The Standard is a marketing name for Standard Insurance Company (Portland, Oregon), licensed in all states except New York, and The Standard Life Insurance Company of New York (White Plains, New York), licensed only in New York. Products and availability vary by state and are solely the responsibility of the applicable insurance company.
Prepare Your Clients and Win More Sales
Preparing your clients and yourself for the application process is a smart step with big payoffs. It can help you:
- Move faster and save time
- Set the stage for modified offers
- Close more cases
- Build trust and relationships
Follow 4 Quick Steps to Get Ready
You’ll put yourself in the best light with clients and carriers if you’re up to speed. Check out The Standard’s Online Product Reference Guide. Make it a practice to:
- Preview occupation classes and get a sense of coverage limits in advance.
- Evaluate rider availability and suitability for each client’s situation.
- Refer to our underwriting guidelines, including the build chart.
- Review conditions and circumstances that may affect eligibility.
Ask Questions and Set Expectations
This is a great time to get personal. Ask about your clients’ hobbies, family and career. Then ease into questions about health and finances. Knowing the big picture helps you set expectations up front. You can give clients a heads-up about potential modifications. That way it won’t be a surprise if they don’t get the exact policy they applied for. Reassure them that modified offers are good offers.
Build Relationships With Clients and Carriers
Doing your homework also helps you build a great track record for integrity and reliability. You’ll set yourself up for future business and referrals. What’s more, by consistently preparing your clients and submitting complete applications, you can place policies faster — and get paid sooner!
You’ll find more tips on preparing clients in this recent article, Think Positive: How to Present and Sell Modified Offers.
Jared's Story: Time for Family
Age: 36 - Occupation: pediatrician - Married, one child
How the Family Care Benefit provided the ability to care for a loved one
Jared's daughter was born with a heart defect. They visited multiple specialists to diagnose the condition and determine the appropriate treatment. Then his daughter underwent surgeries, hospital stays and months of follow-up appointments. Benefits from Jared’s Platinum Advantage policy helped make up for the income lost when Jared spent time away from work to attend physician appointments and to be with his daughter in the hospital and throughout her extended recovery — providing peace of mind during a trying time.
Supportive Office Equipment
Age: 42 - Occupation: accountant - Married, no children
Assistance on the road to recovery through a rehabilitation program
Jody's role as an accountant at a small firm requires a lot of computer work. After sustaining a serious back injury from a car accident, Jody was totally disabled under her Platinum Advantage policy. Jody’s doctor recommended she purchase assistive equipment to help her work comfortably at her desk without aggravating her condition. She was able to return to work full time after participating in a rehabilitation program in which expenses for a sitstand desk and other ergonomic accommodations were paid for under her Platinum Advantage policy. These modifications helped ensure she could return to work safely, without hindering her recovery.
David's Story: Starting a Medical Career
Age: 33 - Occupation: dermatology physician - Single, no children
Benefits that match career growth through the Benefit Increase Rider
David is completing his dermatology residency and just accepted an offer at a private practice. Before the end of his residency, he purchased a Platinum Advantage policy that included the Benefit Increase Rider, knowing his income will rise significantly after he starts his first post-residency job. The benefit also will allow his policy to grow with him as he progresses in his career and receives additional salary increases. David values the fact that his coverage going forward will match his developing career.
Jason's Story: Accidents Happen
Age: 35 • Occupation: orthopedic surgeon • Married, two children
Finding work in a new occupation with the Own Occupation Rider
Jason injured his right hand in an accident and was unable to return to his job as an orthopedic surgeon because he couldn't perform surgery. Due to his medical training, he was able to return to work as a family medicine physician. Jason was considered totally disabled in his regular occupation as an orthopedic surgeon — even though he earns an income from another occupation as a family medicine physician — because of the own occupation definition of total disability included in his Platinum Advantage policy. Because of this, he receives the policy's full basic monthly benefit, in addition to the income he receives in his new position.