<p>This publication examines individual disability income insurance and the related products of business buyout coverage and business overhead expense insurance. Presents the real reasons behind commonly used objections and what they will tell the skilled financial advisor, and reviews proven sales approaches and ways to overcome these objections and close the sale. Also covers the use of fact finding and field underwriting in making the disability income insurance sale, how to customize the policy to meet the prospect's objectives, and how to deliver the policy and service the plan.</p>

Essentials of Disability Income Insurance 3rd Edition

Kevin M. Lynch

American College Press

Techniques for Prospecting Prospect or Perish

I. David Cohen

Glenn E., Stevick, Jr.

<p>Focuses on the role of planning for insurance needs. Covers basic concepts in risk management and insurance, insurance industry operations, legal principles pertaining to this industry, and regulation of insurers. Examines social insurance, life insurance and annuities, medical and disability income insurance, long-term care insurance, and personal property and liability insurance. Concludes with an overview of commercial property and liability insurance and a case study.</p>

Fundamentals of Insurance Planning, Sixth Edition

the american college press

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Books by Kevin M. Lynch