Of all the products you have the opportunity to sell, arguably the most neglected is disability income insurance. The need is blatant for a wide range of age spans and income earners, and the product is affordable. Yet, too many good producers overlook the opportunities. What gives?
That’s the age-old question — although it’s not always asked in that way. For years, the industry and our society have suffered, I believe, because the need for income protection in the event of a disability has not been adequately filled.
Q: As you consider the opportunities in the disability market and where your business currently stands, where do you see the biggest opportunities, and how are you positioning your firm to take advantage of those opportunities?
Schneider: I have positioned my firm to be on the cutting edge of promoting IDI by establishing a national resource for providing solutions for hard-to-place applicants, providing seminars, and writing articles. Some hard-to-place conditions that can be provided have to do with applicants being overage or overweight, having health issues, making too much money, making too little money, holding a dangerous occupation, working abroad, working within the home, working for the federal government, being previously declined, having drug and alcoholism issues or mental and nervous issues, and many other issues.