The Power of the Personal Disability Income Policy

From the desk of W. Harold Petersen –

A simple product – an insurance policy has no chrome strips, no moving parts; we can’t wear it, sit on it, eat it or even hang it on the wall to show our friends.  It is a piece of paper usually condemned to a dark and dusty drawer, forgotten except in the event of making a claim or at the time of premium renewal.

A product that needs romancin’ – to succeed in our business and to convince our clients of their needs and solutions, we must paint word pictures enabling the client to visualize the power of the policy.

A product of words – we become verbal artists and word merchants.  We have the duty of teaching Personal Economics to our clients and prospects – from nowhere else do they receive this knowledge and information.

A product of intellect – the product is designed to fight a predetermined financial strategy and to perform an important future economic function, a function that will provide a solution to an otherwise financially devastating event.

A product that will react to triggering events – it springs from its solitude to produce money when needed and to counteract a potentially ruinous economic condition.

A product that is failsafe and absolutely economic – the product honed and perfected with time, produced by a precision-perfect firm and backed with a safety net of dependable guarantees.


Welcome to the Producer Zone

The rapid evolution of technology over the last two decades has changed the business world forever.  Slowly fleeting are the glory days of the salesperson and the insurance broker.  Those making deals face-to-face with witty dialogue and a handshake must now turn their attentions toward text messages, conference calls and computer chats.  The life and health insurance industry of the 21st century is now focused on automation in almost every aspect, including sales, underwriting and policy delivery.  Computerization is not limited to a carrier’s home office either.

Agents and brokers as well have a multitude of… Read More


Targeting Both Ends of the Age Spectrum

As of 2015, Millennials outnumber Baby Boomers in the United States by almost eight million and represent more than a quarter of the American population.  Our greatest sources of prospective clientele now fall upon the youth and those nearing retirement – opposite ends of the spectrum.  As an industry, specifically in the life and disability insurance markets, we must cater to both of those demographics if we are to grow our businesses.  But how do we focus on groupings of persons who seem to be so different including their values, ideologies and lifestyles?  We must wear different hats at different times.  We must be flexible and embrace sometimes contradictory marketing methodologies. Read More