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Producer Newsletters

Sign up to Receive Producer Newsletters Producer Connection - 2nd Quarter, 2008 Indexing vs. COLA: What's the Difference? How Interest Rates Affect LTD Pricing Does Network Size Really Matter? 3 Questions to Ask Carriers About SSDI Referrals Producer Connection Archive Spring 2008 Protector Press Reverse selling as the step toward a perfect product for your customers What's on my mind Old Fashioned Underwriting has more to offer May Is Disability Insurance Awareness Month Why I sell IDI Yes, you can help your customers become time travelers Did you know? Millions of reasons to write IDI with The Standard Change in Regional Assignments

Producer Connection is Standard Insurance Company's quarterly online newsletter for Employee Benefits producers.

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Selling Points

9 Tell-tale Signs of a GSI Prospect

Introduction of The Protector+sm — the next generation of Guarantee Standard Issue (GSI) disability insurance from The Standard — has created an opportunity for new sales momentum. Here are some tips to help you spot prospects for a GSI plan that can provide added value for your clients and added revenue for your business.

Look for These Key Indicators

  1. Employers that are looking to enrich their existing benefits program
  2. In force plans receiving significant rate increases due to plan design
  3. Companies with employees who earn significant bonus income but whose plans cover base salary only
  4. Plans in which a significant number of employees max out of the plan
  5. Law firms that might benefit from a full specialty definition
  6. Plans with high benefit percentages — 66 2/3% or 70%
  7. Plans with maximums in excess of $15,000, or high relative to average compensation
  8. Plans with low benefit percentages — 40% or 50%
  9. Plans with benefit durations that are less than age 65

Search for Other Sales Clues

Do your homework. The more you know about a group's current benefit plans and their overall benefits philosophy, the better prepared you'll be to offer an appealing benefits solution. Ask how they arrived at their current benefits package. Determine what the group is trying to accomplish by providing disability coverage. Are they focused on recruitment, retention, basic coverage or special benefits for key employees?

You'll find more clues in their current disability plan. See if it offers an affordable way to meet employees' income replacement needs, and whether highly compensated employees are under-insured.

No Need to Be a GSI Expert

When you spot a plan that meets any of these criteria, contact your Sales Rep at The Standard. They're ready to answer your questions and help you craft a benefits solution that maximizes the strengths of both group LTD from The Standard and The Protector+.