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Expanded Guidelines Allow More Clients To Qualify For Disability Coverage

We can help you to write your first Disability Insurance (DI) policy or assist you in generating more production in the Disability Marketplace. Remember to ask your client’s about how they would pay for their various living expenses in the event that they could not earn their income at work due to sickness or injury.

If your client does not have a plan in place, you can help provide the solution.

To assist in providing you with the most competitive DI solutions, we have a number of carrier outlets for both blue and white collar clients. One of these carriers recently released their latest changes to product and underwriting guidelines.
 
Below you can find a summary of the various enhancements and changes along with a brief narrative detailing the impact of the change.
 
Expanded Select Occupation Discount
 
Guidelines have been expanded to provide for upgrades and discounts for more occupation classes within education and scientific fields. They have also added more Physician classes to make qualifying clients based on job duties considerably easier.
 
Foreign Nationals
 
Acceptable Visa’s expanded from only H1B, L1 and J1 to now also include O1 (Individuals with exceptional abilities in science, education or business) and TN (Canadian or Mexican citizens who work in the US) classes.
 
High Net Worth Clients
 
Individuals with a net worth up to $10M can now be considered for Individual DI. Clients with a net worth between $6M and $10M will need to be considered individually based on their “asset mix, nature and type.” This allows us to consider a traditional carrier outlet for the first dollar of coverage on high net worth clients before having to consider the surplus market.
 
IT Industry
 
IT solutions are changing the way we live our lives and it also impacts the job duties of our IT Professionals – we can now offer Top Occupation classes now available for IT Computer Programmers, System Analyst, Software Developers, and Database Administrators.
 
These enhancements make an already competitive product portfolio that much stronger. The occupation class changes will improve pricing, while the foreign national and high net worth client enhancements will allow you to provide DI coverage to clients that previously would not have been qualified for coverage in the traditional marketplace.
 
If you would like to obtain a quote or talk about what products may be available for your clients, please contact us today and we can help you to initiate and implement the sales process.
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Affordable Income Protection For Any Budget

The need for an income protection plan is not limited to the Executive, Doctor or Attorney earning in excess of $150,000. According to the 2020 U.S. Census Bureau the average annual income in the United States was $67,521 from all occupations.

Average everyday working people (Middle America) are just as dependent on their income to provide for themselves and their families as anyone in the higher tax brackets.

The opportunities are endless – reach out to your clients, friends, families, fellow club members and co-workers. Ask if they have an income protection plan in place should they get sick or hurt. Offer them an affordable plan to protect them and their family.
 
Of the advisors we speak with every day, Life Insurance Agents, Health Insurance Agents, and P&C Brokers – 92% are not talking to their clients about income protection and how affordable it can be.
 
You can differentiate yourself as an advisor just by offering valuable coverage to your clients that likely no one has ever spoken with them about.
 
Did you know?
 
The premium for a 45-year-old Office Clerk for $2,500 monthly benefit is only $51.00 per month. The premium for a 35-year-old Dental Hygienist for $3,600 monthly benefit is only $52.95 per month. There are even affordable plans for part-time Dental Hygienists and Registered Nurses working as little as 24 hours per week.
 
Talk about opportunities, there are over 192,800 Dental Hygienists in the US earning an average annual income of $87,530 (http://www.bls.gov/ooh/healthcare/dental-hygienists.htm) and 2.7 million Registered Nurses earning approximately the same income (http://www.bls.gov/oes/2011/may/oes291111.htm).
 
Never let premium be the reason your client’s income is left unprotected from an injury or sickness. The new, affordable Disability Insurance (DI) plans can fit most any budget. 
 
You are at the frontline to educate your clientele about the vital need for income protection in the event of an injury or sickness. Your clients want to buy income protection, but they need someone they know and trust to ask them about it.
 
Discuss Income Protection Insurance with all your prospects and clients, because they may not understand the risk of losing their income should an injury or an illness strike.
 
