1. Four Essential Elements of Successful Voluntary Guarantee Issue Cases For producer use only. Not for use with consumers.

2. 14950 Essential Elements of Successful VGI Cases (12/09) ©2009 Standard Insurance Company 1.Build trusting relationships 2.Establish your expertise and credibility 3.Qualify the sale 4.Plan Contents

3. 14950 Essential Elements of Successful VGI Cases (12/09) ©2009 Standard Insurance Company 1. Build trusting relationships Whether you sell individual disability Income insurance (IDI) on a guarantee issue (GI) basis or individually, successful IDI sales are relationship sales: personal, one-on-one interactions that confirm in the customers’ eyes that you are worthy of their trust.

4. 14950 Essential Elements of Successful VGI Cases (12/09) ©2009 Standard Insurance Company 1. Build trusting relationships (continued) This is true whether you are pitching to an owner, CEO or other decision- makers of a business, or to individual prospective customers themselves. Because relationships will drive success, it is essential the employer allows you direct access to employees

5. 14950 Essential Elements of Successful VGI Cases (12/09) ©2009 Standard Insurance Company 2. Establish your expertise and credibility As with many important products, your knowledge of what you sell matters. Your customers will look to you as the expert on voluntary guarantee issue and IDI. The extent to which you are able to confirm that expertise, combined with the trust you’ve built, will determine if they are willing to consider your recommendations. Resources The Protector Series Product Guide, form 9251.The Protector Series Product Guide Voluntary Guarantee Standard Issue Guidelines, form 10437VGSI.Voluntary Guarantee Standard Issue Guidelines Click on Select your area of interest at the top of this page and then select the items under GI & Multilife.this GISales@standard.com.

6. 14950 Essential Elements of Successful VGI Cases (12/09) ©2009 Standard Insurance Company 3. Qualify your sale Is your prospective group a good candidate for Voluntary Guarantee Issue? If you are not sure contact GISales@standard.com for assistance. GISales@standard.com Resources How to spot a Guarantee Issue Case, form 13409PPT.form 13409PPT The perfect Guarantee Issue Case, form 13440PPT.form 13440PPT

7. 14950 Essential Elements of Successful VGI Cases (12/09) ©2009 Standard Insurance Company 4. Plan, then plan more GI sales differ from regular 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 GI case you can reach a group of prospective customers, possibly across different states. At the scale of a GI case, your organization and coordination with the company’s benefits administrators are essential for the success of the GI case. If organization and planning are not your strengths, include people with those skills as part of your team.

8. 14950 Essential Elements of Successful VGI Cases (12/09) ©2009 Standard Insurance Company 4. Plan, then plan more (continued) GI access opens many doors at once and saves you time you would have spent locating individual prospects. Now 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.

9. 14950 Essential Elements of Successful VGI Cases (12/09) ©2009 Standard Insurance Company Next Go back to step one.

10. 14950 Essential Elements of Successful VGI Cases (12/09) ©2009 Standard Insurance Company Return to Table of Contents