I don't want to be so crass as to say that group LTD is worthless, but in many cases it is fundamentally inadequate, and instilling realistic expectations in those that have this type of insurance is a vital role of the professional financial advisor.
Employers willingly providing any type of income protection plan to employees is of course worthy of applause. However, it's reasonable, make that imperative, that both employers and employees are informed of any shortcomings of their GLTD plan. You don't want to be the one who informs the newly disabled employee that their 66 percent income replacement plan may actually provide a significantly lesser benefit.
To be fair, some traditional Individual DI carriers recognize these potential inadequacies and do their best to offer supplemental coverage in hopes of better insuring one’s income. Unfortunately, these efforts may still fall short of proper income protection levels. With these limitations in mind, you can see where leaving your client to discover on their own that their GLTD plan is inadequate, is simply not professional.
You can play the hero and present solutions to these problems —