Think Different. Sell DI.
Welcome and congratulations!
You have taken the first step to a career opportunity with one of the leading disability insurance brokerage firms in the industry.
Our technical expertise and superior service and sales support will provide you with the essential tools for your business success.
You may already have them as clients for life insurance, property or health insurance. But their need for income replacement is still out there, on the table waiting to be addressed.
Your clients deserve to know what their options to protect their income are, and so do the people who depend on it. Be the one to guide them through it, be different.
Individual disability insurance remains one of the largest untapped markets in our industry. Every working individual has a need for coverage. Agents who sell disability insurance receive some of the highest commissions and long-term renewals in the industry for doing so. That’s different.
Let’s go for it together. Work with dibrokerWest for the most competitive proposals on the best products available. You bring the client, we do the legwork. You get the commissions. That’s different.
Why dibrokerWest?
dibrokerWest is one of the largest independent multi-company national disability insurance brokerage firms in the country. We currently provide disability insurance products and services to several National Sales Organizations as well as over 6,000 independent insurance professionals in all 50 states.
Industry Leading Service
We solve problems while providing the best sales support and service in the industry. You’ll notice with your first call to our office when the call is answered by a member of our support team, a knowledgeable person, ready to help. We think people should talk to people.
Cutting Edge Technology
We design and implement technology solutions for our producers. Our Advisor Portal includes: Online Case Management, Faster Quoting, Secure Document Transfers, Large Case Enrollment capabilities or GSI/GME e-Application.
We lead the industry with our technical abilities. Regardless of where you are located, or what device you’re using, you can: submit a quote request on-line and receive a proposal the same day; check the status of your cases in underwriting; download applications, forms and securely send documents to dibrokerWest or any recipient… all from our secure website.
We are The Brokerage of Possibilities.
Area Sales and Development Directors
Our local, Regional Sales Rep’s opinions and recommendations are objective and not influenced by a home office whose single focus is only selling their products. Our recommendations are focused on what is best for you and your client. We do not participate in the writing agent’s commission. We don’t split commission with you; we help generate more commission with you.
Commissions Pooled Across Carriers
You can track your production on our website and we will pool your production across our core disability insurance carriers, providing the most competitive compensation schedule. One commission schedule for all your core disability insurance production.
Personal diCoach
How about your own personal diCoach? An experienced disability insurance professional with CLU credentials to call your own. Our diCoaches impartially survey multiple carriers, pre-qualify unique risks and know how to position your case with an underwriter, providing solutions that best fit your client’s needs. Their support will help you win cases.
They can help with every step of the pre-sale process. Contact us any time for help submitting a quote request online, pre-qualifying your client, or helping you understand the choice of carriers and their products.
Getting Started
A good first step in selling disability insurance to your client is to understand what it is your client does on a daily basis. You may want to begin your discussion of disability insurance by asking your client to simply explain what it is they do on a daily basis. What essential tasks do they perform that if they were unable to perform, they would want to be considered disabled? Take note of any and all duties, this will help insure that you are proposing the most accurate and competitive product.
Describing the benefits of any disability policy is not easy, especially since your client likely is not familiar with insurance jargon. One approach is to review the different claim scenarios that are possible and then explain how Disability Insurance would perform and pay benefits. Again, it is most helpful to fully understand your client’s job duties so that you can tailor the claim scenario specifically to your client’s occupation.
The four general possible claims scenarios are:
The insured is unable to perform the duties of any occupation.
The insured is unable to perform the duties of his regular occupation, but able to perform the duties of another occupation.
The insured is able to perform the duties of his occupation but at a reduced capacity.
The insured is fully recovered from a disability, back to work full time, but still suffering a loss of income.
If you were to apply these 4 scenarios to the coverage you are proposing, you will have covered all of the possible situations someone could find themselves in at claim time and the benefits they could expect to receive if they owned disability insurance. This should result in a good discussion of the policy and how it works. It does not however address the number one objection, the cost of the insurance. You should emphasize to your client that the premium is not the problem, it’s the solution. A critical part of the sales process for disability insurance is putting the premium into proper perspective.
Put the Premium into Perspective
A good premium approximation is that it costs 2% – 5% of someone’s gross earnings to protect 60% – 65% of that individual’s net income on a tax-free basis. The point is that while disability benefits are often presented as a monthly benefit, make sure to emphasize that the potential benefits may exceed $1,000,000. That helps put the premium into perspective.
Is it reasonable to spend 2% – 5% of your income today, to insure you and your family maintain the standard of living they have become accustom to in the event the breadwinner were disabled? Put this way, most clients would agree that the premium is not the problem.
Save time and stay informed with our dibrokerWest Advisor Portal! Learn more.
