How would you answer this objection: Why do I need it? I'm young and healthy.
That's exactely why you need CI. Who survives healthy or unhealthy
100
Who is more likely to survive a critical illness, healthy or unhealthy?
Healthy
100
What does a good sales person and a good lawyer have in common?
Only ask questions when they know how prospect or witness will answer
100
Does life or critical illness insurance have greater urgency?
Critical Illness
200
In what year was the first CI policy sold?
What is 1983
200
How would you answer this objection: Critical Illness protection is expensive.
Either % of premium or cup of coffee
200
The three realities of health are?
Incidence
Survival with consequences
Randomness
200
One question you can use to open a discussion of critical illness?
Two types of break-ins, old or modern planning, old or new mortgage insurance etc.
200
For fully underwritten CI, when should brokers talk about the possibility of a rating?
Before even taking app
300
Many initially thought this was the key to selling CI.
What are Stats
300
How do you answer this objection: $50,000-that's not a lot of money.
Then write me a check for $50,000
300
Name five ways a CI benefit can be used.
Uncovered medical costs, asscessing medications, not-traditional treatment, supplement DI, mortgage and bills, retrofit home/car, comforts during treatment, vacation, spouse time off from work, vacation
300
What car analogy relates disability income and critical illness?
Disability income is the brakes and CI is the airbag
300
What do we know about a business owner that has a great accountant?
he/she is deducting everything and doesn't have enough DI
400
What is the difference between old and modern planning?
Old planning is life insurance. New planning life ins and critical illness
400
What are the four most important questions?
Who do you know who has been diagnosed with cancer, had heart attack or stroke?
Was it expected?
Was there emotional or financial stress?
Would cash have helped?
400
How do you determine the correct CI benefit amount?
You don't! Ask prospect: If you were diagnosed, what are your immediate concerns? If it were me, this is how I would like it to look.
400
Home Depot sold two million drills. When customers purchased the drills, what were they wanting?
Holes!!!!!!!!
400
What are the two types of break-ins?
Insured and Uninsured
500
Approximately 60% of the CI sales in the UK are sold this way.
What is as mortgage protection
500
What is non-critical insurance?
Write a check every Jan 1, and it guarnatees no major health crisis for you or your family.
500
One way to present premium is?
% of benefit or daily cost basis such as cup of coffee or snack each day
500
It's not about the product, what is it about?
What the product does?
500
What underwriting tool will help placement rate with fully underwritten cases?