Family Leave Insurance Programs Extend Across Northeast
Massachusetts and Connecticut follow New York in adopting paid family leave benefits
Tri-state area insurance brokers, take note. Big changes are afoot again when it comes to employee benefits, paid leave, and family leave insurance.
New York’s Paid Family Leave has been in full swing since January 2018 and is set to reach the maximum benefit of 67% of the employee’s salary for 12 weeks by January 2021. With New York as a model, Massachusetts and Connecticut have become the next states to roll out comprehensive medical and family leave insurance programs.
Family Leave Insurance Programs: More Inclusive and Expansive than NYS PFL
The programs in Massachusetts and Connecticut are even more inclusive than New York’s policy, allowing time off for more expansive reasons than New York permits.
Both Massachusetts and Connecticut expand on New York’s PFL policies, which allow employees to take time off following the birth, adoption, or foster care of a child within the first year; to care for injured, ill, or disabled family members; or to care for children and take care of household duties while a military spouse is deployed.
Connecticut’s plan also fills the role of DBL in New York, allowing for paid time off when an employee has a serious health condition. In addition, the new law allows paid time off for an employee:
- serving as an organ or bone marrow donor,
- who is the victim of family violence
- who is caring for “any blood relation or “the equivalent of a family member.”
The Massachusetts law, slated to go into effect on October 1, 2019, is an employer-funded program that permits leave of up to 12 weeks to care for a loved one (and 26 weeks if that loved one suffered a health condition as a result of active duty military service) and up to 20 weeks for an employee’s own illness or injury.
Understanding Massachusetts’ Paid Family and Medical Leave Act (PFMLA)
Massachusetts rushed the legislation through on June 28, 2018, and it went into effect on January 1, 2019. The start date to begin collecting taxes for the benefits was originally stated as July 1, 2019, but Massachusetts has delayed the start time to collect funds to October 1, 2019. Benefits will go into effect January 2021, with some caregiving benefits becoming available that July.
Massachusetts PFMLA covers paid medical leave for employees as well as for caregivers, similar to NYS DBL with the PFL rider. PFMLA pays 80% of an employee’s average weekly wages up to one-half of the state’s average weekly wage (AWW), which is currently $1,338.05.
Here’s where it gets confusing. For employees earning an average of more than half the AWW, they receive an additional ½ of their average weekly wages that are in excess of the cap, up to a total of $850 per week, or 64% of the state’s AWW.
Essentially, the maximum allowable benefit for PFMLA in Massachusetts is $850 weekly, more than New York’s maximum weekly benefit for 2019, which is $746.41.
More About Connecticut Paid Family and Medical Leave Insurance Program
Connecticut is the most recent state to launch a paid family leave insurance program and, like Massachusetts, it combines leave to care for family members with paid leave for employees who are injured or ill.
The law goes into effect as of June 25, 2019, but contributions won’t start until January 1, 2021, with benefits becoming available January 1, 2022.
Employees may collect up to 95% of the employee’s base weekly earnings, up to 40 times the state minimum fair wage. Employees who earn more than 40 times the state minimum fair wage receive an additional 60% of their base weekly earnings above that minimum, not exceeding the weekly maximum benefit, which is 60 times the minimum fair wage.
When minimum wage reaches $15/hour in 2023, the maximum allowable PFML benefit in Connecticut will be $900 per week.
Employers may opt out of the state plan if the private plan they intend to adopt meets or exceeds the state plan, with contributions not higher than the state’s rate. Additionally, 50% + 1 of the employees must approve the plan.
What All This Means to Tri-State Area Employers and Insurance Brokers
There’s little doubt that Connecticut adopted the plan to compete with neighboring New York in terms of employee benefits. As a suburb of New York City, Connecticut draws from the same talent pool as downstate New York. Providing a robust medical leave and family leave package to rival DBL with the PFL rider can help Connecticut industries grow with high-value employees.
For tri-state area insurance brokers, Connecticut FMLA, and even Massachusetts PFMLA, could represent new opportunities to expand your book of business. New York-based businesses with offices in Massachusetts and Connecticut will need to revisit employee benefits packages in these states. Bundling FMLA and PFMLA with ancillary benefits such as vision, dental, and group life can help these companies save money while recruiting and retaining top talent.
Connecticut offers options for self-insured and fully insured plans. The Massachusetts plan, which won’t go into effect for a few years, has yet to announce these finer details.
In both cases, tri-state area insurance brokers are wondering: Will the new paid family and medical leave benefits be commissionable?
The DBL Center was here to walk you through New York’s PFL roll-out. We will continue to be your source for details on employee benefits, and paid family medical leave across the tri-state area.
Reach out with any questions you may have about the new family leave insurance: FMLA in Connecticut or PFMLA in Massachusetts. We will keep you up-to-date as new details are announced.
The Rule of 72 and Why Your Customers Need Enriched DBL
In our last post, we spoke about using ancillary benefits to help reduce the financial stress that’s placed on employees.
