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Tom Helbing

Recent Posts

Disability Insurance for Doctors: Two Proven Strategies to Build your Physician Client Base

Posted by Tom Helbing on Fri, Jan 26, 2018 @ 06:01 AM

Are you struggling to add Physicians to your book of DI business? If so, it is time to sharpen your referral strategy as a record-breaking 31,757 medical resident positions were filled through the National Resident Matching Program in 2017.

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Topics: DI for doctors

The Art of the Multi-Life Disability Insurance Deal

Posted by Tom Helbing on Wed, Nov 29, 2017 @ 09:11 AM

Historically, utilizing a multi-life sales strategy with three or more lives from the same business entity generated a premium discount off unisex rates from an array of individual disability insurance carriers. Unisex rates benefit female insured’s immensely as this pricing band delivers the same rates for both males and females.

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Topics: multi-life disability insurance

Action Plan for Income Protection Sales Success

Posted by Tom Helbing on Wed, Jul 6, 2016 @ 13:07 PM

Imagine if one third of your customer base acknowledged they would purchase an income protection plan from you if they had a better understanding of how the coverage works.  What actionable steps would you take to introduce and educate your clients on the value of this coverage?

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Topics: income protection selling

Discussion Topics for Income Protection Assessments

Posted by Tom Helbing on Tue, Mar 22, 2016 @ 08:03 AM

With tax season heading down the home stretch, there is no better time to schedule an income protection assessment with your clients. We recommend advisors perform this assessment annually, in a fashion similar to the wellness physical your client receives from their personal physician each year.

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Topics: income protection, income protection assessments

Unlocking the Need for Key Person Insurance

Posted by Tom Helbing on Wed, Feb 3, 2016 @ 11:02 AM

Key Person Disability Insurance delivers cash benefits to a business in the event a key employee who is critical to the success of the business can’t perform their substantial and material duties due to sickness or injury.

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Topics: key person insurance, key person disability insurance

How to Deliver Disability Insurance Services – Without Deviating from Your Core Focus

Posted by Tom Helbing on Mon, Sep 21, 2015 @ 14:09 PM

“The Main Thing is to Keep the Main Thing the Main Thing.” These words of wisdom from renowned author Stephen R. Covey have inspired professionals from around the globe in an array of industries. Maintaining laser-like focus on the activities that maximize productivity and profitability are essential for the growth and sustainability of your practice.

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Emerging Disability Insurance Market: Part-Time Workers

Posted by Tom Helbing on Thu, Aug 6, 2015 @ 10:08 AM

The U.S. Labor Market experienced a dramatic increase in the number of part-time employees following the end of the Great Recession in 2009.  The weakened economy in conjunction with a cultural shift towards flexible work arrangements has created a pool of over 27 million part-time workers according to the U.S. Bureau of Labor Statistics.

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Expand your Client Base with a Voluntary Short-Term Disability Offering

Posted by Tom Helbing on Thu, Jul 16, 2015 @ 12:07 PM

Under the Affordable Care Act, rising health care costs have created a market opportunity for voluntary benefits. Once considered a side-salad menu offering, voluntary benefits are gaining popularity with small business owners who seek to enrich their benefit offering to attract and retain quality talent.

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Is Disability Insurance Really Necessary? Consider the Alternatives …

Posted by Tom Helbing on Thu, May 21, 2015 @ 15:05 PM

Millions of Americans in today’s workforce do not feel disability insurance is necessary. Nor do they have an alternative strategy to account for their lost earnings in the event a sickness or injury inhibits their ability to work.

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The Miles O’Brien Story – Share This with Your Income Protection Prospects

Posted by Tom Helbing on Thu, Mar 12, 2015 @ 10:03 AM

Miles O’Brien is an independent journalist who lost his left arm after a fluke accident while on assignment for PBS in the Philippines.  While loading broadcast equipment onto a cart following a shoot in February 2014, a 60 pound Pelican camera case dropped several feet onto his forearm. Following one of the most common male traits, O’Brien viewed this a minor injury and brushed it off. He felt he could deal with the pain and swelling without medical intervention.

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