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.

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Dec 15, 2022

two individuals sitting at a desk, engaging in conversation and listening attentively to eachother

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.

2. Conversation, Communication, and Negotiation Techniques.

3. Articles with Sample Scripts.

4. Effective Frames for Handling Objections Such as Price.

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.

2. Conversation, Communication, and Negotiation Techniques.

3. Articles with Sample Scripts.

4. Effective Frames for Handling Objections Such as Price.

Dec 15, 2022