Disability
Changing Our Image
and the Public's Perception
by Ron Cohen, RHU

    Having just returned from the Second Annual International DI Conference at Lake Las Vegas, I realized why so many Americans just might have a negative attitude toward the disability insurance industry. Most Americans are subjected to negative publicity about claims that are denied.
    Few hear the real life stories from the other side. You should have been sitting in my seat as several of the scheduled speakers discussed their experiences – nightmarish stories, but their disability policies saved them from ruination. These were near death experiences, stories about divorce, lack of self-esteem, thoughts of suicide, which brought most of us to tears. That’s no easy task for me, since I have been through three disabilities of my own and everyone in my family has experienced some form of disability – my mother, father, sister, wife, both sons, mother-in-law, and father-in-law – every one of them.
Let’s get something straight right off the bat. Most Americans would go bankrupt within 90 days of a disability. We just do not save any money. No fancy words are needed here; disability insurance is a primary need. Being disabled is a living hell that disables more than just the individual. It takes the whole family down, as well as friends, employees, and businesses. Just look up the figures on how many businesses declare bankruptcy due to disabilities.
    The problem is perception. How many ads on TV are running at this very moment relating the need for disability versus ads by attorneys telling the public to call them and sue insurance companies? How many financial advisors and consultants discuss the need for disability insurance? How many life insurance agents discuss disability insurance with their clients? How many Americans actually know about disability insurance?
As an industry, we have done a very poor job in responding to the need for educating the public. We must change the public’s perception and this takes time and a united effort. This course has begun with the Council of Disability Awareness being formed, the International DI Society, and the American College.
    The International DI Society’s purpose is to educate its members and share information, which will benefit the public. The Council of Disability Awareness consists of the insurance companies. Its direction is to make the public aware of disability insurance and create a more favorable image towards the industry. The American College has partnered with the International DI Society to educate those within our industry. Courses related to disability will be taught by disability insurance experts all around the U.S. It is time to teach our own and carry this message to the public.
    I suggest that financial advisors and consultants look at disability insurance to protect their clients from a living death as well as protecting themselves from future lawsuits by failing to offer their clients disability insurance coverage.
It really is a simple story that goes like this: It’s up to us to spread the word to our own first and for our own to relay it to the public. If you want to learn about disability insurance, consider joining the International DI Society. Agents and brokers, regulators, administrators, human resource professionals, actuaries, claims people, legislators, you name it, are all welcomed.
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Ron Cohen, RHU co-founded the International DI Society in 2005. In 1977, he founded the Houston Association of Health Underwriters and is the only president to have served two terms. He also serves as a Texas State Board member of the Texas Association of Health Underwriters. He has been a consultant to several insurers in the design of their disability products and has authored many articles on the subject. Ron has been awarded the National Association of Health Underwriters Lifetime Presidents Achievement Diamond Award. For more information, call 800-398-0571, e-mail ron@roncohenrhu.com, or visit www.internationaldisociety.com.