The DBL Center’s Michael Cohen Talks About Getting Through the Pandemic


The DBL Center marketing team “Turned the Tables” on President and CEO Michael Cohen to put Michael in the hot seat for a three-part interview. In the first and third videos, he offered tips for insurance agents and talked about the value The DBL Center provides to its network of brokers.

In this video, Michael discusses the impact the pandemic has had, the creation of the Covid-19 Claim Qualifier, and what he sees for 2021. Plus, he shares one of DBL Center Founder David Cohen’s favorite expressions. Read (and watch the video) to the end for advice from two generations of business leaders in the Cohen family.

Dawn Allcot: How did you come up with the idea for the Covid-19 Claim Qualifier to reduce the number of Covid-related claims and the financial burden on insurance carriers?

Michael Cohen: I was in actually in my son’s room near the start of the quarantine. I think it was March 24. I was speaking to my programmer. I said if there’s a way something can be tweaked, now would be the time. We took something we were already utilizing, the Broker Dashboard Net Revenue tracker, and transformed it into something that could help our preferred insurance carriers. It’s a way to help prequalify claims, to bring the number of Covid-related DBL and PFL claims down.

Everything is volume. If I’m tracking volume for businesses, I can use that same algorithm to track the volume for claims, specifically in the short-term disability segment as a result of Covid.

Dawn: You were in your son’s room, on a call with your programmer. That’s a sign of the times…

Mike: I like being able to work from home. I’ve been working from home since 2007. I’ve got friends and family members that have said to me, “It’s great; I’m not traveling. I get to see my kids.”

My wife has been a healthcare professional for 16 years. The days she would work 12-hour shifts, I was that guy at home. And still am. Nothing has really changed in that regard.

Dawn: Looking ahead, what new initiatives does the DBL Center have planned for 2021?

Mike: Franchising the technology we have created and taking it out to every Paid Family Leave state that’s available.

So, stay tuned for that. That should be a new and exciting venture, which should begin in January. We’re laying the groundwork now.

Dawn: That’s what it’s all about. We’ve been laying the groundwork for this moment for three years now, and it’s coming to fruition. It’s been fascinating to watch you, Mike, and it’s a great case study for business growth.

Mike: Think about it. With the amount of time businesses have been closed during this pandemic, if you add another hundred days onto that, it’s already Halloween.

If we’ve been doing this for three years, what’s another four months? When you’ve been up against the ropes and done what we’ve done over 36 months, with all the highs and lows and peaks and valleys. It’s a breath of fresh air to know we’ve been through all that, already. Now we know what to expect.

You give yourself a goal. And if you accomplish that, then you give yourself another goal. And once you tackle it, get that notch in your belt, you let that ride, and then move on to the next thing. Just keep building upon that and getting to the next level. You want to get to a point where the business sustains itself or you’re ready to sell it.

Dawn: What’s your advice to brokers to get through this time?

Mike: Stop talking about a potential second wave! I don’t want to hear it. It’s negative energy. Let’s just stick to what we know. And that is today.

Now’s not the time to project what will be as far as the pandemic. We don’t know. And it’s too much stress to worry.

I try to tune out a lot of the news media. And I do what’s best for my company.

If I do what’s best for my company, I’m impacting my employees. And if I do what’s good for them, maybe they can take that into their real-world experiences.

I’ve got a lot of friends who are business owners, too. We’re in a bubble of what we do.

As long as we do it best, whether it’s writing or selling insurance or whatever it is, it’s that old adage my father used to say, which is, “Stick to sewing.” It means stick to what you’re good at and do not be a jack-of-all trades.

Dawn: What’s your next goal for The DBL Center?

Mike: We’re more than halfway through the year. Anything I talk about in the fall is going to be for 2021 at this point.

My goal is to be the most state-of-the-art, tech-savvy general agency in the Paid Family Leave statutory space. Case closed. End of story.


The DBL Center: Giving Back to Help Our Brokers Grow

In our latest video series, The DBL Center marketing team turned the tables on Michael Cohen to interview the DBL Center President about recent initiatives and how The DBL Center has coped with the pandemic.

Now more than ever, The DBL Center remains focused on providing our brokers with free tools they can use to stay competitive and remain profitable in these challenging times.

Read on for excerpts from our three-part interview with Michael Cohen and be sure to check out the videos and subscribe to our YouTube channel to see our video content as it goes live.

Dawn Allcot: What’s been the reaction to The DBL Center’s recent marketing content – the videos, blog posts, and direct email campaigns?

