Part of our guide: Disability Income Insurance: Solutions, Tools and Guides →
One of the simplest ways to grow disability sales is to review coverage your clients already have. Most have group LTD at work and have never looked closely at what it actually provides.
Key takeaways
- A benefit review turns “I’m covered at work” into a clear picture of what’s missing.
- Key gaps include waiting periods, benefit caps, excluded bonus income, taxation, and portability.
- Clients who see the gaps in writing are much more likely to act.
Twelve questions, one review, and most clients discover their group plan isn’t what they thought.
12 questions to ask
- How long is the waiting period before group LTD benefits begin?
- What percentage of pay, if any, is paid during the waiting period?
- If partial benefits are available, must they be totally disabled during the waiting period?
- What percentage of pay does the benefit replace?
- What’s the maximum monthly benefit?
- Is bonus or incentive pay covered?
- How long are benefits payable?
- Will the plan pay if they return to work at reduced capacity?
- Is the benefit taxable?
- Who pays for health insurance and other benefits while they’re disabled?
- Are benefits adjusted for cost of living?
- Can they keep the coverage if they change employers?
Turning answers into recommendations
Send us the plan summary and the answers, and we’ll show where supplemental individual coverage fits. Common findings are covered in why 60% group coverage can feel like a 58% pay cut and group LTD offsets.
Frequently asked questions
What should I look for in a group disability plan?
Waiting period, percentage replaced, benefit cap, covered income, benefit duration, taxation, partial disability, COLA, and portability.
Why review a client’s group disability coverage?
Most clients overestimate what their group plan pays. A review reveals gaps individual coverage can fill.
Is group disability insurance portable?
Usually not. Coverage typically ends when the employee leaves the employer.
Reviewed by Tim Fuller on 2026-09-25
Tim Fuller
President, SRS Inc.
Tim leads SRS Inc., a full-service IMO (Independent Marketing Organization) and BGA (Brokerage General Agency), connecting independent financial professionals with life, annuity, disability income, and long-term care solutions from 60+ carrier partners.
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