THE TIME IS RIGHT FOR MULTILIFE INDIVIDUAL DISABILITY INCOME INSURANCE.

This article looks at the need for individual disability insurance (IDI), the importance of working in the middle-market multilife environment, the best prospects for this insurance, and the need to use a consultative approach to meet client expectations. The changing character of the U.S. population is providing opportunities for the IDI market. In addition, the personal savings rate in the country has dipped precipitously. With less of a reserve available if they are unable to work, these higher wage earners have a real need for protection from the devastating financial effects of a long-term disability. Successful marketing in the small- to middle-sized corporate marketplace requires convincing an employer through education that a need exists and then developing creative disability income protection solutions in response.