Thank you for sharing!

Your article was successfully shared with the contacts you provided.

Steve Brady, national accounts sales director at The Standard in Portland, Ore., remembers 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.”

Complete your profile to continue reading and get FREE access to BenefitsPRO.com, part of your ALM digital membership.

Your access to unlimited BenefitsPRO.com content isn’t changing.
Once you are an ALM digital member, you’ll receive:

  • Critical BenefitsPRO.com information including cutting edge post-reform success strategies, access to educational webcasts and videos, resources from industry leaders, and informative Newsletters.
  • Exclusive discounts on ALM, BenefitsPRO magazine and BenefitsPRO.com events.
  • Access to other award-winning ALM websites including ThinkAdvisor.com and Law.com

Already have an account?



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 © 2021 ALM Media Properties, LLC. All Rights Reserved.