I recently worked with an advisor whose clients, two highly successful physicians, were about to secure a $5 million loan to expand their practice. The lender had just one catch: they needed a disability policy in place.

Now, these physicians already had solid personal DI to protect their lifestyles. But what about the practice? The staff? The bills? The lender understood something critical: if these doctors couldn’t work, the practice would lose value fast. By the time they recovered, there might be no business left to run — or sell.

That’s why the lender pushed for an Overhead Expense (OE) Disability policy. It’s protection for the business, so the doctors can focus on getting healthy without watching their hard work vanish.

Here’s the smart part:

Since the clients were older (and premiums can get high), we structured it with a minimal OE benefit of $100 plus a loan rider. This kept costs low, satisfied the bank, and protected the dream these physicians had built.

Marketing takeaway?

Don’t wait for a lender to bring this up. They’re protecting their money, not your client’s bigger financial picture. Imagine if the doctors had been uninsurable by the time the bank asked. That dream would’ve ended right there.

If you’ve got clients like this, or if you want help positioning OE with a loan rider and handling underwriting and point-of-sale, let’s talk. Don’t let the bank do your job or let your clients’ goals go unprotected.

Tracking Number 8158567.1  

Individual disability insurance policy form 18OE is underwritten and issued by Berkshire Life Insurance Company of America, (BLICOA) Pittsfield, MA. BLICOA is a wholly owned stock subsidiary of The Guardian Life Insurance Company of America, New York, NY. Product provisions and availability may vary by state.