Archive for March 8th, 2011

I found this recent study conducted by Mass Mutual and The American College,  which in my opinion validates what many of us in the Voluntary Disability market have asserted for years: employer provided LTD often leaves tremendous gaps in disability protection. I believe this provides a great opportunity  for those of us engaged in marketing and selling Voluntary Disability Income insurance to individual professionals.   One strategy is to segment your database and create a specific marketing and sales campaign to address the needs of those individuals.  In this case, it is prospective customers who can be identified as part of  an organization with 10 or more employees (usual threshold for employer sponsored LTD).  Pieces designed to speak  to the need of buying supplemental coverage to fill the gaps in their employer provided LTD plan, can be a very effective way to reach prospective customers who may have the  mis-perception that they already have enough coverage in-force.  Multiple copy splits in any sales and marketing campaign is very important, as a one size fits all approach often falls short due to all the various needs and situations of each of the recipients.

We would like to hear from you with your comments and experiences regarding multiple marketing and sales approaches in the Voluntary Disability Income insurance market.

Click Here for Study

A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty-Winston Churchill

George Bode

Developed by: MindStreams