1. Guardian Disability Insurance Brokerage www.DisabilityQuotes.com Secrets To Success with Guardian’s ProVider Plus Disability Insurance Policy

2. Define The Market …Who Wants This Stuff?

3. What Occupations Want Disability Insurance? …A lot easier to sell to people who want it

4. Why People Buy Disability Insurance …In their own words… http://www.disabilityquotes.com/occupations/whydi.cfm

5. The Basics of a Disability Insurance Sale  Throw out the statistics, I never use them.  It is either a selfish sale, or sale of love of family.  Most people don’t care about product differences, just that the one they own is the best, and why.  Exception is covered as well for people who study products.  They need to understand the product as a solution for them specifically.  They want to know why “Their” DI policy is “Special”  Extremely rare for anybody to say they don’t need it.

6. Basics of ProVider Plus …The Boring Stuff…But You Need To Know It!  Renewability ●Non-Cancellable & Guaranteed Renewable  Definition of Total Disability ●Own-Occupation / Medical Specialty Language  Optional Benefits ●X45 Graded Lifetime Extension  Optional Riders ●COLA ●FIO ●AIR ●GDR ●Residual

7. Residual …The Secret Power Behind ProVider Plus  You As An Example ●Unlimited Recovery Benefit ●Price for Success ●Instant Relationship to Client  Client Translation ●Dentist, Physician, Attorney, Business Owner, Sales ●Rebuild Business / Practice / Commission Level ●Time ●Comparison to any other product in industry − Limited Recovery Benefit Spelled Out

8. Other Tips for DI Success ….or at least what works for me.  Don’t Underwrite Your Own Applications ●Use TeleMed, or have staff do it.  Never Fight With Underwriting over riders, ratings, etc… ●Maintains your sanity ●DI Underwriting is a pain, let somebody else do it.  Have A System for FIO’s every year. ●Automate it….letter, email, app, etc…  Sell RPP, BOE, Buy-Out, and BRT whenever possible. ●Increase retention, increase commissions

9. Thank You For Your Time & Your Business…. Any Questions? Guardian DI Brokerage 1355 Piccard Drive, #380 Rockville, MD 20850 Toll Free: 888-513-2300 Fax: 240-683-8334 www.DisabilityQuotes.com