In healthcare, we deal with highly sensitive and very private electronic information, so of course our ears perk up every time we see headlines about the latest cyber threat or breach. The natural question is whether this could happen to us. This is constructive if it leads to cyber risk-prevention. But all too often, folks are responding with, “it could not happen to me,” or “my insurance policy covers this so I’m prepared.” These folks are ignoring the growing cyber threat around all of us. They are whistling past the “cyber” graveyard.
Past posts have focused on selling what you don’t have, but what about other benefits that are of unique concern to physicians? By sharing information on these benefit supplements you can help your physician clients find the hidden value in an individual disability insurance supplement for physicians. Here are four benefits included in the MGIS/Sun Life Physician […]
Physician Group Disability Insurance Riders that Can Round Out an Optimum Coverage Package While there are significant differences in the base disability contract between specialty physician and traditional LTD carriers (see Changing the Conversation Around Physician Group LTD), the right selection of riders built specifically for doctors is equally important in creating optimum coverage for […]
Great Features Don’t Cover Income Gaps It hit me recently how challenging it is for even seasoned pros, in the heat of competitive sales encounters, to maintain a balanced focus on crucial selling points. In our zeal to excel on features and provisions, it’s easy to momentarily lose focus on the fundamental principal of income […]
When presenting Group LTD to physicians in their early 60s you may meet resistance. After all, what’s in it for them? Aren’t they “too old for group LTD”? Most group LTD provides a monthly benefit for employees who become disabled near or after they have reached Social Security Retirement Age (SSNRA). The difference is in […]
Although an employer-paid plan using pre-tax dollars can save your physicians thousands in the short run, the taxation of disability benefits in the long run can cost hundreds of thousands of dollars. Here’s what you need to know about IRS Ruling 2004-55 and the 162 Bonus Plan.
The threat of data breaches and cyber threats is not news to any of us. However, Anthem’s recent 80 million-record data breach was an attention-getter — or it should have been for all of us in the healthcare industry.
Building an Effective Plan Starts With Understanding Their Purchase “Why” When recommending a group LTD plan that best fits a physician group, first uncover the reason WHY they are buying or have purchased in the past: Are they purchasing in order to check a box for group LTD employee benefits? OR Are they purchasing with […]
The old saying goes, “You can’t sell from an empty wagon.” But in the physician group LTD space, emptying the wagon of provisions that can hurt doctors at claim time (included as standard language in many traditional group LTD policies) can be your most powerful tool. The Right Tool for the Right Job Traditional group […]