Michael Cohen: Our read ratio is triple what it used to be. You always say it’s a matter of putting out good content, but it’s also a matter of not putting out redundant content. In the beginning of the [pandemic], we were getting things out quickly, but we didn’t want it to be laborious. There’s only so much people can understand about the loans and about unemployment. There has to be a shift. People got accustomed to reading the same things everywhere.

Dawn: The content we did was targeted to our audience, so it wasn’t the same things they are reading everywhere else. People can follow links to find out how to apply for the PPP loans. The Covid qualifying software you came up with really set DBL Center apart.

Michael: It’s an antiquated business and people know it. I’ll be the first to say it. These tools help set us apart. I’m happy with where we’re going, and I do think it’s going to be a unique, creative year. Everything I’ve done, and am doing, and have been building over the past 36 months has come to the point where it will be a differentiator in a very positive light. I feel very strongly about next year and I’m excited.

Dawn: On the topic of tools and resources, how does the Broker Dashboard: Net Revenue Tracker help your brokers?

Michael: No one really had a great grasp on where their business was. Because most people were elephant hunting and chasing things that my father would always tell me would be top heavy.

One of the things I’ve been able to do is use the software to help show brokers the profitability in the smaller accounts. Those are the companies that are predominantly relying on the PPP loan, and have people who have been furloughed due to unemployment. What happens when the money runs out?

The tool has been able to help brokers understand the retention aspect. Now on the cusp of unemployment maybe being a month from being over, the real question is how much of the relief and aid will stick and help the businesses survive?

Dawn: And you’re offering the Broker Dashboard completely free of charge to your brokers.

Michael: I don’t want to charge anybody so they can track their business. It’s been terrific during the pandemic in helping people know where their business is down to the dollar, because we don’t know what’s going to stick.

Dawn: Besides the Broker Dashboard: Net Revenue Tracker, what else are you doing to help your brokers thrive and grow?

Michael: I’ve been giving away free advice from friends of mine in the business who are influencers, including your interview with Kelvin Joseph from Kool Kel Marketing. The point we were trying to get across there is the power of relationships.

My business has expanded greatly in other states, predominantly because of my LinkedIn strategies and how many people I know. Between myself and my buddy Kelvin, we reach 100,000 individual touch points on LinkedIn. Every day, I get a lead in some form, that I can help give back [to our brokers].

The advice I’ve been given from my father, I’ve been able to funnel through our content marketing strategy and give back to the brokers’ community in my own words. The Broker Dashboard, LinkedIn, and our website resources are the three primary ways we’ve been able to give back for free to our brokers.

Watch the full three-part series of videos here:


Your Clients Need the Best Long Term Disability Insurance

In any industry, employees represent the company’s greatest resource. This is true in your insurance agency, and also for the customers you serve. The DBL Center has been heavily focused on short term disability insurance in NY State recently, as we continue into the third year of Paid Family Leave coverage while having to contend with Covid-19 related claims.

But temporary disability benefits in New York should also include long-term disability insurance. If you aren’t using the DBL Center’s carrier relationships to up-sell the best long term disability insurance, you’re leaving profits on the table.

Help Your Customers Keep Employees by Offering the Best Long Term Disability Insurance

In January, the U.S. Census Bureau reported that NY state lost 1.4 million residents since 2010, and is one of only 10 states to see their population drop between 2018 and 2019. And that was before the pandemic caused many NYC residents to leave for suburban regions – in NY State or beyond.

In a recent post, Kelvin Joseph of Kool Kel Marketing discussed saving business owners money and helping them increase profitability. Long term disability insurance and other ancillary benefits packages have been shown to increase employee retention, which saves both time and money.

If your customers want to keep their top employees in New York, they need to offer the safety net and peace-of-mind long term disability insurance, or disability income (DI) insurance, provides.

Statutory Temporary Disability Benefits in New York Don’t Pay Enough for Most Workers

Through NYS DBL, employers must provide statutory disability insurance in NY state. But the benefits fall short of the cost-of-living in most regions of the state. A benefit increase would undoubtedly result in a premium increase, and employers would bear most of this burden. Plus, short term disability runs out after 26 weeks, which may not be enough time to recover from many injuries or illnesses.

So, what’s the solution to give New York workers and business owners the long term disability income they need?

The DBL Center gives our brokers access to the best long term disability insurance available in New York. Once you get your foot in the door with an affordable, private DBL policy, upsell your customers to long term disability insurance.

You can provide a choice of plans to your customers to fit their needs and budget:

  • Voluntary benefits packages, which are fully funded by employees using pre-tax dollars
  • Contributory plans, which are cost-shared between the employee and employer
  • Non-contributory plans, which are fully paid for by the employer.

