We often hear brokers say: “My client received a preferred plus rating for life insurance, so he or she will have no problems getting a preferred offer for disability income.” Yet, the risks are not equal. Here’s why:
Clients who are covered by group disability insurance through their employers may still be at risk. When you hear: “I’m covered at work,” ask to review their group plan. It’s an opportunity to educate your clients about their group benefit, and the gaps in this coverage. Here are some common gaps found in an employer-paid
Millennials, the generation born between 1980-2000, recently passed the Baby Boomers as the most populous generation in the U.S. As Baby Boomers move into retirement, the Millennial generation represents a profitable, but underserved market for individual disability income sales. Use these marketing tips to build DI sales with these up and coming young guns:
A potential issue with your professional and executive clients is the likelihood that their income protection plans are totally dependent on group LTD plans offered through their employer. The problem is LTD plans do not provide comprehensive income protection that most professionals and executives need.
The #1 reason brokers give for not writing disability income is the underwriting is too difficult. However, if brokers educate themselves and their clients about underwriting for disability income, they’ll be prepared for the process. The underwriting process can be divided into 8 simple steps: