Income Protection Journal Podcast

CEO Shares Lessons Learned Watching High Earners Lose Everything [Podcast]

Gretchen Rosenberg has watched agents at her brokerage get sick, stop working, and find out how little income protection they had. When that happened, colleagues sometimes stepped in. They covered showings, managed contracts, and kept deals from unraveling. What they could never replace was her paycheck. Five years ago, Rosenberg launched a foundation at Kentwood Real Estate that provides emergency grants to employees and agents dealing with cancer, car accidents, and medical crises. It has made a real difference for a number of people. It is not income protection for self-employed professionals. And Rosenberg says not enough of her agents carry one. Rosenberg is President and CEO of Kentwood Real Estate, a luxury brokerage serving communities across Colorado’s Front Range from Denver to Boulder, Fort Collins to Colorado Springs, and into the mountain communities of Summit and Grand counties. Kentwood is Colorado’s exclusive affiliate of Home Services of America and one of the largest residential real estate companies in the country. She started her career as a single mother, spent six months without closing a sale, and built her way to leading one of the state’s largest brokerages over nearly 30 years in a production-only industry. I sat down with Rosenberg on the Income Protection Journal Podcast to talk about what she has observed across those three decades: what commission earners assume will protect them when something goes wrong, why those assumptions often fail, and what she did about her own income when she was just starting out and could least afford to be unprepared. Commission Income Has No Floor and No Benefits Real estate agents are independent contractors. Nearly all of them file 1099s, pay their own taxes, and carry no employer benefits. No health insurance. No life insurance. No 401K unless they build one themselves. “The agent is responsible for paying all their taxes, all their insurance,” Rosenberg says. “They have no benefits, they have no health insurance. It’s all on them.” What makes this particularly difficult is the gap between perception and reality. Television shows about real estate create the impression that agents are uniformly wealthy. The reality, Rosenberg says, is that most agents pay listing marketing costs out of pocket before they know whether a house will sell. Every deal is speculation. Every paycheck is earned from scratch. Commission income does not come with a floor. It comes with cycles, market shifts, slow seasons, divorces, and bodies that eventually wear out. Rosenberg has watched agents navigate all of those. What carries the successful ones through, she says, is almost never what they assumed would. “They’re out there protecting their clients, and they forget to protect themselves,” Rosenberg says. What Illness Actually Does to a Commission-Based Income When I asked Rosenberg what she has seen happen to agents who fell ill or were injured and could not work, her answer was direct. “I’ve seen some really sad things happen, and it’s because they’re unprepared,” she says. One agent Rosenberg knows lost her home to IRS liens after spending a commission check before setting aside her estimated taxes. Others who were struck by illness had no reserve to carry them through a year of reduced or no income. The Kentwood Cares Foundation fills some of the gap. But a grant to get through a rough month is a different instrument than coverage that replaces months or years of income when a medical condition prevents someone from working. Most commission earners Rosenberg knows do not have the second thing. “Not enough think about it,” she says, when I asked whether agents in her firm protect their income. “I think they think, ‘I’ll always be able to sell a house.’” That mindset is understandable. Real estate attracts people who believe in their ability to hustle. It is also, Rosenberg says, a physically demanding job. Agents pull up carpet corners at inspections, climb stairs at showings, and work weekends and evenings for clients whose timelines rarely align with anyone’s preferred schedule. The ability to do that work is not guaranteed indefinitely. What High Earners Assume Will Be Enough A common belief among high-earning self-employed professionals is that savings or investment portfolios will carry them through any disruption. The most financially disciplined agents at Kentwood, Rosenberg says, do invest well and are genuinely prepared. Most are not those agents. Housing equity is at an all-time high nationally. But equity does not replace income when someone cannot work. It takes time to access, selling under duress is rarely good timing, and drawing down assets is not the same as having coverage that pays a monthly benefit during a disability. Rosenberg’s advice to anyone transitioning from a salary into commission-based work is to have at least $25,000 to $30,000 in cash reserve before starting. Even after closing a deal, the commission may not arrive for months. “That’s why we have insurance,” she says. I work with self-employed professionals and independent contractors on individual disability insurance built around the income their work generates. The policies that protect commission earners are structured differently from group plans, and understanding those differences matters before something goes wrong. Rosenberg got her own policy in the early months of her career, when she had no income and no certainty about when she would close her first sale. She was a single mother starting over. She has never needed to file a claim. “I’m always grateful I have it,” she says. The specifics of what Rosenberg has seen happen to commission earners who prepared and commission earners who did not, and the conversation she and I had about the gap between earning well and being protected, are in this episode of the Income Protection Journal Podcast. It is a conversation worth hearing before the need arises.