In a non-contributory plan, the executives in a company can use the benefit as a tax deduction and receive a tax free benefit if they ever need to file a long term disability insurance claim in NY State.

Plans have a benefit maximum of $15,000 per month, covering up to 60% of an individual’s salary up to age 65 if the covered executive cannot work in their own occupation. That’s a stark contrast to the NYS DBL maximum payout of $170 per week.

We offer various tiered plans for long-term disability insurance in NY State from our top preferred carrier partners:

  • Class I (Executives Only) – Covers 60% of salary to a maximum of $15,000/mos. up to age 65 if the individual is unable to perform their own occupation. 90- or 180-day waiting period.
  • Class II (Management Only) -Covers 60% of salary to $5,000/mos. up to age 65 if the individual is unable to perform their own occupation for two years and any occupation thereafter. 180 day waiting period.
  • Class III (All Other Employees) – Covers 60% of salary up to $2,000/mos. for up to five years the individual is unable to perform their own occupation. 180 day waiting period.

Earn More with The DBL Center

The DBL Center works for our insurance brokers to help them increase commissions with the best long-term and temporary disability benefit plans in New York.

We manage and maintain the policies for you while you focus on expanding your book of business to increase your profits. Contact us today to find the best long term disability insurance in NY State for your customers.


How the Massachusetts Family Leave Act Changes Everything for Massachusetts Business Owners

Last year, Massachusetts passed the Massachusetts Paid Family and Medical Leave Act (PFML).

The law entitles all Massachusetts employees and some independent contractors paid family leave of up to 12 weeks to care for a family member and paid medical leave of up to 20 weeks for a non-work-related injury or illness. (Read more about paid leave in Massachusetts here.)

The law benefits employers and employees who may need to take leave for the above reasons. The benefit is shared, which means employers and employees each pay a portion of the premium. But the onus is on employers to adhere to the law and to understand the benefits available.

Benefits don’t go into effect until January 1, 2021, but Massachusetts business owners should educate themselves on the law now. They can start paying premiums for Massachusetts Paid Family Medical Leave as early as this month.

Massachusetts business owners can privatize benefits under the Massachusetts Paid Family and Medical Leave Act, gaining personalized service and better rates. By law, private benefits must be as good – or better – than the state-funded plan.

Business owners should not go it alone. DBL Center and its vast network of brokers can help business owners understand the advantages of privatizing PFML coverage for cost savings and better service.

Who Is Subject to the Law?

The new law applies to all the employers and businesses with more than one Massachusetts employee, though with limited exception.

The law covers:

  • Massachusetts employees
  • 1099-MISC contractors
  • Self-employed individuals

Calculating Massachusetts Paid Family and Medical Leave Act Premiums

Premium payments, often a combination of employer and employee contributions, depend upon the makeup of the company’s workforce.

To ensure an accurate premium bill, Massachusetts business owners should ensure they are correctly reporting the size and makeup of their workforce in Massachusetts to the Department of Family and Medical Leave. The total workforce generally includes:

  • All Massachusetts W2 employees (part-time, full-time, seasonal)
  • 1099-MISC contractors only if they comprise more than 50% of the total workforce

Under the law, Massachusetts employers are responsible for providing coverage for all W-2 employees. However, 1099-MISC contractors are included in the total number of covered individuals only if they comprise more than 50 percent of the total workforce, which means W2 workers and 1099-MISC contractors combined. It’s also worth remembering that a contractor is considered a 1099-MISC only if they are paid a minimum of $600 in the tax year.

Employers are not required to provide Massachusetts Paid Family and Medical Leave Act coverage to 1099 contractors, even if they make up 50% of the workforce.

Who Pays the Premium?

Employers who employ 25 employees or more are required to make a contribution of 0.75 percent of eligible payroll to the Department of Family and Medical Leave.

This contribution may be split between the employer contribution and employee payroll deductions. Payments will help the state of Massachusetts to fund both family and medical paid leaves.

Employers with less than 25 employees must make contributions to the Department of Family and Medical leave, but they are not responsible for paying the employer’s share. PFML in Massachusetts is fully funded by employee contributions for businesses with under 25 lives.

What Should Employers Do?

Employers should calculate the number of covered individuals you employ and get in touch with their accountant and payroll provider to make sure that they are prepared to start deducting premiums.

Then they should get in touch with a local broker who can help Massachusetts business owners save money by privatizing Massachusetts Paid Family and Medical Leave Act coverage.

As experts in statutory disability and PFL coverage across the Northeast United States, The DBL Center is prepared to help Massachusetts brokers help employers find the best rates for PFML.

