those regular deposits continue, lest the
insured lives a sickly or disabled life,
supported by disability insurance benefits and, at age 65 or 70, winds up with
no retirement fund at all.
If the insured has been successful in accumulating to an advanced age and then
faces the necessity of robbing the account
to pay for current living costs, the insured
will reach the end of his or her disability
benefits and face an unknown period of
retirement with a decreased and possibly
inadequate retirement cash flow.
In general, according to studies by
U.S. News & World Report and the U.S.
Bureau of Labor, people spend 40% of
what they earn on a home and 35% for
other needs — among those, 4% goes
toward retirement.
On a typical issue limit of disability insurance, a company would grant
$10,000 per month to a person who
earns $300,000 or more per year.
A review of clients’ disability needs is
important and the basis of a combined customer relations strategy and a new business
program. The start of the New Year is an excellent time to review clients’ insurance and
financial plans, bringing peace of mind to
them and possibly new supplemental sales.
No financial plan is complete without a disability financial plan. This is a vital service
to which all clients are entitled.
Mortgage 40% = $10,000 monthly
Other Needs 35% = $8,750 monthly
Retirement@ 4% = $1,000 monthly
Total needed = $19,759
Issue limit = $10,000
Shortfall/Supplemental DI needed = $9,750
W. Harold Petersen, RHU, DFP, has been a leader in the disability insurance industry for more than 60 years and is founder and president of Petersen International
Underwriters. He has served two terms as
chairman of the Disability Insurance Training
Council and is founding president of the
International DI Society. Contact him at (800)
345-8816 or whp@piu.org.
Continued from page 64
Allstate ............................ 33
American Equity . . . . . . . . . . . . . . . . . . . . . . 7
American General . . . . . . . . . . . . . . . . . . . . . 63
American National . . . . . . . . . . . . . . . . . . . . 37
Assurity Life . . . . . . . . . . . . . . . . . . . . . . . . . 72
Brokers International . . . . . . . . . . . . . . . . . . 9
Columbus Life . . . . . . . . . . . . . . . . . . . . . . . 59
Final Expense . . . . . . . . . . . . . . . . . . . . . . . .67
Foresters . . . . . . . . . . . . . . . . . . . . . . . . . . . 71
Great Leads . . . . . . . . . . . . . . . . . . . . . . . . . 76
Illinois Mutual . . . . . . . . . . . . . . . . . . . . 43, 75
Integrity Life . . . . . . . . . . . . . . . . . . . . . . 54-55
Insure Me . . . . . . . . . . . . . . . . . . . . . . . . . . . 39
Legacy Insurance . . . . . . . . . . . . . . . . . . . . . 11
LincolnBenefitLife ................... 2
Lincoln Financial . . . . . . . . . . . . . . . . . . . . . 15
LTCI Partners . . . . . . . . . . . . . . . . . . . . . . . . 64
Mutual of Omaha . . . . . . . . . . . . . . . . . . . . . 17
Mutual Trust . . . . . . . . . . . . . . . . . . . . . . . . . 5
Nationwide Financial . . . . . . . . . . . . 23, 25, 27
NorthAmericanCo. ................... 8
Ohio National . . . . . . . . . . . . . . . . . . . . . 28-29
OneAmerica . . . . . . . . . . . . . . . . . . . . . . . . . 49
PartnersFinancial . . . . . . . . . . . . . . . . . . . . . 78
Petersen International . . . . . . . . . . . . . . 35, 80
Principal Financial . . . . . . . . . . . . . . . . . . . . 19
Prudential .......................... 13
Revolution,The ...................... 84
Rockwood Programs . . . . . . . . . . . . . . . . . . . 41
Sagicor Life . . . . . . . . . . . . . . . . . . . . . . . . . 83
Securian Life . . . . . . . . . . . . . . . . . . . . . . . .56
Seminar Crowds . . . . . . . . . . . . . . . . . . . . . . 3
Standard, The . . . . . . . . . . . . . . . . . . . . . . . . 53
UNIFI . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 68
Washington National . . . . . . . . . . . . . . . . . . 61
Woman’s Life . . . . . . . . . . . . . . . . . . . . . . . .51
W .S . Ponton . . . . . . . . . . . . . . . . . . . . . . . . . 21
WANT TO OFFER
FINAL EXPENSE
TO CLIENTS
WITH THESE
CONDITIONS?
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LifeInsuranceSelling.com / LIS / February 2011 67
Final Expense 0-85
Commission Same for All Ages
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Contact
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