Disability Insurance Awareness Month with CDIA President Bob Herum [Podcast]

A doctor who could no longer practice medicine after a neurological diagnosis started painting watercolors and selling them to make up what his disability benefits did not cover. His policy had been sufficient when he first bought it, but his income had grown beyond what the coverage was designed to replace, and no one had reviewed it in the years between. Bob Herum was a young agent at Provident at the time, delivering benefit checks to that doctor’s door, and one of those watercolors has hung in his hallway ever since. Herum is the president of the Council for Disability Income Awareness, a nonprofit whose mission is to make sure working Americans understand what income protection is before they need it. He entered the disability insurance business in 1986 after eight and a half years of military service, spent fourteen years as a vice president of sales and marketing at Provident, one of the country’s largest disability carriers, and has spent the past two and a half years rebuilding the CDIA after the organization went through a difficult leadership transition. The CDIA, which recently added the word “income” to its name to distinguish its mission from general disability services, now reaches nearly 40,000 agents and advisors and has expanded its membership to include Munich Re, major general agencies such as Ash Brokerage and DI Brokers East, and carrier members including Principal, Unum, and Lincoln Financial. I sat down with Herum on the Income Protection Journal Podcast during Disability Insurance Awareness Month to talk about the painting, the doctor, and what he has observed across four decades watching what happens when working Americans are covered and when they are not. It is a conversation I plan to return to. The Gap Most Workers With Group Coverage Have Never Thought to Check The story of the watercolor doctor is not unusual. The disability does not always arrive with drama. It comes from a neurological issue, a cancer diagnosis, a hand injury, a joint that stops cooperating. What makes it costly is the gap between what a worker assumes their coverage does and what the certificate of insurance actually says. Most workers with employer-provided coverage have never read that certificate. Herum spent ten years marketing group long-term disability and short-term disability products, and he is direct about what most of those plans do and do not cover. The benefit is typically 60 percent of base salary, calculated only on compensation from that employer. The portion the employer pays is taxable as federal income tax. And the coverage does not follow the worker if they change jobs. “Do you realize that if you leave that employer, that coverage stays with the company? It doesn’t travel with you,” Herum says. Most group long-term disability plans also include a provision that, after an initial period, shifts the definition of disability from inability to perform your own occupation to inability to perform any occupation at all. For a physician, attorney, or specialist whose income depends on a specific set of skills, that shift matters. Herum’s consistent message is not that group coverage is inadequate across the board. It is that very few workers have taken the time to understand what they actually have. The organizing idea behind the CDIA is that most people do not make a conscious decision to leave themselves unprotected. They make an unconscious one. They receive an enrollment form at work, they mean to look into it, and they never do. “Their lack of planning becomes their plan,” Herum says. The statistic the CDIA returns to is not an abstraction. A Milliman study confirmed what Herum first encountered in 1986: one out of four working Americans will experience at least a 90-day disability during their working career. “If I knew that there was a 25 percent chance that when I crossed the road, I was going to get hit by a car, I probably wouldn’t cross the road,” Herum says. The problem is not that people reject the risk when they confront it. The problem is that most people never confront it clearly enough to make a real decision. The Resources the CDIA Makes Available to Agents and Working Americans The tools the CDIA produces are free and available at cdia.org. For agents and advisors, there is a database of nearly 40,000 professionals receiving regular outreach, a library of more than 900 blog articles organized by coverage topic, training sessions focused on specific policy mechanics, and marketing materials designed to support client conversations year-round. For the working American who lands on the site, the CDIA is building video content designed to help answer a basic question: what do I actually have, and is it enough? One newer program certifies employers whose disability benefit offerings meet a defined standard. Herum envisions the database becoming a tool workers use when comparing job offers, letting them see which employers have built a real disability program rather than a nominal one. The first certificate was awarded days before our conversation. Carriers including Unum are already marketing the program to their employer clients. I work with high-income professionals and self-employed individuals on individual disability income coverage built around the specifics of their occupation and income. The coverage I place is structured differently from what most group plans provide, and understanding those differences before something goes wrong is exactly what Disability Insurance Awareness Month is designed to prompt. Herum’s framing is that every month should carry that prompt. May is the annual occasion to raise the conversation. The CDIA’s job is to make sure the conversation keeps happening in June, October, and January as well. The full conversation, including Herum’s account of a second claim story from his early career in Columbus involving a dentist who redirected his career to managing practices after his own disability, and his view on why only four out of every 100 licensed agents discuss disability insurance with their clients, is available on the Income Protection Journal Podcast. The resources he describes are at cdia.org.