The DBL Center and our brokers are ready to deliver superior service as business owners navigate a new world under the Massachusetts Paid Family and Medical Leave Act.

 


Selling NY State Disability Insurance: Getting Creative in the Time of Covid-19

The insurance business, especially for those involved in selling statutory benefits like NY State disability insurance (NYS DBL coverage), has always been based on relationships.

The relationships between brokers and their customers, carriers and general agencies, and the wholesale insurance agency and its brokers, all make it easier to create the best benefits packages with the lowest premiums.

Just before New York started Phase 1 of its reopening initiative, Michael Cohen, DBL Center President and CEO, sat down – remotely – with Charles Callery, Regional VP for Lincoln Financial, and Michael Pelligrino, Lincoln Financial sales representative. The three pros talked about maintaining relationships and selling NY state disability insurance in the time of Covid-19.

You can watch part 1 of the video here.

Cohen took the call to record the Remote Rep Roundtable from his Melville office before his employees had come back to work, while Callery admitted he’d been fielding video conferences from his son’s bedroom.

Pelligrino quipped, “I’m sitting here just hoping my one-year old baby doesn’t wake up crying,” reflecting one of the familiar challenges faced by parents suddenly forced into working from home, often without viable daycare for little ones.

Although they were in different locations, the NY state disability insurance experts displayed the camaraderie they’d shared over the years. They shared how they first met, and then got to talking about how they’re modifying their businesses to remain relevant – and successful – amidst the challenges of a global pandemic that requires social distancing and remote work.

Callery advised brokers and reps: “Lean into your style. Don’t do anything out of your comfort level. Don’t force it.”

Lincoln Financial began developing podcasts and increasing their social media presence, but Callery also encouraged reps to find what works for them. “The folks who were accustomed to using LinkedIn continued to do that and they enhanced their presence. We had other reps establish weekly WebEx-type meetings,” Callery said.

Pelligrino, on the ground regularly as a sales rep, said he’s seen remote work increasing over the past five to seven years, and the pandemic has accelerated the trend. “I’d been seeing a lot more offices where maybe only 50% of the people are there, because a lot more people were starting to work from home. You have to be more creative, as a rep, to get that captive audience, and WebEx is one way to do it.”

“Experiencing [the pandemic] was almost like the five stages of grieving,” said Cohen, adding that he feels the industry has entered the “acceptance” phase. “We are all entrepreneurs and driven salespeople, type A personality. Let’s get creative and figure this out, because we’re all hungry to get back to work.”

Callery said he remains optimistic about business picking up in the late third to fourth quarter. “I think we will get back to close to where we were,” he said. “I do believe some creative aspects of doing business differently will come out of this experience, for sure.”

Watch the video to learn more about the shared history between Lincoln Financial and DBL Center and to hear the rest of their tips for connecting during Covid-19.

 


Interview with Kelvin Joseph: Kool Kel Marketing To Help Brokers Profit from Massachusetts Family Leave Act

With news of the Massachusetts Family Leave Act and PFML benefits now mandated in Massachusetts, The DBL Center is seeking ways to scale our high-touch business model and give Massachusetts brokers selling PFML even better access to our personalized service, knowledge, insight, and relationships.

Kelvin Joseph, Founder and CEO of Kool Kel Marketing, has helped companies from new startups to Fortune 500s maximize their sales by executing a marketing strategy that communicates their “Kool.” By working with Kool Kel, The DBL Center seeks to duplicate President and CEO Michael Cohen to build a legacy.

Kelvin, a marketing strategist who has specialized in sports marketing and built relationships with C-level executives across both New York and Massachusetts, recently shared his thoughts with The DBL Center on marketing Massachusetts Family Leave Act benefits successfully.

Let’s get right to it: How do you plan to help Mike duplicate himself to build a legacy?

We’re in the relationship business. Short-term disability or PFL is mandated in New York, New Jersey, and Massachusetts [through the Massachusetts Family Leave Act] right now. I believe other states are going to start mandating it, too.

The DBL Center is going to have to learn how to expand into different states, where we can be as high-touch as we have been, especially here on Long Island, which is our strongest community.

What steps can The DBL Center take to bring that level of service we provide to Long Island brokers into Massachusetts and then other places?

We’re in the relationship business and Mike cannot be everywhere. It’s not possible to keep the same model we have in New York and New Jersey for every state. But this has been done before, and we have the strategic partners to help.

We’re building systems and situations to create warm leads without needing Mike to be everywhere.

How did you and Mike first meet and what made you decide to start working together?

I’ve known Mike since high school. We’re just two regular guys from Huntington who are CEOs of our own companies, and we’ve stayed friends.

