Industry Article – How to Sell More by Finding What Your Clients Need

May 23, 2018

How to Sell More by Finding What Your Clients Need
The worst obstacle to closing sales is that people think they’re broke. Read more.


DIAM: Employees underestimate chances of becoming disabled, and their need for income protection

May 11, 2018

May is Disability Insurance Awareness Month, and it’s no secret that Americans could use some education about this coverage and how not having any can have severe consequences in the event of a significant non-work injury or illness.

Employees who choose not to enroll in nonmedical benefits, like disability insurance, often say they don’t need the coverage. In fact, more than one in four 20-year-olds will experience a disability for 90 days or more before they reach 67, according to the Social Security Administration.

Almost 6 in 10 workers who opt out of disability insurance claim they don’t need the coverage or that it isn’t worth the cost, according to LIMRA data, but 75% of employees say they would have trouble paying for basic living expenses after several months if they became disabled and were unable to work.

Full Article


10-Year Review Of Disability Claims Shows Trend In Workplace Absences

May 10, 2018

Business Wire

CHATTANOOGA, Tenn.–(BUSINESS WIRE)– A 10-year review of disability claims shows the effects of an aging workforce, medical advances and the power of early intervention, according to data from Unum (NYSE: UNM), a leading provider of disability benefits. Unum tracks reasons behind workplace absence in its disability data and shares results each May during Disability Insurance Awareness Month.

This press release features multimedia. View the full release here: https://www.businesswire.com/news/home/20180503006409/en/

Key findings include:

  • Short and long term disability claims for joint disorders and musculoskeletal issues have increased significantly.
  • Cancer has stayed the No. 1 reason for long term disability claims, representing 17 percent of claims.
  • Pregnancy continues to top the list of short term disability claims, at 28 percent.
  • Long term disability claims for complicated pregnancies have decreased 47 percent.
  • The percentage of Unum’s short term disability behavioral health claims that transition to long term is down 15 percent, the result of a dedicated behavioral health program implemented at Unum.

Full Article


Industry Articles

May 10, 2018
  • Financial Advisors Must Talk to Clients About Health
    For a 45-year-old, simply managing high blood pressure could be like saving another $100,000. Read more.
  • To Boost Sales This Year, Talk to 27-Year-Olds
    A new table from the Census Bureau shows that there are an awful lot of them out there. Read more.
  • 9 Things to Talk About When Accountants Suggest a Change in Advisors
    Sometimes, accountants are not your friend. Here’s how to handle that. Read more.

Webinar – The Future of Income Protection

April 24, 2018

What can be more important than insuring that your clients will always have a paycheck if they are too sick or hurt to work? In the past, selling Disability Insurance (DI) has been complicated and confusing; but this webinar will open the door to the future of income protection.

Bryan Orr, Principal’s Sr. Disability Sales Manager, and Ron Cohen DIA, DIF, DI specialist with Resource Brokerage, will present a new training webinar designed to prepare you to sell Income Protection DI to your client base.

Full Details


Sales Ideas

August 7, 2017

Social Security Survivor Benefits: Don’t Just Survive, Maximize The extra funds overlooked in survivor benefits can mean the difference between living in poverty and relative comfort for many clients. Read more.

Prepare Your Clients for These 5 Life Events Retirement planning is far from the only component of a robust financial plan. Read more.


Super-charge clients’ protection: Life insurance with DI

December 2, 2016

Nov 28, 2016 | By Richard M. Weber, M.B.A., CLU, AEP

When DI is combined with appropriate life insurance, a “double-duty” synergy is achieved, resulting in complete protection for the portion of human life value for which insurance exists.

A typical affluent family owns a variety of assets, including real estate, cars, retirement accounts, investments, cash and life insurance. But some assets may be vulnerable to possible loss, through economic downturns, mismanagement or natural disaster.

Fortunately, some of those losses can be offset by transferring the risk of loss to an insurance company. Still, there are other risks, such as job loss or experiencing a business failure, which cannot be so readily transferred.

Full Article