It is no secret that individual disability insurance carriers are experiencing strong sales growth in the multi-life arena.
Are multi-life sales the wave of the future?
The answer rests with the employers and employees at small and medium-sized businesses who value quality insurance programs.
A 2005 survey sponsored by Principal Financial Group Inc. found 65% of participating workers agreed that having a good employee benefits plan encourages them to work harder and perform better, and 86% of the employers who participated in a 2003 survey sponsored by the Health Insurance Association of America, Washington, and JHA Inc., Portland, Maine, said they felt they need to offer employees more than just health insurance.
But, of course, employers’ benefits dollars only can stretch so far.
Producers will benefit once they have a better understanding of the multi-life disability market, how to structure disability income programs creatively and how to work effectively with carriers.
To take advantage of this sales opportunity, avoid falling prey to these misperceptions:
Perception: The multi-life disability sale is too complicated and time consuming.
Reality: Larger multi-life cases can be time consuming, but it is important to remember that you are selling multiple policies–sometimes hundreds at a time for each case. Imagine how long it would take to write hundreds of single life individual disability insurance policies.
Many disability carriers offer multi-life sales support to help make the processes easier. Look for a company that offers:
–Pre-sale and point-of-sale marketing support.
–Regional assistance with the sale and enrollment process.
–A variety of underwriting programs (fully underwritten, streamlined/simplified and guaranteed standard issue) as well as direct access to underwriters. These programs and services help you tailor a program to employers’ specific needs.
–Internet-based communication.