When Dual Incomes Become One, Does Pediatrician’s Policy Actually? [Podcast]

A physician with fifteen years in clinical practice and a dual household income had the financial plan most parents assume they have. She had started a 529 college savings account before her daughter was born, carried benefits through a large integrated health system, and expected a pension to grow alongside her career. Then her marriage ended when her daughter was five, and the plan she had counted on needed to hold for one. Dr. Katie Richardson is a board-certified pediatrician and the CEO of Lantern, a Colorado-based national nonprofit that delivers childhood development resources to more than 500,000 families across the United States through text messaging. More than 65 percent of those families live in low-income zip codes, giving Richardson a data-informed view of financial disruption at scale that few clinicians can match. She joins me on the Income Protection Journal Podcast to discuss what two decades of working with families, and one personal financial disruption, taught her about building financial security that survives the unexpected. What Families Build For and What They Miss Richardson’s work puts her inside the financial lives of families across the economic spectrum. Through Lantern, she oversees programs reaching families in more than 30 states. She also draws on fifteen-plus years of clinical observation watching middle-class and upper-middle-class families make healthcare decisions based on cost and coverage rather than clinical need alone. A 2024 advisory from the Office of the Surgeon General on parental stress confirmed what Richardson had already observed at scale: financial pressure shapes how parents show up at work, at home, and in the exam room. She saw the shift firsthand in her clinical practice. Families that once agreed to imaging studies or specialist referrals without hesitation began asking whether the test was covered and what it would cost. That pattern, she says, spans the full income range. Even among higher-earning families, the financial pressure is real. The households with the nicest cars are often under the same stress as households with far fewer resources, she says. They have simply scaled the problem up. She describes the cascading expenses parents rarely anticipate before they arrive: the gap between what school systems cover and what children with developmental or educational needs actually require, the cost of travel sports, and the outlays that accumulate from pregnancy through the early school years. Lantern has measured this directly. A food insecurity program the organization piloted in Colorado found that 75 percent of participating families reported reduced food insecurity after receiving targeted text-message resources, and more than 85 percent said they discovered local programs they had not known existed. The same pattern holds for financial planning, Richardson says. Families often lack access to basic information, not the willingness to use it. The larger finding from her two decades of work is that family financial planning tends to address the scenario where everything goes as expected. The scenario where it does not tends to go unaddressed until it is no longer hypothetical. The Policies She Made Sure Were Hers What shaped Richardson’s financial thinking was not a seminar or a planning worksheet. It was growing up with a mother who had not planned, and then navigating her own divorce. “I was brought up by a single mom who, when I was in high school, we had creditors calling our house all the time,” she says. “And so I know what it can look like to have someone who hasn’t planned.” That history made her deliberate. She watched her mother trying to make retirement work on $36,000 a year in Social Security and a small supplement, and decided she would not arrive in the same position. She kept life insurance and disability coverage alongside her employer benefits, specifically because she understood that employer benefits require the employer. “My biggest fear going through my divorce was, am I going to be able to do this financially on my own? I need to make sure that no matter what happens, whether it be divorce, illness, any of those things, that I have really thought and made sure that my daughter is going to be okay,” Richardson says. The question she asked during her divorce is the same question a life insurance policy is designed to answer before the moment arrives. The answer depends entirely on what was put in