Steve Brady, national accounts sales director at The Standard inPortland, Ore., remembers a group of ship pilots who work thewaters of Puget Sound. Their employer's agent proposed individualdisability insurance, with guaranteed issue, as a voluntaryaddition to group disability coverage.
“Of the 55 pilots, 53 signed up for individual disabilitycoverage,” Brady says. “The agent who wrote the policies has thatbusiness, as well as 53 new files of people who are high-incomeearners and may be interested in his other offerings, includinglife insurance and other products.”
Disability insurance is gaining popularity, both as a product inits own right and as a stepping stone to others. But it still has agreat deal of potential to fill for customers, employers, brokers,producers and issuers themselves.
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