How to sell more individual disability insurance

How do you get 2 + 1 to equal 10 to 20%? Sell Disability Income (DI) insurance to three
or more people who have a common employer and they receive a 10 to 20% employer
discount. Everyone involved benefits from a multi-life DI program.

Benefits to the employer:

• Premiums can be paid by the employer or employee (employer’s choice)
• Premiums are less expensive
• At least 10 – 20% discount on everyone who is issued a DI policy
• Unisex rates
• If premiums are paid by the employer they are tax deductible to the company as a fringe benefit expense
• Possible underwriting concessions on cases with at least 25 lives
• Stronger employee benefits
• Add value for key employees by wrapping around existing group coverage
• Flexible billing options for voluntary cases:
• Payroll deduction, or
• Direct billing on the company or to each employee

Benefits to the employee:

• Provides protection for their most valuable le asset – the ability to earn an income
• Discounts that are portable
• Flexibility of billing
• Payroll deduction (employer’s choice), or
• Direct Billing
• Possible underwriting concessions on large cases
• Usually 25+ lives for Guaranteed Standard Issue (GSI)
• Usually 5+ lives for guaranteed to Issue (GTI)

Benefits to you, the producer:

• Market potential & income potential
• Opportunity to sell to more than one individual at a time
• Increased cross selling opportunities
• Commissions
• Census data signed by corporate officer may satisfy financial documentation
• Needs-based selling
• Quality product

What’s easier – selling one policy at a time or selling multiple policies at a time?
Start reviewing your existing client database today for multi-life opportunities where
everyone involved benefits.