Focus Session: Protection

Monday, June 14
2 p.m. – 3 p.m.

How to Package the Critical Illness Sale


David William Brown, CLU, ChFC


Since the launch of the first critical illness insurance policy on October 6, 1983, products providing lump-sum cash payments upon diagnosis of a dreaded disease have experienced a roller coaster ride around the world. This product speaks not only to the mind but also to the heart. Why, then, are there so many insurance advisors concerned with offering these plans to their prospects and clients? Why have sales slowed in many countries, and why does the product face so many marketing challenges? This session unravels the challenges that face a critical illness sale, starting from prospecting, presenting the plan, underwriting issues, definition challenges and premium concerns. Brown discusses how to prepare the client for the underwriting process and how to deal with the feared rated or declined application. He also reviews some of the practical and emotional challenges to the critical illness sale and the integration of the product into the overall estate, retirement and financial plan.

Appeal: Global
Level: Advanced
Interpreted: Cantonese, Mandarin