We’re always talking business, but it was never the right moment [to collaborate.] What I was selling at the time was really kind of one-dimensional. My core business is sports marketing. Now, because of the pandemic, I can’t really have big events. So, I’ve been helping a lot of companies with their marketing strategy.

Can you share some of the details of the upcoming marketing strategy for The DBL Center?

I always feel like it’s better to be introduced [to someone] than to introduce yourself. That’s why referrals are so powerful. And a lot of the brokers reading this blog understand the power of referrals.

Instead of going in cold into a new market like Massachusetts, where we don’t know anybody, I actually do know about 800 people there. C-level executives.

It made sense to start with people I had some kind of relationship with and see what comes of that. We’re in the relationship business. If people already know me, and I introduce Mike, that’s a win. That’s the strategy we’re starting with – referral marketing and warm introductions.

Here’s the thing about Massachusetts: On June 15, most of the companies there are going to get a bill that they don’t understand [for Massachusetts Family Leave Act premiums]. The DBL Center knows how to help those companies save money by privatizing their state-mandated paid family leave plan in Massachusetts.

On your website and your LinkedIn, you describe a company’s “Kool” as the passion and unique value proposition that fuels consistent and reliable revenue growth. How will you help DBL Center communicate its “Kool?”

Mike not only has passion; he has a great value proposition. These benefits are mandated in New York, New Jersey, and now Massachusetts. And Mike has a way to save people money. Right now, businesses are looking to increase their revenue and reduce their expenses.

If we can reduce their expenses, we’re helping them. And it’s probably something they’re not going to be able to figure out on their own. We’re going to help them avoid that pain and get help from an expert who’s been doing this pretty much his whole life. It’s something with a lot of value.

I posted two teaser posts on Linked In over the last three days, and we already have 20,000 views on the two posts I made. I built up a strong LinkedIn base of c-level executives who also have a reach, so our message is going far. In two days to get 20,000 views is amazing. Because we know how important even one client can be.

It seems pretty obvious, but how will this benefit DBL Center brokers?

Mike knows his brokers are the lifeblood of his business. He asked me to figure out how we can help his brokers in this time. We hope they’re all using the Broker Dashboard they have. That’s a key.

A lot of brokers are entrepreneurial and driven, but don’t have the kind of marketing budget they want. I’m going to be available for consulting. When we can have events again, I’ll be able to invite some of the brokers to some of the things we’re doing together.

But the reality is, Mike knows how to take care of his people. And the more that’s on the table, the more there is to share.

What single tip would you have for brokers looking to reinvent their marketing strategy or approach this new market in Massachusetts?

I would advise brokers to make friends before you need anything. That’s super-important. How do we get people to know us, like us, and trust us?

There’s still some negativity associated with the insurance industry and insurance brokers. It’s almost a necessary evil to a certain extent.

So, if we know that our clients are trying to increase their revenue and eliminate their expenses, we have to be careful that we don’t look like an expense. Business owners are trying to eliminate expenses.

Sometimes, brokers go in and start talking about how this will be good for your employees. In these times, with something like 40 million people unemployed right now, just keeping your employees employed is the best some business owners can do.

If you’re a broker, you need to be talking about how you’re either increasing revenue by passing some business along to your clients and giving them referrals, or you’re reducing expenses. You better have something in your back pocket to save them money.

The approach is: “This is the business I can bring to you.” Because insurance brokers know other companies. They should be introducing their clients to one another and helping their clients make more money.

And the other thing they should be doing is making sure they’re talking in the language a CEO can understand: Either my revenue is going up, or my expenses are going down.

Thank you for all this information, Kelvin. In closing, do you have anything you’d like to add?

I would like to say that the reason I’m working with Mike Cohen is because he thinks big, he follows through on his promises, and his humility exceeds his ability.

I think he is going places, and I think any broker reading this should understand that you need to surround yourself with the right people. I challenge you to find a DBL guy better than Mike Cohen in the whole country. That’s why I’m with him and I think brokers around the country, specifically New York, New Jersey, Massachusetts, should be happy to work with him as well.


DBL Center Helps Its Carriers with COVID-19 Pre-screening Software

Within the first few days of the coronavirus pandemic and the New York On Pause order, DBL Center President and CEO Michael Cohen felt the same as many of those in the insurance business did.

“When I first got news of this being a reality in New York, which is now a hot spot, I felt like I was back up against a wall,” he recalls. “I was nervous.”

He sprung to action immediately, though. He took what he learned from his decades in the statutory insurance industry and his knowledge of what technology can accomplish to create a solution to slow the onslaught of PFL claims. “I felt I had to do something to mitigate the claims,” Cohen says.

