DI Case Study On An NFL Running Back

As the 2019-2020 football season has come to an end, it’s timely to share a case study for an NFL running back we worked on.

In this case, the player was approaching free agency and his biggest paycheck to date.  To protect himself and his future income, he needed an insurance policy in place before he hit the field in the fall.

Read on to learn more about this case study and the insurance solution that was developed to solve it.

Client

A running back on an NFL team, who was approaching free agency.

Situation

After being drafted in the second round of the NFL draft and completing three successful seasons, the player was approaching free agency and his biggest paycheck to date.  To protect himself and his future income, he needed an insurance policy in place before he hit the field again in the fall.

Assessment

Due to the physical nature of the sport, it was made apparent that if the player suffered an injury or illness resulting in a permanent total disability before he signed a new contract, his future income would be lost.  The first policy placed covered $5 million in benefit, but his recent stellar performance moved the advisor on the case to request an increase in disability benefit at the time of renewal.

Solution

Our Disability Income Support Team worked with the player’s Agent and Insurance Advisor to develop a $10 million permanent total disability policy, which would soften the blow in the event the player became permanently totally disabled before his next big contract was signed.

Result

This tax-free benefit gave the player peace of mind – if he suffered a serious injury or illness while playing football, his future contract and lifestyle would be protected.

The premium for this case was roughly $90,000 plus taxes and fees.

Even though NFL super-stars need specialized coverage due to the nature of their sport, it’s important to remember that high-earning individuals have a gap in disability income protection as well.

Contact your DI Sales & Marketing Specialist for more information on unique DI solutions.

Why Small Businesses Need Business Overhead Expense Coverage

Many small-business owners fail to understand how difficult it would be to stay operational if they were disabled and unable to run their business.

The impact of a small-business owner’s disability does not just affect the business itself, but the employees as well.

Protect both the business and staff with Business Overhead Expense (BOE) coverage.

The majority of small businesses are tight-knit families, who rely on each other for support.  If the business is unable to produce in the absence of the owner, the employees may have to start looking for alternative employment opportunities and the business would be at a high risk for closure.

The BOE Answer

The need is simple to set up: Small businesses typically cannot survive without consistent production – so what happens when the owner is the primary producer of the business’s revenue and is unable to work?

A BOE plan would keep the business in operation in the event the owner becomes disabled and couldn’t work for a period of time.  BOE coverage reimburses all the fixed expenses, including the employees’ salaries, back to the business.  In addition, a BOE plan allows for up-front tax deductions of premiums when insuring for the potential disability of the self-employed person.  Often, small business owners are candidates for short-term and/or long-term DI as well.

BOE policies are typically short term, with benefit periods from 12 to 24 months and a 30 or 60 day waiting period before benefits are payable – this keeps the premium low and very affordable.

We feature carriers offering BOE benefits of up to $10,000 per month with no exam, lab tests, or tax returns.  A policy can be issued within 48 hours after the completion of a short application and client telephone interview.

Speak with your small-business owner clients today to see how you can help them protect one of the most important assets they have – their business.

We’re ready to start work on your clients’ BOE planning – contact your Disability Income Marketing Manager today.

Generating Sales With A DI Benefit Review

Are you looking to increase your personal production and income?  One straightforward way to generate additional sales with existing clients is to offer a Disability Income Benefit Review.

Many clients already have group Long-Term Disability (LTD) benefits in place, but are unaware of the potential gaps in coverage that Group Plans create.

Questions Advisors Should Never Over Look During A DI Benefit Review:
  • How long must the client wait before collecting Group LTD insurance benefits?
  • What percentage of pay (if any) will they receive during the waiting period?
  • If partial benefits are provided, do they have to be totally disabled during the waiting period?
  • What percentage of their pay will they receive from this benefit?
  • What is the maximum monthly benefit?
  • Is bonus income or incentive pay covered?
  • How long are benefits payable?
  • Will the plan pay benefits if they are working at a reduced capacity?
  • To what extent will their benefit be taxed?
  • To what extent will they be responsible for medical insurance premiums and other benefits previously provided by my employer?
  • Will the benefits be adjusted for cost of living increases?
  • Can they retain the coverage should they change employers?

With answers to these questions, we can show you how to address the existing gaps in your clients’ coverage, while generating increased earning potential for you.

