Training life insurance agents to successfully sell disability income insurance can be a challenge. To address this challenge, DMS and Knights of Columbus partnered to develop an intensive 2 1/2-day program to comprehensively train agents on all aspects of DI necessary to achieve sales success. The DI school curriculum included modules covering the following:
- How to develop the need for disability protection
- Understanding product features, definitions and optional riders
- Keys to successful field underwriting
- De-mystifying the claims management process
- Sales role playing
A number of DMS employees were guest speakers at the school including Stephen Miller, Vice President Business Development, Jennifer Johnson, Assistant Vice President Client Services, Meg Glenn, Sr. Underwriter, Timothy J. O’Connor, Vice President Claims Operations, and Lisa Newell, Assistant Vice President Claims.
DI applications and placement rates for agents who attended the school have increased significantly following their successful completion of the program.