Disability Insurance Insights…The Essence Of Key Person Planning

Key person coverage is a business insurance that has been prescribed very readily on the life insurance side of our industry, and sales are actually good. However, the adoption of key person disability insurance has not been as widely received over the many years since its inception. The reasons are probably the same as they … Continue reading

Income Protection: The Best Kept Secret to Sales Success

By Candence S. Bidler Hurley, FLMI for November 2012 issue of Life & Health Advisor. Ms. Bidler Hurley is National Vice President of Individual Disability Insurance Sales – Principal Financial Group®. I’ve often thought that the greatest competition in the individual disability insurance business isn’t other carriers; it’s all the other products and solutions in … Continue reading

Disability Insurance Insights…

Ninety-seven years ago, Solomon Hueb­ner, founder of The American College, taught us that there are two kinds of death: dead death and living death. Either kind of death destroys one’s ability to earn an income, and the financial consequences are the same—earned income ceases. Thus, it must be part of our core values as financial … Continue reading

The High Wire Act of High-Net-Worth DI Claims

Agents who sell disability insur­ance (DI) to high-income profes­sionals often admit that the call they most dread receiving from a client is the one that begins with these five words: “My claim has been denied.” Often a mixture of accusation and out­rage, the client’s harsh tone immediately triggers the agent’s defenses. What went wrong? Why … Continue reading