Fall 2011
What's On My Mind
by Dawn McMaster - Individual Disability Insurance, AVP
As I write this, I'm in the middle of future planning for The Standard's Individual Disability Insurance (IDI) line of business. My team and I are looking at ways we can continue to position The Standard to meet the needs of the market and lead the industry in innovation, while ensuring sustainable growth for the company.
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Target These Key Occupations To Hit Sales Goals
By Kay Hall – Director, Individual Disability Insurance Sales Operations
In any sales profession there's a tendency to go after the "low-hanging fruit." In selling Individual Disability Income Insurance, this category is the medical profession. However, it's also the most competitive. We've identified several other occupations that are also great fits for Protector Platinum, based on research from the U.S. Bureau of Labor Statistics and our own customer profiles.
continueProtector Platinum...Putting Ability Back Into Disability Insurance
By Steve Brady – 2nd Vice President, Individual Disability Insurance Sales
Some recent conversations with people – both inside and outside our industry – have helped me to understand how difficult it may be to explain the value of disability insurance. The trick is not to get caught up in the product jargon. My theory is that by focusing on other aspects, you'll find a way to truly connect with your prospects.
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Closing The Gap Between Consumer Expectation And Broker Comfort
By Todd Petersen – Director, Individual Disability Insurance Operations and Assistant Actuary
How New Technologies Create Benefits To You And Your Customers
Earlier this year, The Standard was the first disability insurance carrier to roll out PolicyEX, a new process that allows you to dramatically speed up the time it takes to deliver an individual disability insurance policy to your customer. This web-based solution for delivering and tracking issued policies allows your customers to obtain coverage sooner and you to be paid commissions faster.
continueIt's All In A Word
By Brian Leet – Manager, Individual Disability Insurance Sales Programs
How the Words Used In The Protector Platinum Policy Make It Special
Remember the old saying "A picture is worth a thousand words?" When it comes to disability insurance, words can be worth thousands of dollars. That's why we made such important distinctions in the definitions of words when we designed Protector Platinum.
continueEvery LTD Plan Has A Gap
By Mike Feuerstein – Manager, Individual Disability Insurance Sales
Guarantee Issue Sales To Small Employers
Most highly-compensated employees don't realize they're in danger of falling into the often large gap between the disability protection that they have, and what they actually need.
continueWhat's New?
Make sure you're aware of all the marketing support and product/service enhancements we’ve added in the last six months.
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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.