Part 2 of our deep dive into Disability Insurance (DI) on the ShiftShapers Podcast goes beyond the basics—diving into strategic implementation, evolving underwriting standards, and revenue-generating opportunities for advisors.

In this episode, host David Saltzman continues the conversation with Don Schamay, Regional Director of Executive Benefits at The Principal, to explore how disability insurance can be a transformative tool for both clients and advisors.

Don shares his insights on how DI is becoming more accessible and relevant across demographics—from young professionals starting their financial journey to high-income executives looking to protect complex compensation packages. He explains how advisors can offer real value by aligning DI solutions with life stages, business needs, and long-term financial goals.

Whether you’re an advisor looking to enhance your client relationships or a business owner considering executive benefits, this episode is packed with actionable insights and forward-thinking strategies.

✅ Key Takeaways from the Episode:

• Young Professionals and DI
  DI isn’t just for high earners—young professionals stand to gain the most by locking in coverage early, when they’re healthy and premiums are lowest. Don shares how DI can be a cornerstone of early-stage financial planning.
  
  
  
• Business & Executive Solutions
  Business owners and C-suite professionals have unique income protection needs. Learn how DI solutions can be customized to protect not only personal income but also business continuity and executive benefits.
  
  
  
• Underwriting Improvements
  Traditional DI policies were often viewed as complex and hard to secure, but times have changed. With faster, more flexible underwriting options, advisors can now help clients get covered more efficiently than ever before.
  
  
  
• Revenue Potential for Advisors
  DI is more than a risk management tool—it’s a practice-building opportunity. By positioning themselves as income protection strategists, advisors can deepen trust, retain clients, and grow revenue.
  
  
  
• Advisor Education and Client Communication
  Don emphasizes the advisor’s role as an educator—helping clients truly understand the risks of income loss and the powerful ways DI can protect what they’ve worked so hard to build.
  
  
  

⏳ Episode Timestamps:

📌 00:00 – Introduction to Disability Insurance
👩‍⚕️ 01:03 – Understanding the Needs of Young Professionals
🏢 04:52 – Business Solutions for Disability Insurance
💼 09:07 – Executive Benefit Solutions Explained
📝 13:14 – The Underwriting Process and Its Evolution
💰 15:17 – Revenue Opportunities for Advisors
🎓 18:27 – Learning Resources and Final Thoughts

📢 This Episode is Sponsored by BenePower

BenePower is an AI-powered platform that helps advisors build high-impact, self-insured health plans quickly and seamlessly by integrating the best point solutions, eliminating inefficiencies, and improving collaboration. It streamlines plan creation, reduces costs, enhances member outcomes, and positions advisors as industry leaders.
🔗 Learn more at Benepower.com