| As a successful property and casualty producer, you | | | | overlooked, is all too real. |
| may be surprised to learn that your business can grow | | | | For most people, the ability to earn a living is their most |
| dramatically when you add disability income insurance | | | | important asset. Insuring that asset is as important as |
| to your product portfolio. Disability income (DI) insurance | | | | insuring their homes, cars and other possessions. In |
| offers your clients important protection against loss of | | | | addition, the odds of becoming disabled are greater |
| income due to disability and provides you with high | | | | than many people realize. For example, a 45-year old |
| commission rates. Even better, you have an | | | | client is at high risk of suffering a long-term disability at |
| advantage over other newcomers to this arena in that | | | | some point before retirement. |
| you have at your fingertips a wide and receptive | | | | Disability plans also play an important role for business |
| market. | | | | owners. A disabled businessowner will still need money |
| To gain an appreciation for the advantages of adding | | | | for overhead and payroll expenses. The right disability |
| DI to your portfolio, consider the following factors: | | | | policy will provide the necessary funds. Group disability |
| • The property-casualty industry is changing. Some | | | | programs are also appropriate for businesses, as |
| companies are dropping their workers' compensation | | | | more and more companies provide long-term disability |
| or automobile insurance lines, while others are leaving | | | | (LTD) coverage to attract and retain valuable |
| the industry altogether. In the meantime, soft market | | | | employees. |
| conditions have resulted in rate reductions, with | | | | You don't have to be a disability income expert to start |
| comparable commission reductions for agents. Selling | | | | selling DI. |
| DI in addition to your regular product mix can help | | | | Many experienced disability income representatives |
| stabilize your income during uncertain times. | | | | are eager to work with property-casualty agents to |
| • Clients are tempted to go "rate shopping" during | | | | help them market disability to their clients - at |
| economic downturns. One way to counter this trend is | | | | absolutely no cost to the property-casualty agent. A |
| to sell more than one product to each of your clients. | | | | reputable representative will provide you with a greater |
| After all, moving several accounts is a lot more difficult | | | | understanding of how disability can meet your clients' |
| than moving just one. The more products you place | | | | needs and guide you through the process of making |
| with a client, the greater that client's loyalty - and the | | | | proposals and closing sales. |
| greater your overall persistency. | | | | Some P&C producers prefer to make the sale |
| • We have become a "one-stop shopping" society. | | | | entirely on their own, while others rely on the presence |
| Just as consumers want to buy everything from steak | | | | and expertise of the disability income representative. |
| to sneakers at their local supermarket, your clients will | | | | Whatever course you choose, remember that you |
| appreciate the convenience of filling all their insurance | | | | receive the full commission on the sale. The |
| needs through one agent. Providing this service builds | | | | representative will be compensated by his or her |
| strong customer relationships that will pay off in | | | | company. |
| financial dividends for you. | | | | By developing a working relationship with a reputable |
| • By selling more products and increasing | | | | disability income expert, you can have your own |
| persistence, you will automatically increase your | | | | "in-house" disability expert at no cost to you. |
| income and see why adding DI to your product mix | | | | Make sure the rep you choose to work with is |
| can be such a profitable move. | | | | experienced in such disability concepts as multi-life, |
| It's clear there are lots of sound reasons for including | | | | combination sales and customized plan design. |
| DI in your product portfolio. But what about selling it? | | | | Working with a qualified representative will add a richer |
| Fortunately, this is not as complicated as you might | | | | dimension to your portfolio, provide a much-needed |
| think. | | | | service to your clients, and bring you increasingly |
| The need for disability protection, although sometimes | | | | profitable sales results. |