16 ID Trends NAILBA

In the DI marketplace today , medical professionals make up the majority of new clients . These sales are made using traditional techniques such as defining the product and highlighting its features and benefits . This logical approach resonates in the scientific minds of physicians , who learn about the importance of DI in their profession starting in medical school .

Technical issues

Adam Mahnen is disability sales director at Ohio National Financial Services . He can be reached on LinkedIn at linkedin . com / in / adammahnen-00b14447 .

Now let ’ s consider the larger , nontechnical audience for DI . When selling life insurance to this group , financial professionals usually place greater emphasis on the ancillary ( living ) benefits than the primary ( death ) benefit of the contract . But DI contracts don ’ t typically provide ancillary benefits , so buying decisions are based on the value of DI alone . With that in mind , how do we generate interest and urgency around the product ? I say we stop selling the technical benefits of DI to the nontechnical consumer .

Top 5 reasons for short-term disability claims

( Source : Council for Disability Awareness )