You may be the first to receive a call when your client needs to file an individual disability insurance claim. These tips from Sophia Horsman, senior director of IDI claims at The Standard, can help ensure you're prepared. Read her LifeHealthPRO article, “How to Streamline the Disability Insurance Claims Process” (accessed March 6, 2017).
In the Media - Individual Disability
Getting into the executive boardroom can be the hardest part of the sale for individual disability insurance, but having persistence can be worth it, according to Steve Brady, national accounts director for IDI at The Standard. Read his InsuranceNewsNet article, “How DI Can Be the Key to the Executive Boardroom” (accessed Dec. 14, 2016).
“Producers shouldn't feel timid about bringing up IDI,” says Doug Waters, 2nd vice president of individual disability insurance sales for The Standard. Listen to his insights and tips before your next sale in this I Love DI podcast (accessed Dec. 7, 2016).
Looking for ways to increase your IDI sales? Simplified underwriting programs could be the ticket. Sue Schweitzer, senior director of individual disability insurance underwriting at The Standard, shares three commonly overlooked benefits of simplified underwriting programs that can help you and your clients. Read the Health Insurance Underwriter article, “Three Benefits of Simplified Underwriting Programs” (accessed Nov. 16, 2016).
Setting realistic expectations early can increase the odds of closing an Individual Disability Insurance sale. Read “Preparing Clients for a Modified Disability Offer,” by Steve Brady, national account sales director for individual disability insurance at The Standard, on LifeHealthPro (accessed July 21, 2016).
While the underwriting process may seem extensive, it helps ensure your client has the best coverage at the best price to help protect him or her if an unforeseen illness or injury arises.
Sue Schweitzer, senior director of individual disability insurance (IDI) underwriting at The Standard, suggests how producers can improve their experience writing an IDI policy in her LifeHealthPro article, “5 Ways to Ensure Your Next IDI Sale Breezes Through Underwriting” (accessed May 4, 2016).
Advisors focused on life insurance and financial planning are missing an opportunity to stand out by introducing individual disability insurance. Doug Waters, second vice president of individual disability income insurance at The Standard, discusses how advisors can reach out to millennials to consider individual disability insurance in the article, 'Marketing Disability Insurance to the Millennial Generation.' Waters explains that the risk of a disability is more prevalent than this generation may think, and why millennials should purchase insurance now. (Employee Benefit News, accessed Nov. 11, 2015)
Statistics help brokers explain disability insurance, but a personal touch may make a bigger impact during enrollment. In the article, 'Putting Disability Insurance in Context,' Carol Harnett, president of the Council for Disability Awareness, informs readers of the lost art of being personal when educating employers and employees about disability insurance. Also, Danielle Lehman, product marketing manager at The Standard, is quoted in the article offering her position on the importance of educating women on the various benefit offerings in advance of enrollment. (Employee Benefit News, accessed Oct. 9, 2015)
Doug Waters, second vice president of individual disability income insurance sales at The Standard, asks four questions when discussing business overhead expense (BOE) insurance with small-business clients. Read more about this very-needed, yet often undersold, product in 'How to Sell and Position BOE' (BenefitsPro.com, accessed Aug. 4, 2015).
'Anyone who depends on income to pay the bills and maintain a standard of living needs to protect that income,' says Doug Waters, second vice president of individual disability insurance (IDI) sales at Standard Insurance Company. Read more about his approach to IDI sales and learn how you can position the benefit with your clients. See '4 Fallacies About Selling Individual Disability Insurance' (InsuranceNewsNet, accessed June 5, 2015).