Steve Brady — who is national accounts sales director at The Standard in Portland, Ore.— recalls a group of ship pilots who work the waters of Puget Sound. Their employer’s agent proposed individual disability insurance, with guaranteed issue, as a voluntary addition to group disability coverage.

“Of the 55 pilots, 53 signed up for individual disability coverage,” Brady says. “The agent who wrote the policies has that business, as well as 53 new files of people who are high-income earners and may be interested in his other offerings, including life insurance and other products.”

BenefitsPRO

Join BenefitsPRO

Don’t miss crucial news and insights you need to navigate the shifting employee benefits industry. Join BenefitsPRO.com now!

  • Unlimited access to BenefitsPRO.com - your roadmap to thriving in a disrupted environment
  • Access to other award-winning ALM websites including ThinkAdvisor.com and Law.com
  • Exclusive discounts on BenefitsPRO.com and ALM events.

Already have an account? Sign In Now
Join BenefitsPRO

Copyright © 2023 ALM Global, LLC. All Rights Reserved.