Within days of schools and businesses closing across New York State, and shortly after, through Massachusetts and New Jersey, Cohen and The DBL Center launched the COVID-19 Pre-Screening Software for PFL Claims.

PFL or FFCRA? COVID-19 Pre-Screening App Pre-Qualifies Claims

A tool for insurance carriers to manage PFL claims that may not qualify, the COVID-19 pre-screening software requires employers to answer a series of questions to determine if their PFL claim is valid before requesting a claim form from the carrier. Many statutory PFL claims actually qualify for federal help under the Families First Coronavirus Response Act (FFCRA), which was enacted April 2, 2020.

The DBL Center also created a document to help show when an employee may qualify for PFL and when an employee would qualify for FFCRA aid, instead.

“Even though the changes related to PFL and FMLA [in Massachusetts] have been clearly stated, you’re still going to have some confusion at the employer level in terms of what is a valid COVID claim and what is not a valid COVID claim,” says Charles Callery, Regional VP for Lincoln Financial, one of DBL Center’s many preferred carriers. “I thought the software was perfect for that scenario.”

He added that he also sees it having long-term applications once the pandemic ends. “In general, it can help cut down on some of the administrative costs that we incur, and that others occur, taking in paper claims. I bet the industry still sees the majority of our claims in paper form, versus electronic, and this is a good first step to enter the electronic environment. It’s something the industry could use, because it pre-qualifies a lot of claims upfront.”

Following in the Footsteps of the Broker Dashboard Net Revenue Tracker

The Broker Dashboard Net Revenue Tracker was the first technological innovation from The DBL Center, an electronic version of the paper and pen ledger that Founder David Cohen brought to every meeting.

Designed specifically for DBL Center brokers, the Broker Dashboard helps agencies track cancellations and pending cancellations, new policies, and commissions, at a glance. A cloud-based app that gives brokers actionable insights to improve retention rates, the Broker Dashboard brings David Cohen’s paper ledger into the digital age and delivers it to the hands of every broker.

Michael Pellegrino, Lincoln Financial sales representative, reminisced about the way DBL Center tracked revenue when he first entered the industry. “I remember I’d come into your father’s office,” he tells Michael Cohen in the latest Rep Roundtable video. “He’d put down his pen and paper. He was keeping everything in order, but how time-consuming it must have been. “The fact that you took that pen and paper ledger and made that electronic is awesome!”

Watch the Video to Learn More

In addition to discussing the technology that sets The DBL Center apart, Cohen, Callery, and Pellegrino reminisce about summer get-togethers and talk about how the economy and the industry have changed in the past 20 years. Michael Cohen also reveals his secret to surviving the pandemic … all in the latest Rep Roundtable, brought to you by The DBL Center.


Insurance Wholesaler: 10 Things You Didn’t Know About DBL Center

Things are changing rapidly across the country with new legislation related to PFL for coronavirus. Besides maintaining our position as one of the top insurance wholesalers in New York (and beyond), we are striving to be your COVID-19 insurance resource center in New York and across the northeast U.S.

Even before COVID-19 hit the U.S., the DBL Center had been on top of changing paid family leave benefits in Massachusetts and Connecticut – leading to relationships with brokers in new regions.

Whether you’ve been part of the DBL Center family for decades or have recently started writing your policies through us, we compiled a list of 10 things we bet you didn’t know about DBL Center, one of the top insurance wholesalers in New York, serving the tri-state area, New England, and insurance brokers across the U.S.

1. DBL Center’s proprietary Broker Dashboard app makes it easy to remotely manage policies wherever you’re working.

By now, most insurance brokers in New York, New Jersey, Massachusetts, and Connecticut have transitioned to remote work as part of shelter-in-place or stay-at-home orders from the governors in their states.

As a cloud-based app, DBL Center’s Broker Dashboard makes it easy for our brokers to log in from any computer or mobile device with an Internet connection. We introduced our Broker Dashboard three years ago to make it easier for brokers to manage their policies in a world just beginning to embrace a mobile workforce.

Now, the Broker Dashboard has become an essential tool during the pandemic, enabling brokers to continue to bind policies and manage accounts while they practice social distancing and work from home.

2. When you bind DBL / PFL in real time, it is automatically linked to your personalized Broker Dashboard.

Even as we fight COVID-19, business continues. Brokers can bind DBL and PFL in real time through our website and new accounts are automatically linked to your personalized Broker Dashboard for easy remote management.

