Four Essential Elements of
Successful Voluntary Guarantee Issue Cases
For producer use only. Not for use with consumers.
Contents
1. Build trusting relationships
2. Establish your expertise and
credibility
3. Qualify the sale
4. Plan
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.
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 decisionmakers 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
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.
• Voluntary Guarantee Standard Issue Guidelines, form 10437VGSI.
• Click on Select your area of interest at the top of this page and then select the
items under GI & Multilife.
• [email protected].
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
[email protected]
for assistance.
Resources
• How to spot a Guarantee
Issue Case, form 13409PPT.
• The perfect Guarantee Issue
Case, form 13440PPT.
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.
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.
14950 Essential Elements of Successful VGI Cases (12/09)
©2009 Standard Insurance Company
Next
Go back to step one.
14950 Essential Elements of Successful VGI Cases (12/09)
©2009 Standard Insurance Company
Return to Table of Contents
14950 Essential Elements of Successful VGI Cases (12/09)
©2009 Standard Insurance Company