Fall 2010
What's on my mind
by Dawn McMaster - Individual Disability Insurance, AVP
The economic environment continues to be a challenge for the Individual Disability Insurance (IDI) industry. This challenge also presents an opportunity. Here at The Standard we have spent the first three quarters of 2010 enhancing our strengths. As disability insurance experts we understand that we must continue to adapt and improve in order to maintain our leadership position.
continueGloves Off
by Steve Brady - 2nd VP, IDI Sales & Marketing
A new product rollout means change and many will wonder what the reason is behind the change. If it's not broken then why fix it?
The Protector+SM Individual Disability Income (IDI) insurance has been a great product for the past five years. The Protector+ stood on the shoulders of The ProtectorSM which The Standard introduced the summer of 2000. The Protector in turn stood on the shoulders of The Executive ProtectorSM and The Income ProtectorSM introduced in 1990 and 1992, respectively.
continueWhy The Standard Introduced Protector Platinum
by Jason Katraouzos - Product Analyst
Developing a new product is a balancing act involving competitiveness, profitability, diverse markets and distribution channels, simplicity vs. choice in product design, and taking risks vs. maintaining the status quo. The creation of the new Protector Platinum was driven by all those factors.
continueA New Direction For Guarantee Issue
by Mike Feuerstein - Manager, Guarantee Issue Individual Disability Insurance
Concurrent with the introduction of Protector Platinum, The Standard has unveiled a new Guarantee Issue (GI) product for Individual Disability Income (IDI) insurance: Protector PlatinumSM GI. Up to now, The Standard has offered the same product for fully underwritten IDI insurance as for GI. Recognizing that flexibility of product features and price sensitivity are often key issues with GI cases, we have decided to introduce a guarantee-issue-specific individual disability income insurance policy.
continueThe Why Occupations
by Steve Brady - 2nd VP, IDI Sales & Marketing
Physicians are the most prolific purchasers of disability insurance. They understand the reality of disability because they see it every day. Physicians seek out disability insurance and know what definitions to look for. The rest of the population may not be immediately attracted to the purchase of disability and may not yet know why disability insurance is a good choice for them. For the purposes of this article, I'll refer to those as the Why Occupations. People engaged in the Why Occupations represent the risks sought by every insurance company, including The Standard.
continueThe Ice Cream Tax
by Steve Brady - 2nd VP, IDI Sales & Marketing
There is a really outstanding opportunity for disability insurance sales professionals. It is a market represented by 99.7 percent of all employer firms in the United States1. Before I tell you what the market is, and how you can bring important information to them, permit me to tell you a story of a business owner who suffered a disability, using a fictitious Ice Cream Tax, a real ice cream company and a very real IRS.
continue
Kay Hall Joins The Standard
The Standard is pleased to welcome Kay Hall as Director of IDI Sales Operations.
Kay started her career with Mass Mutual, selling both individual and group insurance, with an emphasis in disability. In the past 15 years, she’s worked in the healthcare and medical insurance sector, focusing on business development and strategic planning for national accounts, government employers and federal contracts.
We are very excited to have Kay join our team, and look forward to her contributions as she helps guide IDI into the future.
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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.