3. DBL Center brokers receive customized Broker Dashboard reports of renewals, cancellations and reinstated policies every two weeks, making it easier to track what you earn – and what you keep.

Reports are automatically emailed on the first and 15th of every month, enabling you to provide your customers with proactive service and also see where your book of business stands at a glance.

4. DBL Center’s chat feature makes it easy to reach a knowledgeable DBL Center rep to answer questions or write policies at any time.

Pandemic or not, we are here to answer your questions and help you bind new policies. You can start a chat with us any time, from any page of our website. Get answers to questions about new legislation related to coronavirus, insurance claims during the pandemic, or anything else related to PFL or DBL in your state.

5. In the past three years, DBL has expanded its offerings from NY, NJ and Hawaii into Massachusetts and Connecticut as a result of new Paid Family Leave policies.

Our home state of New York set the precedent for generous Paid Family Leave policies three years ago and DBL Center was at the forefront of helping brokers transition to DBL policies with PFL riders. Now, we are here to help Connecticut and Massachusetts brokers write Family Medical Leave Act (FMLA) coverage in their own states.

6. DBL Center is your go-to source for ever-changing COVID-19 legislation as it relates to paid leave and disability benefits.

We recently launched a COVID-19 resource center for brokers writing DBL and PFL in New York. We were one of the first in our industry to report on the federal Families First Act and how it will affect insurance claims. We are working virtually round-the-clock to provide updated news and information as it happens.

7. DBL Center’s COVID-19 Claim Pre-screening software can save brokers time by weeding out ineligible PFL or DBL Claims related to the coronavirus.

Many people are trying to make PFL claims due to the coronavirus. But the legislation is very specific as to who qualifies for PFL during the coronavirus. Our pre-screening software saves brokers time by enabling business owners, HR representatives, and individuals determine if they or their employees qualify for PFL as a result of coronavirus. In many cases, the answer is no and they should be applying for aid through the Families First Act or filing for unemployment.

8. DBL Center’s video series, Rep Roundtable, spotlights top insurance carriers discussing industry trends.
Our highly regarded video series helps you get to know the people behind the policies you write, follow emerging industry trends, and get ideas to improve your business.

9. DBL Center is a second-generation, family-owned business founded by David Cohen and now owned by his son Michael Cohen.

David Cohen launched the DBL Center in 1976. Michael Cohen took over as President and CEO after his father’s passing. Michael has expanded the business to provide FMLA coverage in Massachusetts. He has also introduced state-of-the-art technology making it even easier for brokers to “keep more of what they earn,” in the words of the late David Cohen.

10. DBL Center is your white-label, white-glove back office team to get your customers the lowest premiums and best service.

David Cohen started The DBL Center based on a business model that followed the boutique hotels he loved to visit on vacations, delivering white-glove, concierge-level service to brokers in a way that was unprecedented at the time.

David Cohen’s legacy lives on in the creativity, vibrancy, and innovation Michael brings to the company. DBL Center continues to deliver the same level of customer service as it always has, leveraging carrier relationships and cutting-edge technology to provide brokers with the lowest premiums available and the highest levels of service.


Massachusetts Family and Medical Leave Act Opens Doors for Brokers to Privatize Coverage

Massachusetts becomes the fourth state in the Northeast to mandate benefits under a paid family and medical leave act

DBL Center is ready to offer Massachusetts insurance brokers incredible savings on PFML plans under the new Massachusetts Paid Family and Medical Leave Act.

The MA Paid Family and Medical Leave Act applies to individuals who need time off:

• Due to a serious health condition
• To care for a newborn, newly adopted, or new foster child within the first year of the event
• To care for family while a spouse is deployed in the Armed Forces
• To care for a family member of any age with a serious health condition

Help Your Customers Privatize Massachusetts Family and Medical Leave Act Coverage

As in New York and New Jersey, states which have offered short-term disability and paid family leave for several years, business owners in Massachusetts have the option to privatize their FMLA policies for substantial cost reductions.

By law, private FMLA plans must offer benefits of the same amount and duration – or better – than plans underwritten and paid for by the state. That’s why it’s important for business owners to find a source they can trust to write their family and medical leave act coverage in Massachusetts. And that’s where DBL Center insurance brokers come in, offering stellar customer service and lower premiums thanks to the relationships their wholesale general agency has developed over five decades.
Bundle PFML to Save Even More

PFML is a stand-alone benefit, but not every carrier can write PFML as a stand-alone policy. DBL Center has the industry connections and the volume to help Massachusetts insurance brokers get the best deals for their customers.

DBL Center delivers white-glove service, low premiums, and superior benefits packages. Your clients can save even more by bundling FMLA coverage with group ancillary benefits like dental, vision, and group life / AD&D.


