When doing case analysis and developing product recommendations, be sure to ask for help from your General Agent / Trainer or disability income specialists in the firm or at the corporate headquarters. Among the points to keep in mind in business disability cases are:

• Who is the primary decision-maker? You should gear your recommendations to that individual.
• What are the problems or constraints to be aware of in this case?
• What is the prospect's current net or before-tax earned income?
• What are the exact duties of the prospect's job? This is essential in determining the prospect's occupational class.
• How much individual and group disability protection does the prospect have now? (Obtain a copy of the employee benefits booklet.)
• Who pays for the prospect's group insurance? The prospect or the company?
• How much of the prospect's earned income can be replaced?
• Does the prospect have any health problems or participate in hazardous hobbies or vocations?
• What waiting period and benefit amounts should be presented?
• What features and optional benefits should be recommended in this case?
• What competition comparisons should be run?