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In this seventh segment of the 12-part series, MGIS regional vice president of sales, Keith Mangrum, explains how a properly designed group LTD policy can offer physicians 65 and older an extra six months of disability insurance, and may provide an additional $90,000 to a physician in the event of a disability.

Keith Mangrum, senior regional vice president of sales at MGIS, explains how disabled physicians may be impacted at tax time by paying group LTD premiums with pre-tax or post-tax dollars. He also elaborates on the importance of selecting a group LTD policy that, among other things, considers K-1 income as pre-disability and covered earnings.

You’ll hear Keith Mangrum, senior regional vice president of sales at MGIS, as he drills into the details of the requirements for the minimum number of covered physicians and staff. He also explains the monthly LTD benefit maximums and other key issues to keep in mind as you build your physician group benefit plans.

Keith Mangrum, senior regional vice president of sales, and Mark Chai, regional vice president of sales for MGIS, identify a list of provisions typically included in traditional group LTD policies that are actually harmful to physicians at claim time. By offering a specialized physician contract that doesn’t include these provisions producers can, in effect, sell what they DON’T have that physicians don’t need.

In this inaugural episode, Kurt Meyer, MGIS vice president of sales and operations, reviews the concepts behind high percentage selling, highlighting the importance of changing the conversation up front to position the sale for success, rather than the dreaded ‘race to zero.’