Small businesses offer a unique sales opportunity for brokers interested in selling disability insurance, as many might have underestimated the need for coverage. However, this clientele can make for a challenging sell, as these companies might have small budgets and even smaller — perhaps nonexistent — HR departments.
To help make the sale and cultivate customer loyalty, position yourself as an expert by connecting small business clients with a carrier that can anticipate and handle their unique needs. These four tips can open the door to future sales and referrals.
1. Emphasize the importance.
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