When purchasing an individual disability insurance policy, your clients often prefer the potential benefits to pay out until retirement age. Then what? There are plenty of cases in which claimants outlive their disability payments, especially with strong...
Our society will look vastly different by 2055. Demographers predict that no single race or ethnicity will comprise a majority. Over the last fifty years, immigration numbers, previously dominated by Europeans, shifted to Latinos and now to Asians. Our workforce is...
If you’re not offering disability insurance for doctors, now is a good time to get in the game. The healthcare industry continues to see robust growth despite the lagging economy. Private physician practices alone are adding tens of thousands of jobs to their ranks...
Price objection is one of the most difficult obstacles to overcome while selling individual disability insurance. There are a few ways to combat this problem. One way is by reducing benefits or policy features. However, in many cases, this may not be necessary. There...
Thanks to the likes of Alexa, Siri, and Uber, we expect immediacy in just about every way, including interactions with financial professionals. Digitally-supported operations are coming our way. Is your practice ready? The evolution of financial behavior Consumer...
Several years ago I wrote a blog post on the differences in residual for individual disability insurance. In my given scenario one carrier would pay out over $25,000 more than the other! With so much disparity in the individual product benefits, I decided it would be...
There is a hard lesson to learn in disability which took me nearly 20 years to realize, but will take me only two minutes to share. People do not like to be sold, so they need to be led to a decision to buy. Consumers buy to gain a pleasure or avoid a pain, so they...
“Round up the usual suspects” is just one of many memorable lines from the classic movie Casablanca (celebrating its 75th anniversary). Developing target markets for disability insurance often starts with the usual suspects, such as physicians, dentists, and...
Historically, utilizing a multi-life sales strategy with three or more lives from the same business entity generated a premium discount off unisex rates from an array of individual disability insurance carriers. Unisex rates benefit female insured’s immensely as this...
With a bit of customization, standard disability insurance provides sufficient income replacement protection for many professionals. Many business owners, manufacturers, retail, educators, even medical professionals have salary ranges within standard policy limits and...