DBL Center Enhances Focus on Customer Service and Technology

As testament to the company’s dedication to customer service and education, DBL Center recently launched a Massachusetts Paid Family and Medical Leave Act Resource Center on its website.

DBL Center also recently introduced 24/7 live chat on its website. Simply type in the chat box and a knowledgeable representative will answer your questions about the Massachusetts Paid Family and Medical Act, short- or long-term disability insurance, and group ancillary benefits.

“Massachusetts in the fourth state in our region to introduce paid family leave. As experts in short-term disability and paid family leave in New York, New Jersey, and Connecticut, DBL Center is poised to become the number one source for brokers to privatize PFML in Massachusetts for their customers,” says DBL Center President and CEO Michael Cohen. “We’re looking forward to the profit potential the Massachusetts Paid Family and Medical Leave Act presents to our brokers.”


On the Mic with Mike: The Hartford’s John Puglisi Shares Thoughts on Massachusetts PFML, Technology, and More

With the introduction of Paid Family Medical Leave in Massachusetts, along with mergers, acquisitions, and the launch of robust software to help brokers manage it all, 2019 was an exciting year in statutory employee benefits and group ancillary products.

At the close of 2019, DBL Center President and CEO Michael Cohen sat down the John Puglisi, sales rep for The Hartford, to talk about what to expect in 2020.  Be sure to watch the video, because our summary doesn’t catch every amazing moment.

Michael Cohen: What do you feel has changed the most in our industry since you started?
John Puglisi: One of the biggest changes is the introduction of technology. You’ve been ahead of the curve on that.

Voluntary worksite benefits are exploding right now. The right employers have less money to pay, so everybody wants critical illness, accident, hospital. But nobody has the resources to handle enrollments, so all of a sudden you have enrollment companies, technology vendors, and all this new stuff that you have to learn so you can re-enroll customers.

We were just talking about how you and I feel very comfortable standing in front of a group of people doing an enrollment meeting and walking away with 40% participation just on the basis of being able to tell the story in an entertaining way. Right now, everybody’s so focused on technology and having it be easily outsourced by an entire enrollment platform, resource, HRIS, etc. That’s been a huge change.

Cohen: Speak to me about what’s going on in Massachusetts.
Puglisi: What’s interesting about PFML in Massachusetts is the disability component to it, also. We’re dealing in statutory space, with New Jersey, New York, and Massachusetts now joining the roster of states that are adding PFL. But they’re also adding a disability component to it.

Cohen: Which state do you favor? Most people are more excited about Massachusetts than New Jersey.
Puglisi: Okay, so Massachusetts is not a large part of my market because I deal mostly in central western NY except for you guys, who I insisted on [keeping] when I moved out of your area. So, I’ve heard the Massachusetts process is building with the Hartford.

Cohen: We’re growing in Massachusetts, as well. We have a group business there, we have LTD and life, and dental… I think Massachusetts is unique for a lot of brokers because they don’t understand if there’s no underlying statutory plan, How’s it gonna work? It’s almost being underwritten like STD. But there’s been a lot of changes. It’s been exciting. Someone once asked me would you ever want to sell health insurance? How do you feel about that?
Puglisi: Personally, I would not. There are very narrow players in the field, as far as carriers are concerned. Business is always bouncing from one of the four carriers every year. It sounds like a really intense business.

Cohen: How is it going with the AETNA merger? The takeover?
Puglisi: The Hartford purchased AETNA’s group ancillary block.

Cohen: That seems like a seamless transition.
Puglisi: The acquisition of CNA back in 2011 prepared Hartford. A lot of learning went on to make the AETNA transition much smoother. We’ve adapted. wWe’ve taken the best of their system, combined it with ours, and created a whole new Web portal that’s state of the art.

Cohen: So it’s all integrated, one system?
Puglisi: We’re converting the in-force business over to the AETNA system now. All new business effective January 1, 2019, started on the Hartford Ability Platform.

Cohen: If a broker of mine has the Broker Dashboard system and they want to look up both AETNA and Hartford business, they can go in now through my Broker Dashboard, go to the carrier portal, and they can see all their business all in one?
Puglisi: Right. It’s a very robust portal. [There are] 400 different kinds of reports, which is a huge advantage. [There is] a lot more self-service capability, which seems to be the direction it’s going. But one of the ways the system has helped us–the same way your system has helped you–is the ability to persist and retain. Once you continue adding lines onto that site, customers tend to stick. And the system provides such good functionality, people are inclined to stay. That, I think, is what you’ve built with the Broker Dashboard.