Mastering
LTD Blog
We take the most effective communication techniques from the world’s most renowned experts in sales, negotiation, and persuasion…
Mastering
1. Adapt them to the disability conversation.
2. Experiment with them in our client disability conversations.
3. Teach them to you – including sample scripts and conversations – in short, bite-sized articles to which you can read and/or listen.
… So that you can have conversations with your clients so that they feel respected and can therefore get protected.
Blog Index
Find the Right Article for You
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Dec 15, 2022
Jan 26, 2023
In the last blog article, we discussed how active listening is associated with a tripling of influence and simple methods for doing so. The simple explanation given for why this is the case is that people like to be listened to and understood. But why?
For many, the answer may be self-evident. People like it. No further explanation is necessary. However, if we look under the hood for a moment and explore what is happening at the molecular level, we may be able to glean some important information.
Dec 15, 2022
Dec 16, 2022
Listening is a crucial aspect of communication, and it plays a major role in building trust and influence in interpersonal relationships. Studies have shown that effective listening can lead to increased sales for salespeople, as well as stronger connections and better outcomes in various other contexts. While increased sales do not matter as a fee-only CFP, the ability to increase your influence so that a client listens to your recommendations does.
Nov 13, 2022
So, once you have permission to continue the conversation despite an initial no, where do you go now? Well, the fact that they rejected exploring a disability policy from the initial conversation indicates that there is something else – expectations of price, coverage, or prior personal experience – that is causing them to want to hold off.
Oct 24, 2022
Let’s face it. While the prior blog article is effective, not everyone you believe as being a proper fit for a disability policy is going to say yes based on following a version of that conversation. However, it should be known that a first objection is not a final no.
May 21, 2022
Sometimes it can be a struggle just to start the disability conversation. Oftentimes there can be a gut feeling that it is a simple waste of time because people have said no so many times in the past or the client has said things or fit a profile that makes you feel like they do not want disability insurance.
April 22, 2022
If you were to think about the most valuable conversations you have had in your life, it probably involves someone you trusted changing the way you think or behave regarding a specific issue. Inherent in these life-changing conversations is that the way you thought prior to the conversation was fundamentally different from how you thought after the conversation.
April 16, 2022
For one reason or the other, people are very willing to get life insurance to protect their family but not purchase disability insurance to protect their family. Both financially protect those who rely on the insured and are simply triggered in different ways – death vs. disability.
March 1, 2022
If you have read a lot of our articles, you would have seen a lot of strategies. At the end of the day, there is not only one lever to pull when talking to your client about disability. You may want to talk about it in a certain way because of your relationship with the client – friendly and casual vs strictly professional. Perhaps you want to talk about it in a certain way…
March 1, 2022
A good financial plan is evaluated based on evidence and a sound strategy – not by looking back at the 1-, 3-, or 5-year performance and comparing it to other portfolios. Just because some people win the lottery, does not mean that buying lottery tickets…
January 7, 2022
In the first part of this article series, we learned why it is important to have effective disability conversations for your business and the well-being of your clients and those who depend on them. In the second part, we discussed how we know there is a problem with having impactful disability talks with clients…
January 7, 2022
There is a massive gap between people who believe they need disability insurance and who actually have a policy. “LIMRA research shows only 1 in 5 consumers own disability insurance despite almost half (48%) saying they believe they need it – a drop of 11 percentage points from 2012…
January 7, 2022
This series of articles put into action can make a dramatic difference in improving your business and the lives of your clients and their dependents. It is a culmination of 8 years of personal experience of speaking with clients, 1000s of conversations, and techniques and ideas…
December 8, 2021
Have you heard of the 3 most common negotiation styles? Aggressive advisors, Pleasing advisors, and Cold Minded advisors.
If not, in this article you will find the main characteristics of each style and our recommendations to combine them to be a successful negotiator…
December 8, 2021
Most people mistakenly feel they are good listeners due to their overconfidence. Being overconfident in your listening skills impedes you from fully understanding your client’s motivations.
