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Bol­ster your brack­et with Dis­abil­i­ty Insurance

Learn how to succeed in selling Disability Income Insurance with these strategies for success.

Scott Zagurski Headshot

By Scott Zagurski, Senior Director, Marketing & Communications


What’s the secret to a winning bracket? Know the participants’ strengths and weaknesses, listen to the experts – and use a little intuition.

It’s true in college basketball – and in selling disability income insurance. Your bracket won’t be busted because you know these are the top prospects.

Look for the Top Seeds

Focusing on other professions will help you improve your reach beyond the traditional "blue bloods."

Registered nurses: There are nearly 3 million registered nurses in the U.S. – and the field is expected to increase 15 percent in the next decade. Just like their physician colleagues, they can benefit from individual disability coverage.

General contractors: An on-the-job injury can be devastating to general contractors, many of whom are self-employed. Remember to review your client’s personal and business expenses – it’s essential to determining the coverage they’ll need.

Real estate agents: Forty-six percent of the 440,000-plus real estate agents in the U.S. pay out of pocket for their medical expenses. Like nursing, the field is expected to grow in the next 10 years.

Electricians: Another profession on the rise – the ranks of the already-660,000 electricians in the U.S. are projected to grow by 9 percent in the coming decade. Our underwriters have extensive experience working with this field – we’ve found it a great way to expand revenue channels for those in need.

Exciting 'And One' Plays

The three most popular picks for additional coverage for disability insurance include:

Return of premium benefit rider: This pays back the premium when the policy lapses, is cancelled, the insured dies or reaches age 65.

Guaranteed insurability rider: The insured can increase their monthly benefit by purchasing additional amounts of insurance, based on their income and our issue and participation limits as of the option date.

Residual disability benefit rider: If the insured becomes residually disabled, this rider will pay a monthly benefit and its premiums waved.

You’re ready to make an unprecedented run this spring – and remember, more tips are available at