For marketing tools and sales ideas, contact your Disability Income Sales Experts today.
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DI Sales In The Small Business Owner Market

Small business owners make up 44% of U.S. economic output and are strong prospects for individual disability income (DI) insurance. Many are unprotected by Workers’ Comp and are viewed favorably by DI carriers because owners are highly motivated to return to work.
 
The Opportunity
 
Most business owners aren’t being approached about DI coverage. A 2019 LIMRA study found only 18% carry individual DI, and many who do use it only for business‑related needs—leaving 82% without protection for their own income. This creates a large, underserved market.
 
How to Engage Them
 
Your main task is helping owners overcome the belief that they are “invincible.” Asking what would happen if they became sick or injured opens the door to discussing solutions such as individual DI, Key Person coverage, Business Overhead Expense, and Disability Buy‑Sell insurance.
 
Increase Their Awareness
 
While some professions (physicians, dentists, attorneys) already understand the value of DI, small business owners often don’t realize their vulnerability. Educate them on why income protection matters and focus on those who recognize the need—don’t overinvest time in those who simply “don’t get it.”
 
Make Your Case with Facts
 
Many people underestimate disability risk. Key statistics include:
 
  • Injuries cause fewer than 10% of disability claims.
  • Musculoskeletal diseases (e.g., arthritis, tendonitis, carpal tunnel) are the top cause.
  • Cancer is the second‑leading cause of disability claims.
Support
 
We can provide tools and marketing resources to help you reach this important market. Reach out to your DI Associate to get started today.
 
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DI Case Study On An NFL Running Back

As we head into the Divisional Rounds, now is the perfect time to share a case study of an NFL running back we worked on earlier in the off season.
 
In this case, the NFL Running Back being drafted in the second round of the NFL draft and completing three successful seasons, the player was approaching free agency and his biggest paycheck to date. To protect himself and his future income, he needed an insurance policy in place before he hit the field in the fall.
 
Assessment
 
Due to the physical nature of the sport, it was made apparent that if the player suffered an injury or illness resulting in a permanent total disability before he signed a new contract, his future income would be lost. The first policy placed covered $5 million in benefit, but his recent stellar performance moved the advisor on the case to request an increase in disability benefit at the time of renewal.
 
Solution
 
Our Disability Income Support Team worked with the player’s Agent and Insurance Advisor to develop a $10 million permanent total disability policy, which would soften the blow in the event the player became permanently totally disabled before his next big contract was signed.
 
Result
 
This tax-free benefit gave the player peace of mind – if he suffered a serious injury or illness while playing football, his future contract and lifestyle would be protected.
 
The premium for this case was roughly $90,000 plus taxes and fees.
 
Even though NFL super-stars need specialized coverage due to the nature of their sport, it’s important to remember that high-earning individuals have a gap in disability income protection as well.
 
Contact your DI Sales & Marketing Specialists for more information on unique DI solutions.
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Disability Income For Medical Professionals With Adverse Medical History

Medical professionals spend a lot of time and money advancing their careers and thus recognize the need for Disability Insurance. In order to address the needs of this target market, we specialize in providing coverage for those clients regardless of adverse medical, financial and personal history.

DI Case Study Example
  • General Surgeon – 4A Occ Class
  • Age 41| $300,000 income

Although the client was diagnosed with type-1 diabetes two years ago, is insulin stable and has no secondary issues, the client was originally declined for DI coverage due to the pre-existing medical condition. The client currently has a 60% income replacement ratio through their employer with a $10,000/mo cap.

The broker contacted our DI Specialist for alternative plan options. After review, and considering the pre-existing type-1 diabetes, we were able to secure an offer for coverage – the client was able to review multiple plan designs and select an elimination period and benefit period that best suited their premium budget.