Poor listening puts a relationship in jeopardy faster than anything else. Whether you’re talking to your partner, mentor, employee, or colleague, it doesn’t matter…
December 8, 2021
Have you encountered yourself in a business meeting questioning how to lead the sales negotiation in the direction you desire without making everyone aware of this?
In this article, you will find 3 useful easy tips to achieve that goal with a smooth and easy conversation while avoiding bringing…
November 3, 2021
If you are trying to get pregnant or are currently expecting, it makes sense to get insurance now because of the not unlikely and high cost of waiting.
A typical household of healthy, new parents should not need to spend more on life insurance than the monthly cost for diapers – about $80/month…
Subscribe To Monthly Updates
Blog Index
Find the Right Article for You
1. Why Learning Persuasion, Negotiation, and Sales Techniques Are Important for Your Clients and Your Business.
- Strategy Over Outcome: Using Cognitive Dissonance in Disability ConversationsStrategy Over Outcome: Using Cognitive Dissonance in Disability Conversations
- How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 1How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 1
- How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 2How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 2
- How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 3How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 3
- Life Insurance Considerations for Expecting Parents: The Why, When, and HowLife Insurance Considerations for Expecting Parents: The Why, When, and How
- Lean Into the Negative: On Gut Punches, White Elephants, & Terrible CommentsLean Into the Negative: On Gut Punches, White Elephants, & Terrible Comments
- Using Why to Start the LTD Convo and Why Curiosity Kills Cats but Saves LTD ChatsUsing Why to Start the LTD Convo and Why Curiosity Kills Cats but Saves LTD Chats
- Getting Past an Initial No Without Souring the RelationshipGetting Past an Initial No Without Souring the Relationship
- Protecting Client’s Happiness with Disability InsuranceProtecting Client’s Happiness with Disability Insurance
2. Conversation, Communication, and Negotiation Techniques.
- Give Your Client a Disability KISSGive Your Client a Disability KISS
- Mix these 3 Negotiation Styles and Close More DealsMix these 3 Negotiation Styles and Close More Deals
- 5 Listening Stages to be a Better Advisor5 Listening Stages to be a Better Advisor
- 3 Easy Negotiation Tips to Master Insurance Conversations3 Easy Negotiation Tips to Master Insurance Conversations
- Lean Into the Negative: On Gut Punches, White Elephants, & Terrible CommentsLean Into the Negative: On Gut Punches, White Elephants, & Terrible Comments
- Getting Past an Initial No Without Souring the RelationshipGetting Past an Initial No Without Souring the Relationship
- Protecting Client’s Happiness with Disability InsuranceProtecting Client’s Happiness with Disability Insurance
3. Articles with Sample Scripts.
- Life as a Door Opener for DisabilityLife as a Door Opener for Disability
- Lean Into the NegativeLean Into the Negative
- How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 3How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 3
- Give Your Client a Disability KISSGive Your Client a Disability KISS
- Using Why to Start the LTD Convo and Why Curiosity Kills Cats but Saves LTD ChatsUsing Why to Start the LTD Convo and Why Curiosity Kills Cats but Saves LTD Chats
- Protecting Client’s Happiness with Disability InsuranceProtecting Client’s Happiness with Disability Insurance
4. Effective Frames for Handling Objections Such as Price.
- Life Insurance Considerations for Expecting Parents: The Why, When, and HowLife Insurance Considerations for Expecting Parents: The Why, When, and How
- Give Your Client a Disability KISSGive Your Client a Disability KISS
- Mix these 3 Negotiation Styles and Close More DealsMix these 3 Negotiation Styles and Close More Deals
- 5 Listening Stages to be a Better Advisor5 Listening Stages to be a Better Advisor
- 3 Easy Negotiation Tips to Master Insurance Conversations3 Easy Negotiation Tips to Master Insurance Conversations
- Using Why to Start the LTD Convo and Why Curiosity Kills Cats but Saves LTD ChatsUsing Why to Start the LTD Convo and Why Curiosity Kills Cats but Saves LTD Chats
Mastering
LTD Blog
We take the most effective communication techniques from the world’s most renowned experts in sales, negotiation, and persuasion…
1. Adapt them to the disability conversation.
2. Experiment with them in our client disability conversations.
3. Teach them to you – including sample scripts and conversations – in short, bite-sized articles to which you can read and/or listen.