place when everything was still intact. Richardson maintained individual policies throughout her career at that health system, and she is direct about why. “Some of my insurances definitely and always has been outside of my employer, because even if I’m not working at an employer that offers those benefits, I know that I still have those things,” she says. After nearly sixteen years at that health system, she made the decision to leave. The individual coverage she had maintained was part of what made the transition possible. Planning outside her employer had given her the financial flexibility to walk away when the organization’s direction no longer aligned with her own. After thirty years of advising physicians, dentists, and other high-income professionals at Set for Life Insurance in Greenwood Village, Colorado, what Richardson describes is one of the most consistent findings I see: an employer benefit is a workplace benefit, and it ends when the employment does. Among the executives I advise, the ones with the most options when their employment situation changes are the ones carrying executive disability coverage outside their group plan. Individual life insurance and disability policies, issued in the policyholder’s name and not tied to any employment relationship, follow the insured regardless of where their career leads. Why even high-income professionals consistently underestimate how much of their future earning capacity goes unprotected is examined in a conversation with Michael Sir of One Protection, whose software makes the true size of the income gap visible in dollar terms. What Richardson Tells Parents Now Richardson is not an insurance professional. What she brings to this conversation is a physician’s and nonprofit leader’s perspective on how financial disruption actually lands on families, and firsthand experience navigating one. Colorado recently joined a growing number of states requiring financial literacy education for every high school student, a development Richardson calls a meaningful starting point. She does not think it is sufficient on its own. Most families, she says, lack the background to make consequential insurance and planning decisions without professional guidance, and she was no exception. She sought out advisors for investments and coverage precisely because she understood that wanting to make good decisions is not the same as having the knowledge to make them. She observes one more pattern worth naming. Through Lantern’s work with families accessing food banks and community resources, Richardson has seen how much shame attaches to asking for help. She sees the same dynamic in insurance. Families who have paid premiums for years sometimes hesitate to file a claim because the act of filing feels like an admission. Richardson says her answer to that hesitation is the same whether the resource is a food pantry or a disability policy: that is exactly what it is there for. The families she works with through Lantern lose their financial footing for reasons most of them did not anticipate: a job loss, a health diagnosis, a family structure that changes without warning. What she observes consistently is that the families with the most flexibility when those moments arrive are the ones who built it before they needed it. .lwrp.link-whisper-related-posts{ margin-top: 40px; margin-bottom: 30px; } .lwrp .lwrp-title{ }.lwrp .lwrp-description{ } .lwrp .lwrp-list-container{ } .lwrp .lwrp-list-multi-container{ display: flex; } .lwrp .lwrp-list-double{ width: 48%; } .lwrp .lwrp-list-triple{ width: 32%; } .lwrp .lwrp-list-row-container{ display: flex; justify-content: space-between; } .lwrp .lwrp-list-row-container .lwrp-list-item{ width: calc(100% - 20px); } .lwrp .lwrp-list-item:not(.lwrp-no-posts-message-item){ max-width: 150px; } .lwrp .lwrp-list-item img{ max-width: 100%; height: auto; object-fit: cover; aspect-ratio: 1 / 1; } .lwrp .lwrp-list-item.lwrp-empty-list-item{ background: initial !important; } .lwrp .lwrp-list-item .lwrp-list-link .lwrp-list-link-title-text, .lwrp .lwrp-list-item .lwrp-list-no-posts-message{ color: #036f3d; }@media screen and (max-width: 480px) { .lwrp.link-whisper-related-posts{ } .lwrp .lwrp-title{ }.lwrp .lwrp-description{ } .lwrp .lwrp-list-multi-container{ flex-direction: column; } .lwrp .lwrp-list-multi-container ul.lwrp-list{ margin-top: 0px; margin-bottom: 0px; padding-top: 0px; padding-bottom: 0px; } .lwrp .lwrp-list-double, .lwrp .lwrp-list-triple{ width: 100%; } .lwrp .lwrp-list-row-container{ ...

