1. Total Income Protection Series
How to sell a DI policy in 15 minutes
Dixon Wells

2. Get an outline in your head
Sell the need
Close the need
Sell the solution (product)
The policy pays in three ways
Guarantees
Close the product
Sell the premium
Close the premium
For financial professional use only. Not for use with consumers or the public.

3. How can employees and owners be compensated?
Salary
Bonus or Commissions
K-1
Pension
Health/employee benefits
Technology – computers, tablets, phones
Perks – golf & health club memberships, Costco, etc.
For financial professional use only. Not for use with consumers or the public.

4. Need for individual disability insurance
Avg. Age
Number of people in the group 1 2 3 4 5 6 25
58%
82%
92%
97%
99% 30
54%
79%
90%
96%
98% 35
50%
75%
88%
94% 40
45%
70%
84%
91%
95% 45
40%
64%
78%
87% 50
33%
55%
80%
86% 55
25%
43%
57%
68%
1 Odds of incurring a disability of 90 days or longer. Before age 65. Based on Commissioner’s Individual Disability Table B – Equally Weighted, All Occupation Classes, Unisex.
For financial professional use only. Not for use with consumers or the public.

5. What disables a client
Source: Principal Disability insurance claims payments issued in The above is for illustrative purposes only and is not intended as an inclusive representation of all claims.
For financial professional use only. Not for use with consumers or the public.

6. Where is the money going?
Major Current Expenses
Major Future Expenses
Day to Day Expenses Nobody thinks about
Health insurance premiums
School supplies
Rec leagues
House maintenance
Car maintenance
Social outings
Family commitments
For financial professional use only. Not for use with consumers or the public.

7. Close the need

8. The policy pays in 3 ways Total disability Partial disability
Catastrophic disability
For financial professional use only. Not for use with consumers or the public.

9. Total disability
If you cannot work in your job and are not working in any other job we consider you totally disabled
We cannot force you into a new occupation
Regular Occupation – you receive 100% of your benefit even if you can’t do your job but go to work in another job
For financial professional use only. Not for use with consumers or the public.

10. Partial (residual) disability
If you cannot work in your job full time and suffer a 20% or greater loss of income we will pay a partial benefit
We apply the percentage loss to the total disability benefit
For financial professional use only. Not for use with consumers or the public.

11. Catastrophic disability benefit
If you cannot perform 2 of 6 Activities of Daily Living; or
Cognitively impaired; or
Presumptively disabled
We pay an additional benefit of up to $8,000 per month
For financial professional use only. Not for use with consumers or the public.

12. Will this policy be there for me in the future?
Renewable for life
Guaranteed premiums through age 65
Benefits cannot be changed through age 65 unless the client changes them
For financial professional use only. Not for use with consumers or the public.

13. Close the policy benefits
Do you feel like this policy would protect you adequately?

14. Taxation Policy premiums are usually not tax deductible
Policy benefits received by disabled owners are tax free
For financial professional use only. Not for use with consumers or the public.

15. Sell the premium Try to get the premium at 2% or less of gross income
Ask for the sale and shut up
What are you going to do when they say, “I am going to think about it”
For financial professional use only. Not for use with consumers or the public.

16. Close the premium

17. Thank you
For financial professional use only. Not for use with consumers or the public. Disability insurance has limitations and exclusions.
No part of this presentation may be reproduced or used in any form or by any means, electronic or mechanical, including photocopying or recording, or by any information storage and retrieval system, without prior written permission from the Principal Financial Group®.
Disability insurance from Principal® is issued by Principal Life Insurance Company. Des Moines, IA ,
Not a Deposit | Not FDIC or NCUA Insured | No Bank or Credit Union Guarantee | May Lose Value | Not Insured by any Federal Government Agency
Principal, Principal and symbol design and Principal Financial Group are trademarks and service marks of Principal Financial Services, Inc., a member of the Principal Financial Group.
DI9805│ 01/2018 │ ©2018 Principal Financial Services