Spring 2009
Of Hummingbirds, Galileo and Disability Insurance
Selling disability insurance has a lot in common with teaching. Your students must discover truths you help them to discover and then you partner with them to pass the final exam and place the policy.
continueWhat's on my mind
The economy is on my mind. Not the headlinegrabbing stories that will either make you very mad or very sad. But I'm thinking about just two questions: "How does The Standard thrive despite the economy?" and "Will the economic downturn make it harder for you to sell disability insurance?"
continueThe Standard's financial strength
The economic landscape is undeniably turbulent. While a number of financial institutions are reeling from these circumstances, The Standard continues to exceed expectations. That's because we know our most important promise is the one we make to our customers — to be there when you need us. Backing this up is the strength that stems from our disciplined financial practices and stability resulting from our long term outlook. Fiscally conservative management allows us to weather economic uncertainty and ensures that we will keep our financial commitment to you.
continueFuture planning: Knowing about options before it's too late
I recently received a call from a producer. He was calling on behalf of one his customers, who for the purposes of this story, I'll call Nathan. Nathan is a pediatrician who purchased one of The Standard's individual disability income insurance policies in 2003 while he was still a medical resident. The producer was calling me because he had learned that Nathan was just diagnosed with cancer. In addition to being his insurance agent, it was obvious that this producer also had a personal relationship with Nathan. I came to learn that Nathan loved his job as a pediatrician. He'd only been out of school for a few years and found joy and purpose in helping children.
continueBillions of reasons to offer IDI to your customers
Opportunities abound. The worksite market is wide open and the guarantee issue (GI) individual disability insurance (IDI) market is significantly under penetrated. This is far from a mature market. Nationally, total new worksite sales in 2007 were estimated to exceed five billion dollars, with the bulk of those sales in disability insurance.1
continue$ales Tips
Encourage your customers to use the Electronic Funds Transfer (EFT) form when they sign up for IDI.
continueDid you know?
The Standard's DI NEWS emails broadcast the latest developments and resources to assist you in your individual disability insurance sales.
continueDoes this economy have your customers concerned?
I have received several calls from insurance representatives regarding existing individual disability income insurance (IDI) coverage that their customers have through The Standard. The representatives wanted to know if IDI policies are affected when their customers are laid off or change occupations.
continueAt The Standard, we take good care of your customers
When your customers are at their most vulnerable and file a claim, the friendly claims staff at The Standard is there for them.
continueSubscribe To Receive This Newsletter By Email
The Protector Press is published twice a year for insurance professionals (and their staff) licensed to sell The Protector SeriesSM individual disability insurance from The Standard.
May is Disability Insurance Awareness Month
The Standard is partnering with the LIFE Foundation to increase consumer awareness of disability. Expect to see and hear messages nationally in all media during May to help support your efforts to sell IDI. Find out more.