Mike Cogdall on Own Occupation Coverage [Podcast]

He was 41 years old litigator who just made partner at his firm. His career was on the ascent. Then, out of no where, he suffered a massive stroke. He survived. But the left side of his face was partially paralyzed, and his speech — the tool on which his entire legal career depended — was slow and hard to follow. How clients defected. And plying his trade in the courtroom was no longer a realistic option. “He spent all this time, energy and money going through law school, passing the bar, becoming a lawyer, becoming a partner at a young age — and boom, it was all taken away.”— Mike Cogdall, President, Income Protection Solutions In this episode of the Income Protection Journal Podcast, Mike Cogdall who has has decades of experience on the carrier side of the disability insurance industry, talks about this attorney, who he at a golf course years after his career ending stroke. And while their conversation was brief, the detail Cogdall remembers is this. Since the attorney had an individual disability insurance policy with own occupation coverage, it was still paying him a monthly benefit that would continue until age 65. The policy didn’t give him his career back. But it meant that a single neurological event, arriving without warning in the middle of a successful professional life, did not also become a financial catastrophe. What Own Occupation for Lawyers Actually Means For attorneys and other legal professionals, the definition of disability inside an insurance policy is much more than a technicality. It is what they’re buying In the reality, disability isn’t binary. It isn’t about if you can work, or you can’t. Own occupation disability insurance asks something more precise: Own occupation coverages determines whether you can perform the substantial material duties of your specific occupation. Not any occupation you might be capable of filling. The one you actually trained for and practice. Cogdall describes the distinction this way: a litigating attorney earns income through oral argument, client relationships, and courtroom presence. Those are the material duties of that occupation. The ability to research case law or review documents is not a substitute. Under a true own occupation disability insurance policy, a lawyer who can no longer perform those core functions has a legitimate disability claim — even if they are technically capable of doing other work. “If you can’t do your profession, you’re covered,” Cogdall says. The attorney in his story could have retrained, moved into a transactional practice, or taken on work that didn’t require oral advocacy. Under own occupation terms, none of that extinguishes the claim. Group Policies vs Individual Policies Many attorneys carry disability coverage through their law firm’s group policy and assume that is sufficient. Cogdall is careful not to dismiss group disability insurance, but he draws a clear distinction between what a group policy is designed to do and what an individual disability insurance policy guarantees. Group disability policies, he explains, are structured to return people to work as quickly as possible. The definitions of disability in those policies tend to be broader and less favorable to the claimant — in some cases requiring that a person be unable to perform any gainful occupation, not just their own. For a lawyer whose specific professional capacity has been compromised, that distinction can be the difference between a paid claim and a denied one. An individual disability insurance policy, by contrast, is a guaranteed contract between the insurer and the policyholder alone. The terms don’t change at renewal. The carrier cannot reprice based on the claims experience of a larger group. Because those policies follow the insured regardless of where their career leads, they provide flexibility that employer-based coverage cannot, as pediatrician Dr. Katie Richardson describes when explaining how maintaining individual disability coverage gave her the financial option to leave her employer of sixteen years. And the definition of disability — particularly under own occupation coverage — is fixed at the time the policy is issued. The risks most attorneys don’t anticipate Cogdall is direct about where disability claims in the legal profession actually come from. Most people picture an accident — a car crash, a sports injury, something sudden and visible. The reality, he says, is that the majority of long-term disability claims stem from illness: cancer, neurological conditions, autoimmune disease, cardiovascular events. The kinds of diagnoses that arrive without obvious warning and can permanently alter a person’s professional capacity. For lawyers, whose income depends on cognitive sharpness, communication, and the ability to perform under pressure, the implications of many common diagnoses are more severe than they might be in other professions. A condition that would allow someone in another field to continue working in a modified capacity may effectively end a litigation career. There is also, Cogdall notes, the question of when to act. Disability insurance policies for attorneys and other professionals are underwritten at the time of application — not at the time of a claim. The health history a person brings to an application is the one that determines their coverage terms. As lawyers move through their careers and approach the years when serious diagnoses become more common, that window for obtaining favorable coverage quietly closes. What the fine print obscures For attorneys evaluating income protection for attorneys, Cogdall’s central argument is that the policy definition — specifically the own occupation language — matters more than almost any other