The DI and LTCI Blog - Your Source for Sales Tips and Advice

Leslie Schultz

Recent Posts

How Marijuana Use Affects Disability Insurance Underwriting

Posted by Leslie Schultz on Thu, Apr 18, 2019 @ 10:04 AM

More and more states are changing their state laws and enforcement related to marijuana use- either recreational or medicinal. There are currently 11 states where marijuana is fully legal (including Washington D.C.) and an additional 17 states that have legalized medicinal marijuana. In 2019, there are eleven states that have some sort of bill currently in progress related to making changes to the existing marijuana laws. Or course, marijuana use is still illegal on the federal level. We are getting an increasing number of cases related to clients working in the marijuana industry as well as clients who are using marijuana, either medicinally or recreationally.

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Topics: disability insurance underwriting, marijuana

Why Waiting to Buy Income Protection Can Cost You Big Time

Posted by Leslie Schultz on Mon, Aug 20, 2018 @ 08:08 AM

Like many others in their 20s, I remember not being thrilled about the chunk of income that was taken every month by insurance. It always seemed like money that was going out and would never come back in and felt especially significant at a time when my income was low.

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Topics: income protection, buy income protection

Why Contract Language Matters: Business Overhead Expense (BOE) Residual

Posted by Leslie Schultz on Thu, Dec 14, 2017 @ 08:12 AM

Several years ago I wrote a blog post on the differences in residual for individual disability insurance. In my given scenario one carrier would pay out over $25,000 more than the other!  With so much disparity in the individual product benefits, I decided it would be good to compare options under the residual definition with the business overhead product as well.

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Topics: business overhead expense

Multi-Life: The Discount Deal of Disability Insurance

Posted by Leslie Schultz on Fri, Oct 13, 2017 @ 09:10 AM

Everyone likes to feel like they are getting a great buy- especially on disability insurance.  Are you aware of the significant cost savings that are available with discounts on disability insurance? Take a look at the cost savings available for this client by taking advantage of multi-life discounts!

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Topics: disability insurance, disability insurance quotes, disability insurance for doctors, multi-life disability insurance

Seven Hidden Benefits in Your Client’s Disability Insurance Policy

Posted by Leslie Schultz on Mon, Jul 11, 2016 @ 12:07 PM

Do your clients know about all of the benefits that are found in their disability insurance policies?  Probably not!  An important part of selling DI and having your clients keep their valuable coverage inforce, is to make sure they know about all of the benefits the coverage provides!  Many may have some knowledge of their benefit amount and their benefit duration but may not be aware of these “hidden” benefits. Make sure to highlight the following advantages:

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Topics: disability insurance policy

Why Contract Language Matters: Pregnancy and Individual Disability Insurance

Posted by Leslie Schultz on Wed, Feb 17, 2016 @ 08:02 AM

individual-disability-insuranceYou might be tempted to think there is not a lot to know regarding pregnancy coverage for long term disability policies. The waiting periods are typically 90 days (longer than most clients are off work) and many long term DI policies have exclusions that specify they will not pay benefits for the first 90 days of a disability due to pregnancy or childbirth. Even so, new long term DI claims due to pregnancy or childbirth increased 24% in 2012 and were 10.6% of all new long term DI claims by females in 2012 and 2013 (Source: 2013 and 2014 CDA Long Term Disability Claims Review). 

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Topics: individual disability insurance

How to Cut Through Disability Insurance Price Objections with Plan Design

Posted by Leslie Schultz on Mon, Aug 31, 2015 @ 13:08 PM

Pricing can be one of the biggest obstacles to overcome when selling disability insurance, especially if you are talking to your client about purchasing multiple types of insurance.  The good news is that there are a whole lot of discounts out there and ways to make quality disability insurance contracts more affordable! 

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Why Disability Insurance Policy Language Matters: Presumptive Disability

Posted by Leslie Schultz on Wed, Jul 8, 2015 @ 09:07 AM

The presumptive disability is a feature that most carriers offer and all call it by the same name but as you have probably figured out by now, there are significant differences by carrier!  In general, the presumptive benefit pays a total disability benefit in certain scenarios like loss of hearing in both ears, use of both hands, power of speech etc.  The full benefit is paid regardless of whether the client is currently working or earning income and does not require the insured to be under the regular care of a doctor. 

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DI for Chiropractors

Posted by Leslie Schultz on Thu, Jun 4, 2015 @ 11:06 AM

Chiropractors are typically good buyers in disability insurance but it can be difficult to find a carrier who will offer them quality coverage due to a high claims history for the profession.  Many carriers have stopped writing coverage on chiropractors altogether.  Not to worry!  DIS still has you covered!  We have multiple options for individual DI coverage (even for newly self-employed chiropractors!) as well as business products and even special risk DI.

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How Will this Disability Insurance Coverage Affect My Taxes?

Posted by Leslie Schultz on Fri, May 8, 2015 @ 08:05 AM

It’s a question that many clients ask or more specifically, “Can I deduct the premiums for this disability insurance from my taxable income?”  It’s also a question most agents hate to get!  Taxation can get a bit complicated, especially because the way it is handled varies by product.  Here is a handy explanation and guide to help you answer those tax questions that get thrown at you. 

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