… So that you can have conversations with your clients so that they feel respected and can therefore get protected.
Blog Index
Find the Right Article for You
Subscribe To Monthly Updates
Dec 15, 2022
Listening is a crucial aspect of communication, and it plays a major role in building trust and influence in interpersonal relationships. Studies have shown that effective listening can lead to increased sales for salespeople, as well as stronger connections and better outcomes in various other contexts. While increased sales do not matter as a fee-only CFP, the ability to increase your influence so that a client listens to your recommendations does.
Nov 13, 2022
So, once you have permission to continue the conversation despite an initial no, where do you go now? Well, the fact that they rejected exploring a disability policy from the initial conversation indicates that there is something else – expectations of price, coverage, or prior personal experience – that is causing them to want to hold off.
Oct 24, 2022
Let’s face it. While the prior blog article is effective, not everyone you believe as being a proper fit for a disability policy is going to say yes based on following a version of that conversation. However, it should be known that a first objection is not a final no.
May 21, 2022
Sometimes it can be a struggle just to start the disability conversation. Oftentimes there can be a gut feeling that it is a simple waste of time because people have said no so many times in the past or the client has said things or fit a profile that makes you feel like they do not want disability insurance.
April 22, 2022
If you were to think about the most valuable conversations you have had in your life, it probably involves someone you trusted changing the way you think or behave regarding a specific issue. Inherent in these life-changing conversations is that the way you thought prior to the conversation was fundamentally different from how you thought after the conversation.
April 16, 2022
For one reason or the other, people are very willing to get life insurance to protect their family but not purchase disability insurance to protect their family. Both financially protect those who rely on the insured and are simply triggered in different ways – death vs. disability.
March 1, 2022
If you have read a lot of our articles, you would have seen a lot of strategies. At the end of the day, there is not only one lever to pull when talking to your client about disability. You may want to talk about it in a certain way because of your relationship with the client – friendly and casual vs strictly professional. Perhaps you want to talk about it in a certain way…
March 1, 2022
A good financial plan is evaluated based on evidence and a sound strategy – not by looking back at the 1-, 3-, or 5-year performance and comparing it to other portfolios. Just because some people win the lottery, does not mean that buying lottery tickets…
January 7, 2022
In the first part of this article series, we learned why it is important to have effective disability conversations for your business and the well-being of your clients and those who depend on them. In the second part, we discussed how we know there is a problem with having impactful disability talks with clients…
January 7, 2022
There is a massive gap between people who believe they need disability insurance and who actually have a policy. “LIMRA research shows only 1 in 5 consumers own disability insurance despite almost half (48%) saying they believe they need it – a drop of 11 percentage points from 2012…
January 7, 2022
This series of articles put into action can make a dramatic difference in improving your business and the lives of your clients and their dependents. It is a culmination of 8 years of personal experience of speaking with clients, 1000s of conversations, and techniques and ideas…
December 8, 2021
Have you heard of the 3 most common negotiation styles? Aggressive advisors, Pleasing advisors, and Cold Minded advisors.
If not, in this article you will find the main characteristics of each style and our recommendations to combine them to be a successful negotiator…
December 8, 2021
Most people mistakenly feel they are good listeners due to their overconfidence. Being overconfident in your listening skills impedes you from fully understanding your client’s motivations.
