Ever since I got into the disability insurance marketplace more than 35 years ago, I've seen too many instances of family bread winners being denied income protection coverage.
One reason consumers have trouble getting coverage is that many agents are not sure how to help them.
If agents started out referring the consumers to disability specialists who specialize in handling hard-to-place applications, the consumers might get policies – and get policies without exclusions or ratings.
For me, the saddest disability insurance story involves my friend "John Doe."
I've changed many of the details here to protect my friend's identity.
John Doe is 46 years old and lives in Maryland. He works as a sales representative.