Here is the DI solutions they chose:
  • $8,700 monthly benefit amount
  • 75% income​ replacement less underlying GLTD
  • 180-day elimination period
  • 7-year benefit period
  • No exclusion for diabetes!
  • $3,965.87 annual premium*
  • $4,521.92 with own Occupation Extension Rider
  • $360.89 monthly premium*
  • $411.49 with own Occupation Extension Rider

Our DI Specialists will work with you and your client to secure meaningful solutions with affordable premiums for your clients that feel they may not qualify for income protection due to health, occupational, or financial situations.

*IMPORTANT DISCLOSURE: The benefits, limitations and/or exclusions described herein are for general illustration purposes only and may vary by state and client profile.

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Permanent Total Disability Coverage For MLB Player

During the months of December, January, and February, we typically see the bulk of MLB athletes purchase disability coverage, so we thought it fitting to share a case study of a super star baseball player.
 
The Outfielder / Designated Hitter was in his last year of his current contract, approaching free agency, and projected to sign a five-year $105 million contract. The advisor on the case was challenged with securing an adequate amount of permanent total disability to safe-guard the player against a career-ending injury or illness.
 
The premium was roughly $250,000 plus taxes and fees.
 
Client
 
A professional baseball outfielder and designated hitter on the cusp of signing a multi-million-dollar contract.
 
Situation
 
The young and healthy MLB super-star was in his last year of his current contract, approaching free agency, and projected to sign a five-year $105 million contract. The player saw the need to protect his high performing status should he become significantly injured or sick prior to signing his next big contract.
 
Assessment
 
The advisor, working with the player’s agent and financial advisor, was challenged with securing an adequate amount of permanent total disability. The permanent total disability coverage would protect the player in case of a career-ending injury or illness.
 
Solution
 
A $25 million permanent total disability policy designed to pay a lump sum.
 
Result
 
The advisor, agent, financial advisor and player were all thrilled to have obtained a comprehensive policy. With the policy in place, the player could focus on playing the sport he loves knowing that he was protected against a career-ending injury or illness.
 
If you’re currently working with a high-income earner ($500k+ annually) who is an all-star in their own field, it is very likely they have exceptional income exposures.
 
Please feel welcome to share this case study with your centers of influence and baseball fans. Contact your Disability Insurance Specialist for assistance today.
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Permanent Total Disability Coverage for MLB Player Copy

During the months of December, January, and February, we typically see the bulk of MLB athletes purchase disability coverage, so we thought it fitting to share a case study of a super star baseball player.
 
The Outfielder / Designated Hitter was in his last year of his current contract, approaching free agency, and projected to sign a five-year $105 million contract. The advisor on the case was challenged with securing an adequate amount of permanent total disability to safe-guard the player against a career-ending injury or illness.
 
The premium was roughly $250,000 plus taxes and fees.
 
Client
 
A professional baseball outfielder and designated hitter on the cusp of signing a multi-million-dollar contract.
 
Situation
 
The young and healthy MLB super-star was in his last year of his current contract, approaching free agency, and projected to sign a five-year $105 million contract. The player saw the need to protect his high performing status should he become significantly injured or sick prior to signing his next big contract.
 
Assessment
 
The advisor, working with the player’s agent and financial advisor, was challenged with securing an adequate amount of permanent total disability. The permanent total disability coverage would protect the player in case of a career-ending injury or illness.
 
Solution
 
A $25 million permanent total disability policy designed to pay a lump sum.
 
Result
 
The advisor, agent, financial advisor and player were all thrilled to have obtained a comprehensive policy. With the policy in place, the player could focus on playing the sport he loves knowing that he was protected against a career-ending injury or illness.
 
If you’re currently working with a high-income earner ($500k+ annually) who is an all-star in their own field, it is very likely they have exceptional income exposures.
 
Please feel welcome to share this case study with your centers of influence and baseball fans. Contact your Disability Insurance Specialist for assistance today.
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Simplified Underwriting That Your DI Cases Need

The Simplified Underwriting Program makes it quick and easy for advisors to get Disability Income cases issued more effectively – fewer underwriting requirements will expedite your case.

