In this segment of the High Percentage Selling Podcast series, Mark Chai, Regional Vice President of Sales for MGIS is joined by Tanya Martinez, a 14 year veteran on the MGIS Account Management team, to discuss the unique service levels and s

Episode #11 – Physician Disability insurance Olympics

Jul 15th, 2015 8m 19s

Though the last 10 episodes of the High Percentage Selling podcast we shared with you some ideas on ways in which you could change the conversation about Group Disability with your physician clients. In this, the concluding podcast, hosted by

Episode #10: Supplements, or Must-Haves? Help Doctors Discover the Hidden Value in Benefit Supplements

Jun 2nd, 2015 4m 36s

Back in episode four we talked about “Selling what you don’t have”, but what about helping your physician clients find the hidden value in benefits and riders they may not be aware of?High Percentage Selling: Emergency Travel Assistance and Re

Episode #9: Hospital Carve Out: Specialized Income Protection for Hospital Employed Physicians

May 14th, 2015 6m 32s

Don’t blink. The landscape of the medical group market is changing at breakneck speed. Many independent practices are being bought by hospitals; others are merging with similar practices or joining more loosely affiliated entities such as Accou

Episode #8: Three Group Disability Insurance Riders Physicians Love

Apr 23rd, 2015 7m 9s

Three Physician Group Disability Insurance Riders that Can Round Out an Optimum Coverage PackageWhile a broad spectrum of riders is available to round out your physician disability package, these three are most requested by physician clien

Episode #7: Over 60 and Disabled?

Apr 1st, 2015 5m 27s

Are you meeting resistance when presenting Group LTD to physicians in their early 60s?They may wonder what’s in it for them? Aren’t they “too old for group LTD”?Most group LTD still provides a monthly benefit for employees who become disabl

Episode #6: Physician Financial Gotchas: Taxation and K-1 Earnings

Mar 17th, 2015 8m 20s

Physician financial “gotchas”? Well, that’s putting it mildly. Because in the real world of physician group LTD insurance – and in the event of a real-life disability — these gotchas can translate into killer financial mistakes, especially whe

Episode #5: Physician Group LTD — Rules, Rates, and Risks

Feb 19th, 2015 6m 29s

Understanding the rules, rates, and risks of physician group LTD will help you create a plan of disability benefits that best meets the needs of your physician groups.For starters, check out our Rules, Rates, and Risk blog post. It highlight

Episode #4: Sell What You Don’t Have

Feb 6th, 2015 6m 46s

Sell From an Empty Wagon to Close More Physician Group LTD BusinessSelling from an empty wagon could be your key to success with physician group LTD — by emptying out the provisions in traditional group LTD that can be detrimental to doctors

Episode #3: Docs Love to Work — Why Specialized Partial Disability Provisions are Crucial for Physician Coverage

Jan 15th, 2015 3m 56s

When a doctor is injured there are many factors that can push them to return to work. As the primary source of income for a practice, they are often under pressure to return to work as soon as possible. It’s no wonder that physicians are ten

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