1. Essential Elements of Successful GSI Cases
Standard Insurance Company | The Standard Life Insurance Company of New York
Standard Insurance Company is licensed to issue insurance in all states except New York. The Standard Life Insurance Company of New York is only licensed to issue insurance in the state of New York.
Essential Elements of Successful GSI Cases
For producers only. Not for use with consumers.

2. Essential Elements of Successful GSI Cases
November 15, 2018
Essential Elements of Successful GSI Cases
Build trusting relationships
Establish your expertise and credibility
Qualify the sale
Plan
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3. Build Trusting Relationships
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4. November 15, 2018
Whether you sell individual disability income insurance on a guaranteed standard issue basis or individually, successful disability insurance sales are relationship sales.
They are personal, one-on-one, interactions that confirm in the customers’ eyes that you are worthy of their trust.
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5. November 15, 2018
This is true whether you are pitching to an owner, CEO or other decision-makers of a business, or to individual prospective customers.
And because relationships will drive success, it is essential the employer allows you direct access to employees.
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6. Establish Your Expertise and Credibility
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7. November 15, 2018
Your knowledge of what you sell matters because your customers will look to you as the expert on guaranteed standard issue and individual disability insurance.
The extent to which you are able to confirm that expertise, combined with the trust you’ve built, will determine if the employer is willing to consider your recommendations.
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8. Build Your Expertise Resources:
November 15, 2018
Build Your Expertise
Resources:
The GSI Sales Team at The Standard at
The Standard’s IDI Online Reference Product Guide
GSI Guidelines for Voluntary and Mandatory cases
GSI 101 Presentation for Producers
Selling GSI flyer
Platinum Advantage GSI Competitive Comparisons
Examples of Voluntary GSI Coverage vs. LTD alone
Examples of Mandatory GSI Coverage vs. LTD alone
The Standard’s Marketing Materials
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9. Qualify the Sale
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10. November 15, 2018
Good GSI Cases
Almost any business can be a good fit for a GSI plan. The best tend to be businesses with existing group long term disability plans in place.
Groups with many high-salary earners and/or executive tiers that offer LTD that does not cover incentive income also make good GSI prospects.
Contact for assistance.
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11. Plan (Then Plan More)
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12. November 15, 2018
GSI sales differ from traditionally underwritten IDI sales in that you must pay particular attention to planning, organization and coordination — and you must start planning early.
Instead of locating your prospects one at a time, with a GSI case you reach a group of prospective customers, possibly across different states.
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13. November 15, 2018
Given the scale of GSI cases, your organization and coordination with the companies’ benefits administrators are essential for the success of the case.
If organization and planning are not your strengths, look to include people with those skills as part of your team.
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14. Consider These Factors
November 15, 2018
Consider These Factors
GSI cases can open many doors at once, saving you time you would have spent locating individual prospects.
Your planning and organization must take into account:
the number of prospects
possibly different geographic locations of different offices
the business’s enrollment schedule
the preference of the business’s benefits administrators
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15. Contact GSISales@standard.com for assistance. We are happy to help.
November 15, 2018
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