feature. Premium cost, benefit period, and waiting period are all meaningful variables, but they are secondary to understanding precisely what conditions will trigger a paid claim. The gap between what a disability insurance policy appears to promise and what it delivers under real-world conditions is, in Cogdall’s experience, where most professionals are surprised. And in the legal profession, surprises in the fine print tend to arrive at the worst possible moment. The broader conversation is worth hearing The attorney’s story is one thread in a longer discussion about how disability insurance carriers evaluate occupational risk, why individual and group policies behave so differently when a claim is actually filed, and what legal professionals and other high-income earners consistently misunderstand about their coverage. The full podcast covers considerably more ground — including how carriers think about professional risk, what happens when an initial underwriting offer comes back unfavorable, and why the market for individual disability coverage has contracted as sharply as it has over the past three decades. For any professional whose income depends on a specific, hard-won set of skills, it is a useful hour. .lwrp.link-whisper-related-posts{ margin-top: 40px; margin-bottom: 30px; } .lwrp .lwrp-title{ }.lwrp .lwrp-description{ } .lwrp .lwrp-list-container{ } .lwrp .lwrp-list-multi-container{ display: flex; } .lwrp .lwrp-list-double{ width: 48%; } .lwrp .lwrp-list-triple{ width: 32%; } .lwrp .lwrp-list-row-container{ display: flex; justify-content: space-between; } .lwrp .lwrp-list-row-container .lwrp-list-item{ width: calc(100% - 20px); } .lwrp .lwrp-list-item:not(.lwrp-no-posts-message-item){ max-width: 150px; } .lwrp .lwrp-list-item img{ max-width: 100%; height: auto; object-fit: cover; aspect-ratio: 1 / 1; } .lwrp .lwrp-list-item.lwrp-empty-list-item{ background: initial !important; } .lwrp .lwrp-list-item .lwrp-list-link .lwrp-list-link-title-text, .lwrp .lwrp-list-item .lwrp-list-no-posts-message{ color: #036f3d; }@media screen and (max-width: 480px) { .lwrp.link-whisper-related-posts{ } .lwrp .lwrp-title{ }.lwrp .lwrp-description{ } .lwrp .lwrp-list-multi-container{ flex-direction: column; } .lwrp .lwrp-list-multi-container ul.lwrp-list{ margin-top: 0px; margin-bottom: 0px; padding-top: 0px; padding-bottom: 0px; } .lwrp .lwrp-list-double, .lwrp .lwrp-list-triple{ width: 100%; } .lwrp .lwrp-list-row-container{ justify-content: initial; flex-direction: column; } .lwrp .lwrp-list-row-container .lwrp-list-item{ width: 100%; } .lwrp .lwrp-list-item:not(.lwrp-no-posts-message-item){ max-width: initial; } .lwrp .lwrp-list-item .lwrp-list-link .lwrp-list-link-title-text, .lwrp .lwrp-list-item .lwrp-list-no-posts-message{ }; } Trending Stories What Happens to U.S. Disability Insurance When a Physician Moves to Canada

Before Approving Coverage, Insurance Companies Want Your Medical Records [Podcast]

When people apply for insurance, they expect a straightforward process. Fill out an application, answer a few health questions, and wait for an approval. But in many cases, something else happens behind the scenes they never see coming. During a recent conversation on the Income Protection Journal Podcast, I spoke with Steve Eskoz about the moment many applicants realize the process is more complicated than they expected, when the insurance company asks for their medical records. I’ve worked with Steve on thousands of insurance cases over the years, but most people outside our industry never see the part of the process he manages every day. Steve is a senior executive account manager at the Eugene Cohen Insurance Agency who has spent more than a decade navigating complex insurance cases involving life, disability, and long-term care coverage. His role involves coordinating the underwriting process that determine whether someone is approved for coverage and on what terms. What he described during our conversation was something most people never anticipate. Why an Attending Physician Statement Is Requested One of the most common surprises occurs when the insurance company requests what is known as an attending physician statement, often shortened to APS. This is essentially a copy of your medical records from your doctor’s office. As Steve explained during our conversation, the request itself is not unusual. In fact, he told me that it happens far more often than most applicants realize. “Across all ages, I would say medical records are requested at least half the time,” Steve said. “In many cases it’s closer to sixty or sixty-five percent.” That statistic alone tends to catch people off guard. Many applicants assume the insurance company relies entirely on the health information provided on the application. In reality, insurers often verify that information by reviewing records from physicians, hospitals, or diagnostic facilities. This is where the timeline of an application can change dramatically. When medical records are requested, the insurance company must wait for a physician’s office or hospital records department to release them. And those offices operate on their own schedules. According to Steve, most requests are fulfilled within a few weeks, but delays can happen. In some cases the delay isn’t caused by the insurer at all. It may come down to something as simple as a physician working at multiple clinics or a records request being sent to the wrong facility. When that happens, the entire process can stall until someone tracks down the correct source of the records. That investigative work is one of the parts of the process most applicants never see. How a Medical Records Review Changes the Timeline Even when records arrive quickly, they sometimes raise new questions. During