No exam, no blood, no specimen, and no tax returns required.*

After the basic application has been submitted, your client simply completes a 15 minute telephone interview or completes the Online Health Questionnaire and the policy can be issued within 48 hours.
 
As one of the nation’s leading Disability Income Protection marketers, we now make available a total of $25,000 of monthly benefit for your Business Owner clients on a simplified underwriting basis.
 
The policy is non-cancellable, guaranteed renewable to age 65, and issued with a top-rated domestic insurance carrier.
 
Clients age 50 and under can now purchase $15,000 of monthly Business Overhead Expense (BOE) coverage and include an additional $10,000 of monthly individual protection for a total of $25,000 of monthly benefit. Multi-Life Issue to age 64. (3+ Lives)
 
The Opportunity
 
Reach out to your business owner clients who may have an existing group LTD plan in place, or even those who have no plan at all. Typically I’ve found, group LTD plans all have a maximum benefit payable (or CAP) that can be below 60% of the business owner’s salary and the benefits are taxable.
 
This additional simplified coverage can make up the gap left by their group plan – and the BOE coverage will reimburse the business owner for his company’s fixed expenses, while he or she recovers from the illness or injury, and keep the business running.
 
Please contact your Disability Insurance Sales Specialist for marketing support, or to discuss DI sales strategies that fit your business and can increase your bottom line in 2024.
 
*tax returns required for Self-Employed
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Top 5 Reasons To Market Disability Income Insurance

Disability Income Insurance (DI) is one of the most overlooked yet essential products in financial planning. It safeguards your clients’ income—the foundation of their financial security—while helping you expand your portfolio and stand out in a competitive market.

If you’re not offering DI, you’re missing a powerful opportunity to meet client needs and grow your business.

Here are the top 5 reasons to market Disability Income Insurance:
  1. Meets essential client needs. Disability Income Insurance (DI) protects clients’ income, addressing a risk more likely to disrupt finances than death. DI ensures financial stability if clients cannot work due to illness or injury, covering critical expenses and maintaining their lifestyle.
  2. Enhances your portfolio and sales. DI compliments life and health insurance, enabling cross-selling and creating comprehensive financial plans. Clients with multiple products are more loyal, increasing retention and satisfaction.
  3. Offers strong commission potential. DI policies provide competitive first-year commissions and ongoing residual income. Many carriers offer bonuses and incentives, making DI a valuable addition to your sales strategy.
  4. Differentiates you in the market. Few agents offer DI, so including it sets you apart and demonstrates a commitment to clients’ overall financial health. This specialization builds credibility and trust.
  5. Supports clients during difficult times. DI serves as a financial safety net during disability, fostering long-term relationships and increasing referrals. Clients value advisors who prioritize their complete financial security.
Ready to differentiate your practice and boost your revenue?

Start offering Disability Income Insurance today and position yourself as the advisor who truly protects clients’ financial futures. Contact us now to learn how to integrate DI into your sales strategy.

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3 Things Employees Don’t Know About Their Disability Benefits

Protecting one’s ability to earn an income remains among the most important financial planning goals for many individuals.

Without income, many financial strategies can simply derail.

Yet, many employees with employer paid LTD plans could be under-insured in the event they became too sick or injured to work.
 
A new study released by The American College, Employer Perspectives on Disability Benefits, conducted by the Boston Research Group, shows:
 
  • Most group Disability Income benefits are taxable. Employees may receive a benefit that is only half their paycheck amount.
  • Few group Disability plans protect variable compensation. For employees who depend upon overtime pay, commissions and bonuses, the post–disability reality could mean not having enough income to meet their expenses.
  • High earners are maxed out. The maximum benefit amount in group plans limit benefits for highly compensated Executives and Business Owners.
For more information or sales ideas about Disability Income Insurance, contact your Disability Income Insurance Manager today.

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