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)
In the Media
Asking questions is a vital first step for helping an employee with a medical condition. Learn how to start that conversation and stay in compliance. The Standard's Alison Daily gives helpful suggestions on initiating a discussion in the article, '4 Tips for Starting Accommodation Conversations.' (Employee Benefit News, accessed Sept. 28, 2015)
When it comes to positioning an annuity to your clients, focus on selling what your client needs and cut out the expensive extras. Rich Lane and Jeff Affronti discuss how advisors can sell annuities without pushing the most substantial option possible to clients in the article, '4 Ways to Simplify Your Approach to Selling Annuities.' (LifeHealthPro.com, accessed Sept. 16, 2015)
When talking to your clients about disability programs, are you bringing up return-to-work and stay-at-work programs? Not only can these programs help address health-related lost productivity, but they can also save your clients money. Brian Kost, Workplace PossibilitiesSM program manager, explains how beneficial a comprehensive disability management philosophy can be for a company in the article, 'How Health-related Lost Productivity Can Affect Your Clients.' (Employee Benefit Adviser, accessed Sept. 15, 2015)
When an employee experiences a mental health condition, employers know they should reach out and offer assistance, but often don't know where to start. Alison Daily, second vice president of clinical and vocational services at The Standard, discusses how to help employees get the assistance they need in the article, 'Helping Clients Connect Employees with Mental Health Resources.' (Employee Benefit Adviser, accessed Aug. 31, 2015)
Fixed annuities are a great investment vehicle for financially conservative clients. In the article, 'The Top 5 Fixed Annuity Benefits to Discuss with Clients, Rich Lane, senior director of individual annuity sales and marketing for The Standard, discusses the benefits of helping advisors position fixed annuity sales during conversations with clients. Bring up one of Lane's top five benefits the next time you discuss options with your clients. (LifeHealthPro.com, accessed Aug. 11, 2015)
Need a dose of inspiration? Read about how her Peace Corps experience has helped Katherine Durham, The Standard's vice president of individual disability insurance and corporate marketing, find perspective for her career in the financial services market. The feature, 'Inspired to Sell' looks to inspire advisors in the business to find ways to uncover their clients' backstories as part of their sales. (InsuranceNewsNet, accessed Aug. 6, 2015)
Are your clients missing the big picture to help an employee treat all aspects of a chronic condition? Brian Kost, director of the Workplace PossibilitiesSM program, discusses how to make the most of employee accommodations in his article, 'More Than Just a Chair' (Employee Benefit Adviser, accessed Aug. 4, 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).