Individual Disability Insurance
The Sales and Underwriting Process —
Eight Simple and Easy Steps
Disability Insurance is underwritten fairly, but can take time and is rigorous. Establishing the right expectations with your client up-front will make for a much less stressful process. You can expect the carriers to do a thorough job of underwriting, to include collecting doctor’s reports and requiring income documentation. Expect the best possible underwriting decisions if there are no surprises, here are 8 steps to easier underwriting.
• Date of Birth, Occupation, Gender, Annual Income, Tobacco use, State of
Residence, Other coverage in force
To request a proposal…
• Go to www.dibrokerWest.com Quote Request 24/7.
• Create a FREE Advisor Portal account for faster quotes and other features.
• Contact a diCoach at 877-636-2112.
• Insure your state is not a pre-appointment state; if not then being appointed can be completed with the submission of your first application to that carrier.
• Always best done in person, ask your local sales rep to help you with the
presentation. Do not forward the e-mailed proposal to your client without
explanation.
• Insure to collect income verification documentation and submit it with the
application.
• Make sure your client understands if they are to receive a call from the carrier
and the underwriting process in general.
• This process normally takes 6 to 8 weeks. Set this expectation with your client.
• Electronic delivery of issued policies reduces “not taken” policies by 10% and
delivery time by 2 weeks.
• Individual DI has one of the most lucrative commission schedules in the industry and as a producer with dibrokerWest you are immediately vested with all
commissions.
Business Disability Insurance
No matter who your client is, dibrokerWest provides the highest quality disability income insurance products for occupations across all walks of life: Blue Collar, Gray Collar and White Collar Professionals.
Individual Disability Business Insurance Solutions
Individual Disability Insurance replaces a portion of your income which helps you minimize the disruptions to your daily life during a tough period and keep you long- term financial goals on track.
Business Overhead Expense coverage reimburses a business owner for most
business expenses incurred while disabled, ensuring employees get paid and the doors to the business remain open.
Disability insurance that provides the money designated to fund buy-sell
agreements in the event of a owner’s disability.
• Supplemental income replacement protection for individuals covered by Group LTD.
• Often used to correct reverse discrimination issues among highly compensated employees limited by Group LTD maximums.
• Disability insurance designed to protect business owners from the negative
financial impact resulting from the disability of a key employee.
• Additional disability insurance for highly compensated individuals who have
reached the maximum coverage obtainable from traditional carriers.
• Disability insurance policies that indemnify a bank loan in the event the loaner
becomes disabled.
• Disability insurance designed to continue contributions to retirement plans in the
event of disability (and loss of employer’s contribution).
• Disability Insurance for individuals with medical issues, high risk occupations or other special risk situations.
Multi Life
Sell disability insurance the same way you buy bananas, by the bunch! It takes the same effort, sometimes less, to enroll and underwrite a group of 3 or more than it does to take the application and underwrite a single individual. This is where thinking different can really pay off.
Disability Insurance Multi-Life Solutions
Multi-Life/List Bill/Simplified Issue
Individual disability plans that typically come with unisex rates and a discount.
Guaranteed Standard Issue (GSI)
Disability insurance issued without medical underwriting for groups of 2 or more.
Graduate Medical Education (GME)
GME Programs are GSI programs designed to provide graduating Medical Residents the opportunity to purchase Individual Disability Insurance without medical or financial underwriting at a significant discount.
Individual/Group Supplement
Supplemental income replacement protection for individuals covered by Group LTD.
Association Endorsement
An approved association endorsement provides a discount to the membership and may include underwriting concessions as well
Disability Insurance Products in the Multi-Life Mandatory and Voluntary Markets
Income Replacement
Individual Disability Insurance replaces a portion of your income which helps you minimize the disruptions to your daily life during a tough period and keep you long-term financial goals on track.
Business Overhead Expense
Business Overhead Expense coverage reimburses a business owner for most business expenses incurred while disabled, ensuring employees get paid and the doors to the business remain open.
Buy / Sell Expense
Disability insurance that provides the money designated to fund buy-sell agreements in the event of a owner’s disability.
Retirement Protection
Disability insurance designed to continue contributions to retirement plans in the event of disability (and loss of employer’s contribution).
Impaired Risk
Disability Insurance for individuals with medical issues, high risk occupations or other special risk situations.
High Excess Limits
Additional disability insurance for highly compensated individuals who have reached the maximum coverage obtainable from traditional carriers.
Physician Excess Limits
Disability coverage above twenty-five thousand dollars a month.
CONTACT US
- 877-636-2112
- 503-636-2144
- info@dibrokerwest.com
- Monday – Friday: 8:30 am – 5:30 pm Pacific
