Did You Know?
Weekly Insurance Sales Tips & Tools

Did You Know is a weekly Life and Living Benefits Insurance Tips & Tools e-mail to remind or help you with the nuances of selling and servicing your client’s insurance needs.

Helena has some terrific advice in her newsletters. Her content is clear and valuable.
Wayne Cotton, Cotton Systems Inc.

• Persistency: Insight into its impact on the value of your Book

  Did you know that from actuaries to brokerage managers folks in our industry don’t look quite as hard at any other metric then PERSISTENCY?!

• David Chilton author of The Wealthy Barber observations about Canadians and Their Advisors

  David Chilton, author of The Wealthy Barber, makes observations about Canadians and their Advisors. Learn from David’s observations with these practical sales tips!

• What’s old is new again with a twist!

  The most effective way for you to get noticed in today’s technological world is not with the technology you use every day. Learn the best way to catch your clients’ attention!

• Powerful Words Get Clients Returning Calls

  Did you know that you can increase your number of voice messages to returned call ratio by adding a few powerful words to your voice message? What are they? Obligation and duty of care! A message that says “My life licence and duty of care responsibility obligates me to call [read more]

• Do this and increase your insurance sales results by at least 17%

  A recent study in the Harvard Business Review proved that sales increased by 17% just by a salesperson mimicking a client or prospect.

• Tips from a Top Underwriter

  Did you know that one of the smartest things you can do to help your client’s applications get through underwriting with the best possible rating is to take the time to get the answers to the medical questions on the application even when a paramedical is required?

• The Life Insurance Oxymoron and Sales Opportunity

  An oxymoron combines contradictory terms, and so too does the endowment. Endowments are typically comprised of the two components of permanent life insurance – the first being the protection component and second being the cash accumulation component.

• Critical Illness – “It’s too expensive.”

  I coached an advisor recently who was unable to convince his brother to buy critical illness insurance two years ago, choosing instead to ‘self insure’.

• Critical Illness Insurance on Children – Avoid a nightmare like this one!

  Did you know that even when mom and dad have ‘good jobs’ the expenses associated with a child’s critical illness cannot always be covered with earned income?

• Selling Life and Living Benefits Insurance – It is not about the product!

  Did you know that a great sales person is not “wired to product” they are wired to solving problems?

• Melanoma – Chris Thompson’s Critical Illness Story

  When I purchased my Critical Illness coverage, I chose Canada Life’s Paid Up at 65, coverage to 75 with Return of Premium at expiry. I knew there was a possibility that I could experience one of the covered conditions before the coverage expired at age 75, however, I was more confident that I would be collecting all of my premiums at my 75th birthday.

• A Subscriber Shares His Personal Critical Illness Story

  Did you know that having a Critical Illness policy can not only save your financial life but it can open up opportunities to advance your life?

• Finding Lost Insurance Policies

  Financial advisors: does your family know all the details of the things you have taken care of in the event of your death?

• Prospecting – Are you referable? Part 2

  Referrals are given more easily when we show up as professionals & reflect positively on the person that refers us. Click now for more referral tips.

• Prospecting – Are you referable?

  Did you know that most of us believe that without a doubt we are referable, but fall a little short when measured against the Strategic Coach’s (Dan Sullivan’s) four referability criteria? These 5 important tips can make or break a referral.

• Let’s Talk About Prospecting

  Increase your chances of success with selling life insurance by looking for people who meet these five criteria. Click to learn more!

• Policy Ratings & Declined Applications

  Learn how to handle client questions like “is it legal for insurance companies to refuse to insure children with autism?”

• Insurance Protection for Executors

  Did you know that in Canada it is now possible to buy an insurance policy to protect you if you become an executor or trustee and you fear being sued by dissatisfied heirs?

• True Feelings About Life Insurance Quiz!

  This quiz created by LIMRA helps you and your clients identify how you and they manage risk and make important financial decisions.

• Paramedicals After the Holiday Excesses

  Did you know that after the excesses of the holiday season it is more important than ever to prepare and coach your clients to have the best Paramedical experience – especially because lots of people get wound up just thinking about their blood pressure being taken?!