Mastering
LTD Blog

We take the most effective communication techniques from the world’s most renowned experts in sales, negotiation, and persuasion…

1. Adapt them to the disability conversation.

2. Experiment with them in our client disability conversations.

3. Teach them to you – including sample scripts and conversations – in short, bite-sized articles to which you can read and/or listen.

… So that you can have conversations with your clients so that they feel respected and can therefore get protected.

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May 21, 2022

Sometimes it can be a struggle just to start the disability conversation. Oftentimes there can be a gut feeling that it is a simple waste of time because people have said no so many times in the past or the client has said things or fit a profile that makes you feel like they do not want disability insurance.

April 22, 2022

If you were to think about the most valuable conversations you have had in your life, it probably involves someone you trusted changing the way you think or behave regarding a specific issue. Inherent in these life-changing conversations is that the way you thought prior to the conversation was fundamentally different from how you thought after the conversation.

April 16, 2022

For one reason or the other, people are very willing to get life insurance to protect their family but not purchase disability insurance to protect their family. Both financially protect those who rely on the insured and are simply triggered in different ways – death vs. disability.

March 1, 2022

If you have read a lot of our articles, you would have seen a lot of strategies. At the end of the day, there is not only one lever to pull when talking to your client about disability. You may want to talk about it in a certain way because of your relationship with the client – friendly and casual vs strictly professional. Perhaps you want to talk about it in a certain way…

March 1, 2022

A good financial plan is evaluated based on evidence and a sound strategy – not by looking back at the 1-, 3-, or 5-year performance and comparing it to other portfolios. Just because some people win the lottery, does not mean that buying lottery tickets…

January 7, 2022

In the first part of this article series, we learned why it is important to have effective disability conversations for your business and the well-being of your clients and those who depend on them. In the second part, we discussed how we know there is a problem with having impactful disability talks with clients…

January 7, 2022

There is a massive gap between people who believe they need disability insurance and who actually have a policy. “LIMRA research shows only 1 in 5 consumers own disability insurance despite almost half (48%) saying they believe they need it – a drop of 11 percentage points from 2012…

January 7, 2022

This series of articles put into action can make a dramatic difference in improving your business and the lives of your clients and their dependents. It is a culmination of 8 years of personal experience of speaking with clients, 1000s of conversations, and techniques and ideas…

December 8, 2021

Have you heard of the 3 most common negotiation styles? Aggressive advisors, Pleasing advisors, and Cold Minded advisors.

If not, in this article you will find the main characteristics of each style and our recommendations to combine them to be a successful negotiator…

December 8, 2021

Most people mistakenly feel they are good listeners due to their overconfidence. Being overconfident in your listening skills impedes you from fully understanding your client’s motivations.

Poor listening puts a relationship in jeopardy faster than anything else. Whether you’re talking to your partner, mentor, employee, or colleague, it doesn’t matter…

December 8, 2021

Have you encountered yourself in a business meeting questioning how to lead the sales negotiation in the direction you desire without making everyone aware of this?

In this article, you will find 3 useful easy tips to achieve that goal with a smooth and easy conversation while avoiding bringing…

November 3, 2021

If you are trying to get pregnant or are currently expecting, it makes sense to get insurance now because of the not unlikely and high cost of waiting.

A typical household of healthy, new parents should not need to spend more on life insurance than the monthly cost for diapers – about $80/month…

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Blog Index

Find the Right Article for You

1. Why Learning Persuasion, Negotiation, and Sales Techniques Are Important for Your Clients and Your Business.

  • Strategy Over Outcome: Using Cognitive Dissonance in Disability Conversations
  • How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 1
  • How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 2
  • How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 3
  • Life Insurance Considerations for Expecting Parents: The Why, When, and How
  • Lean Into the Negative: On Gut Punches, White Elephants, & Terrible Comments
  • Using Why to Start the LTD Convo and Why Curiosity Kills Cats but Saves LTD Chats

2. Conversation, Communication, and Negotiation Techniques.

  • Give Your Client a Disability KISS
  • Mix these 3 Negotiation Styles and Close More Deals
  • 5 Listening Stages to be a Better Advisor
  • 3 Easy Negotiation Tips to Master Insurance Conversations
  • Lean Into the Negative: On Gut Punches, White Elephants, & Terrible Comments

3. Articles with Sample Scripts.

  • Life as a Door Opener for Disability
  • Lean Into the Negative
  • How CFPs can Have Business - and Life - Changing LTD Client Conversations - Part 3
  • Give Your Client a Disability KISS
  • Using Why to Start the LTD Convo and Why Curiosity Kills Cats but Saves LTD Chats

4. Effective Frames for Handling Objections Such as Price.

  • Life Insurance Considerations for Expecting Parents: The Why, When, and How
  • Give Your Client a Disability KISS
  • Mix these 3 Negotiation Styles and Close More Deals
  • 5 Listening Stages to be a Better Advisor
  • 3 Easy Negotiation Tips to Master Insurance Conversations
  • Using Why to Start the LTD Convo and Why Curiosity Kills Cats but Saves LTD Chats