our discussion, Steve explained that an insurance underwriter might review a set of medical records and discover references to additional doctors or tests that were not originally included in the application. For example, a physician’s note might mention that a patient was referred to another specialist for testing. If those results are not already included in the file, the insurer may request another set of records before making a final decision. From the applicant’s perspective, it can feel like the process keeps expanding. But from the insurer’s perspective, it is part of verifying the risk they are taking on. Steve described underwriting in simple terms during the interview. Insurance companies group applicants into risk categories based on health history and other factors so they can estimate how likely claims are to occur. The better they understand that risk, the more accurately they can price coverage. And sometimes the smallest detail in a medical file can change the way a case is evaluated. Why Preparation Before Applying Can Matter One of the most useful parts of our conversation was Steve’s explanation of how applicants can sometimes prepare for the process before they ever submit an application. If someone knows their medical history is complicated, he often recommends what the industry calls pre-underwriting. Instead of immediately applying for a policy, a broker can anonymously present the key medical details to multiple insurers to see how each company might evaluate the case. That approach can prevent unpleasant surprises. It can also reveal something else many applicants do not realize. Different insurance companies evaluate the same health information differently. Steve shared an example from a case we worked on together in which one company initially declined an applicant based on their medical history. After presenting the same information to several other insurers, three companies were willing to offer coverage at better terms. Armed with that information, we were able to return to the original carrier and negotiate a better outcome. That kind of advocacy is rarely visible to the person applying for coverage. But it is one of the reasons experienced brokers spend so much time working behind the scenes. Why Timing Can Influence the Outcome Another point that came up repeatedly during our conversation was timing. Many people assume the best time to apply for insurance is when they feel the need for coverage most urgently. In practice, the best time is usually earlier. Health changes, new diagnoses, or even future medical testing can influence how a case is evaluated. Once new medical information appears in your records, it becomes part of the underwriting picture. As Steve put it during the interview, the simplest strategy is often the best one. “The sooner you apply while you’re healthy, the better,” he told me. What that policy actually delivers when a professional like a litigating attorney loses the ability to perform oral argument is examined in a conversation with Mike Cogdall, who spent decades on the carrier side of disability claims involving professionals whose income depends on a specific hard-won set of skills. “Your health is really what qualifies you for the policy.” The premiums simply determine how much that protection costs. For professionals who depend on their income or business stability, that distinction matters. A change in health history can affect approval timelines, pricing, or eligibility in ways that are difficult to reverse later. That is why the underwriting process, and the possibility of an attending physician statement, plays such a critical role in how insurance decisions are ultimately made. Our full conversation on The Income Protection Podcast explores the process in far more detail, including how records requests are handled, why some cases move quickly while others take months, and how experienced brokers sometimes help applicants secure coverage when a case initially appears impossible. Listening to the conversation makes it clear how much work happens behind the curtain of an insurance application. And why understanding that process ahead of time can make a significant difference. .lwrp.link-whisper-related-posts{ margin-top: 40px; margin-bottom: 30px; } .lwrp .lwrp-title{ }.lwrp .lwrp-description{ } .lwrp .lwrp-list-container{ } .lwrp .lwrp-list-multi-container{ display: flex; } .lwrp .lwrp-list-double{ width: 48%; } .lwrp .lwrp-list-triple{ width: 32%; } .lwrp .lwrp-list-row-container{ display: flex; justify-content: space-between; } .lwrp .lwrp-list-row-container .lwrp-list-item{ width: calc(100% - 20px); } .lwrp .lwrp-list-item:not(.lwrp-no-posts-message-item){ max-width: 150px; } .lwrp .lwrp-list-item img{ max-width: 100%; height: auto; object-fit: cover; aspect-ratio: 1 / 1; } .lwrp .lwrp-list-item.lwrp-empty-list-item{ background: initial !important; } .lwrp .lwrp-list-item .lwrp-list-link .lwrp-list-link-title-text, .lwrp .lwrp-list-item .lwrp-list-no-posts-message{ color: #036f3d; }@media screen and (max-width: 480px) { .lwrp.link-whisper-related-posts{ } .lwrp .lwrp-title{ }.lwrp .lwrp-description{ } .lwrp .lwrp-list-multi-container{ flex-direction: column; } .lwrp .lwrp-list-multi-container ul.lwrp-list{ margin-top: 0px; margin-bottom: 0px; padding-top: 0px; padding-bottom: 0px; } .lwrp .lwrp-list-double, .lwrp .lwrp-list-triple{ width: 100%; } .lwrp .lwrp-list-row-container{ justify-content: initial; flex-direction: column; } .lwrp .lwrp-list-row-container .lwrp-list-item{ width: 100%; } .lwrp .lwrp-list-item:not(.lwrp-no-posts-message-item){ max-width: initial; } .lwrp .lwrp-list-item .lwrp-list-link .lwrp-list-link-title-text, .lwrp .lwrp-list-item .lwrp-list-no-posts-message{ }; } Trending Stories ...