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Finding a way to boost sales without a new client is one way to gain any broker’s attention. This one doesn’t involve a rider, per se, and some brokers are already doing it, but there is a significant market out there for the enterprising producer. It involves fixing what Sean McCartney calls reverse discrimination, and it involves disability insurance. McCartney, the national vice president, Specialty Benefit Sales, for the Principal Financial Group, says high-earning company executives suffer from discrimination when it comes to finding enough disability coverage at normal levels. Sixty percent replacement or $5,000 a month isn’t enough for folks earning six digits and more, but to cover them at much higher levels with the group policy would affect the rates for all employees. The solution? “Basic coverage is inadequate for executives,” McCartney says. “But instead of raising the cost on all to cover the few, companies can provide individual coverage on top. You can add another 15 percent if you layer an individual contract on top.” That gives higher paid individuals the chance to protect themselves — on a percentage basis — at the same level of coverage the other employees enjoy. McCartney says more brokers are starting to push it, but they have to be able to find companies that can afford to do both. — Werling

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