five small businesses own individual DI policies for business purposes.

The ten steps described below will help you get business disability prospects to recognize that a need exists, encourage them to consider your solution, and help them decide to act now!

Step 1:   Find people to see.
Step 2:   Set meetings or appointments.
Step 3:   Introduce yourself and your services.
Step 4:   Gather information about the prospect.
Step 5:   Analyze the prospect's situation.
Step 6:   Present solutions that meet the prospect's needs.
Step 7:   Close the sale.
Step 8:   Underwrite the case.
Step 9:   Deliver the policy.
Step 10:   Get referrals.

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