Contact your DI Sales & Marketing Manager for tips on how to incorporate these questions into your existing client review process.

Affordable Income Protection For Any Budget

The need for an income protection plan is not limited to the Executive, Doctor or Attorney earning in excess of $150,000.  According to the U.S. Census Bureau the average annual income in the United States was $51,017 from all occupations.  Average everyday working people (Middle America) are just as dependent on their income to provide for themselves and their families as anyone in the higher tax brackets.

The opportunities are endless – reach out to your clients, friends, families, fellow club members and co-workers.  Ask if they have an income protection plan in place should they get sick or hurt.  Offer them an affordable plan to protect them and their family.

Of the advisors I speak with every day, Life Insurance Agents, Health Insurance Agents, and P&C Brokers – 92% are not talking to their clients about income protection and how affordable it can be.

You can differentiate yourself as an advisor just by offering valuable coverage to your clients that likely no one has ever spoken with them about.

Did you know?

The premium for a 45-year-old Office Clerk for $2,500 monthly benefit is only $51 per month?  There are affordable plans even for part time Dental Hygienists and Registered Nurses working as little as 24 hours per week.

Talk about opportunities, there are over 192,800 Dental Hygienists in the US earning an average annual income of $70,000 http://www.bls.gov/ooh/healthcare/dental-hygienists.htm) and 2.7 million Registered Nurses earning approx the same income. http://www.bls.gov/oes/2011/may/oes291111.htm

Never let premium be the reason your client’s income is left unprotected from an injury or sickness.  The new affordable DI plans can fit most any budget.  The premium for a 35-year-old Dental Hygienist for $2,500 monthly benefit is only $54.20 per month.

You are at the frontline to educate your clientele about the vital need for income protection in the event of an injury or sickness.  Your clients want to buy Income Protection, but they need someone they know and trust to ask them about it.

Discuss income protection insurance with all your prospects and clients, because they may not understand the risk of losing their income should an injury or an illness strike.

For marketing tools and sales ideas, contact your Disability Income Sales Expert today.

DI Marketing & Sales Tips For Attracting Young Professionals

The millennial generation (also known as Generation Y) is defined as people ages 18-35.  Today they represent over 25% of the US population.

Many of them entered the workforce during a time of economic uncertainty and are more risk averse and mindful of their money than previous generations.  They face student loan debt as they start their professional careers post-college.

The young professional market is largely untapped.  With their future earning potential and conservative approach to finances, they make good candidates for income protection and other financial products.

Below you will find unique sales and marketing tips to help you generate significant sales and grow your practice in 2020:
  • Emphasize the portability and convenience of having personal income protection coverage. It’s estimated that millennials will change jobs every three years.  Explain how they are in control to make decisions about their coverage.  Plus, individual disability coverage goes with them – no matter their location or occupation.
  • Ask your existing client base about their children and their financial needs.
  • Make sure you become part of their financial conversation by asking pertinent questions.  Millennials rely on recommendations and their parents are great sources for information.
  • Use social media and videos to communicate the need for income protection.  It’s important to build a presence on websites that millennials frequent.
  • Seek out volunteer opportunities in your community.  Young professionals are looking for ways to connect with their local community and businesses.  Volunteering is a great way to connect and make a difference.
  • Focus on the affordability of income protection.  In many cases, the cost for a 28-year-old can be less than $40 a month.  Yet it protects people’s greatest asset – their income.  Explain that monthly premiums are often less than they spend on other expenses, such as a cell phone or gym membership.
Here’s where to find young professionals:
  • Large employers that boast flexible work schedules and local community involvement.
  • Young professional groups.  TIP: Start with a YNPN (Young Nonprofit Professionals NetworkTM) local chapter.  Find a listing of local chapters at www.ynpn.org
  • Local chamber of commerce events.  TIP: Many chambers now have Young Professional sub-committees.
  • Graduate programs for Select Professionals, such as engineers, architects, pharmacists and attorneys, etc.  Find schools near you at www.50states.com.

Get started working with young professionals today.  There is a large percentage of Millennials that want to purchase income protection but do not know where to buy it.  They want to turn to someone they know and can trust.  They will not go to the internet to buy DI protection.

Ask Your dedicated Disability Income Sales Manager about our Brochures and Marketing pieces you can use to help attract Millennial clients.