Poor listening puts a relationship in jeopardy faster than anything else. Whether you’re talking to your partner, mentor, employee, or colleague, it doesn’t matter…
December 8, 2021
Have you encountered yourself in a business meeting questioning how to lead the sales negotiation in the direction you desire without making everyone aware of this?
In this article, you will find 3 useful easy tips to achieve that goal with a smooth and easy conversation while avoiding bringing…
November 3, 2021
If you are trying to get pregnant or are currently expecting, it makes sense to get insurance now because of the not unlikely and high cost of waiting.
A typical household of healthy, new parents should not need to spend more on life insurance than the monthly cost for diapers – about $80/month…
Subscribe To Monthly Updates
Blog Index
Find the Right Article for You
1. Why Learning Persuasion, Negotiation, and Sales Techniques Are Important for Your Clients and Your Business.
- Strategy Over Outcome: Using Cognitive Dissonance in Disability ConversationsStrategy Over Outcome: Using Cognitive Dissonance in Disability Conversations
- How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 1How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 1
- How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 2How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 2
- How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 3How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 3
- Life Insurance Considerations for Expecting Parents: The Why, When, and HowLife Insurance Considerations for Expecting Parents: The Why, When, and How
- Lean Into the Negative: On Gut Punches, White Elephants, & Terrible CommentsLean Into the Negative: On Gut Punches, White Elephants, & Terrible Comments
- Using Why to Start the LTD Convo and Why Curiosity Kills Cats but Saves LTD ChatsUsing Why to Start the LTD Convo and Why Curiosity Kills Cats but Saves LTD Chats
- Getting Past an Initial No Without Souring the RelationshipGetting Past an Initial No Without Souring the Relationship
- Protecting Client’s Happiness with Disability InsuranceProtecting Client’s Happiness with Disability Insurance
2. Conversation, Communication, and Negotiation Techniques.
- Give Your Client a Disability KISSGive Your Client a Disability KISS
- Mix these 3 Negotiation Styles and Close More DealsMix these 3 Negotiation Styles and Close More Deals
- 5 Listening Stages to be a Better Advisor5 Listening Stages to be a Better Advisor
- 3 Easy Negotiation Tips to Master Insurance Conversations3 Easy Negotiation Tips to Master Insurance Conversations
- Lean Into the Negative: On Gut Punches, White Elephants, & Terrible CommentsLean Into the Negative: On Gut Punches, White Elephants, & Terrible Comments
- Getting Past an Initial No Without Souring the RelationshipGetting Past an Initial No Without Souring the Relationship
- Protecting Client’s Happiness with Disability InsuranceProtecting Client’s Happiness with Disability Insurance
3. Articles with Sample Scripts.
- Life as a Door Opener for DisabilityLife as a Door Opener for Disability
- Lean Into the NegativeLean Into the Negative
- How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 3How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 3
- Give Your Client a Disability KISSGive Your Client a Disability KISS
- Using Why to Start the LTD Convo and Why Curiosity Kills Cats but Saves LTD ChatsUsing Why to Start the LTD Convo and Why Curiosity Kills Cats but Saves LTD Chats
- Protecting Client’s Happiness with Disability InsuranceProtecting Client’s Happiness with Disability Insurance
4. Effective Frames for Handling Objections Such as Price.
- Life Insurance Considerations for Expecting Parents: The Why, When, and HowLife Insurance Considerations for Expecting Parents: The Why, When, and How
- Give Your Client a Disability KISSGive Your Client a Disability KISS
- Mix these 3 Negotiation Styles and Close More DealsMix these 3 Negotiation Styles and Close More Deals
- 5 Listening Stages to be a Better Advisor5 Listening Stages to be a Better Advisor
- 3 Easy Negotiation Tips to Master Insurance Conversations3 Easy Negotiation Tips to Master Insurance Conversations
- Using Why to Start the LTD Convo and Why Curiosity Kills Cats but Saves LTD ChatsUsing Why to Start the LTD Convo and Why Curiosity Kills Cats but Saves LTD Chats
Dec 15, 2022