Industry Thoughts

An integrated disability management approach can help employees return to work quicker and prevent future claims. Jeff Smith, a disability and productivity consultant with The Standard's Workplace Possibilities^SM program, mentions that the concept of integrated disability management programs isn't new, but the amount of cooperation and partnership among vendors has grown. Read why more employers are moving towards this benefits concept in the Business Insurance article, “Integrated Disability Makes a Comeback” (accessed May 4, 2017).

Think beyond the initial sale. Doug Waters, second vice president of individual disability income insurance sales at The Standard, shares how to move the IDI conversation from price to value and help clients understand the long-term benefits contracts can provide. Read his Advisor Today article, “Changing the IDI Conversation From Price to Value” (accessed May 3, 2017).

Position the family protection benefits voluntary insurance can offer, says Danielle Lehman, product marketing manager III with The Standard, and catch the attention of millennial employees to help increase sales. Read her ThinkAdvisor article, “Millennials, Voluntary Benefits and Family Matters” (accessed April 18, 2017).

Ask questions and be curious. It can help you stay relevant with clients and find a benefits administration vendor that fits their needs. Read insights from Kevin McNamara, senior enrollment strategist for employee benefits at The Standard, in the BenefitsPRO article, “Weathering the Storm” (accessed April 18, 2017).

Long-term care costs can deplete your client's hard-earned savings. Learn how a Medicaid-compliant annuity can help. Read the InsuranceNewsNet article by Rich Lane, 2nd vice president sales and marketing, individual annuities, at The Standard, “How Annuities Can Be Structured to Be Medicaid-Compliant” (accessed April 18, 2017).

Did you know, employees working through health conditions can cost businesses the equivalent of three months per year in lost productivity? To help minimize presenteeism in the workplace, Jeff Smith, Workplace Possibilities^SM Practice Consultant with The Standard, offers four tips in his Talent Economy article, “4 Ways to Deal With Employee Presenteeism” (accessed April 3, 2017).

Show your clients how you can help them avoid these four common 3(16) fiduciary pitfalls. Dan Hall, The Standard's vice president of retirement plan sales and Joel Mee. a retirement plan consultant with The Standard, provide their insights in the 401K Specialist article, “4 Key Areas That Risk 3(16) Fiduciary Failure” (accessed March 30, 2017).

Looking to increase disability sales? Brian Kost, senior director of The Standard's Workplace Possibilities^SM program, offers four tips to help uncover education groups' DI needs. Read his Employee Benefit Adviser article, “4 Tips to Uncover Education Groups' DI Needs” (accessed March 27, 2017).

Encourage your clients to partner with a disability carrier to help employees successfully return to work after a disability leave. Brian Kost, senior director of the Workplace Possibilities^SM program at The Standard, explains how partnering with a disability carrier can help employers navigate the complexities of employee disability leaves and extended absences, including management of legal regulations, medical updates and workplace accommodations. Read his California Broker article, “How to Help Your Clients Address Questions About Disability Leave” (accessed March 22, 2017).

Looking to increase your IDI sales this year? Dawn McMaster, vice president of IDI for The Standard, offers tips on how to approach your next sales meeting. See the Advisor Today article, “Growing Your IDI Practice.”