This is especially crucial for employees in the New York tri-state area, which includes regions with the highest cost of living in the country. An accident or illness can leave an employee’s finances depleted. The New York State minimum for DBL coverage hasn’t kept up with inflation and isn’t enough to live on. In fact, the statutory disability benefit in New York has not increased since 1989.
The Rule of 72, for example, states that a specific dollar amount invested at an annual fixed interest rate of 10% would take 7.2 years to double. Yet, in 30 years the DBL benefit has remained the same.
Why not enrich DBL for a very low cost, ramping up the ROI on the investment?
Enriching DBL helps this important benefit keep pace with inflation to cover more of an employer or employee’s living expenses if they are ill or injured.
Consider the Needs of Your Customers
While it’s important to consider hourly workers who may be living paycheck to paycheck, it’s also important for brokers to consider the needs of company owners and top-level employees, including CEOs, CFOs, and HR managers, who make the buying decisions when it comes to employee benefits.
Of course, c-level executives want the best benefits for their employees to improve morale, maximize productivity, and aid recruiting and retention. But if you can also sell decisionmakers on the benefits that also serve their best financial interests, you’ll earn their lifelong trust.
Twenty years ago, Governor Mario Cuomo voted to increase the statutory disability benefit. His son, Andrew Cuomo, decided not to increase DBL. Instead, he introduced Paid Family Leave as a statutory benefit in New York.
But PFL – while it’s undoubtedly an important benefit – doesn’t apply to a vast majority of workers. Many middle-aged and older employees are past child-raising years and have already faced the loss of their parents. People in these demographics, especially middle managers and top executives, need benefits that will appeal to their needs.
Enriched DBL is a “set it and forget it” benefit. Once a business owner enhances their short-term disability benefits in New York, they will renew automatically each year. They aren’t likely to go back to the state minimum benefits.
Why Is Enriched DBL Such a Good Investment for Company Executives?
Many business owners and executives have savings and investments to cover a worst-case scenario such as an accident or illness that could leave them unable to work.
But, in fact, enriching DBL can be the smartest investment company leaders can make.
If it takes 7.2 years to double your income from investments at a rate of 10%, you don’t want to pull that money out to cover your living expenses.
Enriched DBL allows employers and employees – from c-level executives to hourly wage workers – to keep their savings where it is and receive a rate-of-return on their insurance premium that is far beyond any investment.
If a company enriches DBL by 5X, they will only pay $9.75/mo/male in premium and $11.50/mo/female, and if they need to make a claim, receive $850 per week for up to 26 weeks.
When you show your customers the math – and the benefit of leaving their investments growing – they will ask you to enrich DBL for their own financial peace-of-mind.
Build Relationships with the Right Advice
Smart insurance brokers are serving two customers – the employees who use the benefits, and the company owners and HR executives who are making the decisions on what benefits to offer.
When you can open doors to give them a low-cost, high-return benefit that appeals to employers and employees alike, you can gain trust and earn their business for life.
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How Ancillary Benefits Can Reduce Stress to Improve Employee Productivity
Financial stress affects every aspect of an employees’ life, including their work performance. When employees feel as if they aren’t prepared if illness or injury strikes, their health, and workplace productivity suffers. Employees spend an average of 13 hours per month worrying about money while they’re at work, according to a study by Mercer.
In a recent survey, finance website Bankrate discovered that 60% of Americans don’t have enough cash to cover a $1,000 surprise expense. But even middle managers and top talent in the New York Tri-state are not immune to the fear of bankruptcy or a personal financial crisis should an illness or injury occur.
Insurance brokers are uniquely equipped to solve this pain point for business owners, HR departments, and employees. At the same time, successfully conveying the advantages of a robust benefits package to your customers can help you expand your book of business and increase commissions with existing customers.
A robust ancillary benefits package can help eliminate financial stress for employees, which, in turn, can improve their productivity, reduce sick days, and enhance their creativity and problem-solving abilities.
Ultimately, the right benefits can help create better employees.
The Link Between Employee Health and a Good Benefits Package
Finances, health, and work performance are intrinsically linked. Enriched DBL, along with ancillary benefits, can give New York workers peace-of-mind, knowing they have a safety net in place if they become ill, injured, or even need expensive emergency dental care.
New York State did the right thing for families with a PFL policy that is, currently, the best in the nation. Now it’s in the best interests of business owners to enhance their other benefits packages to make sure all employees have access to the resources they need to help them stay productive as well.
The Right Benefits Package Retains Top Performers
A robust ancillary benefits package, including vision, and dental benefits, can help recruit and retain employees while reducing overall living costs for employees to reduce their financial stress. It can also reduce an employer’s bottom line as an investment in ancillary benefits as part of a package that includes enriched DBL often costs less than employees’ raises.
In fact, many ancillary benefits are voluntary and employee-funded and employers can choose to have employees cover part or all of the premium. Employees have the option to dramatically reduce their out-of-pocket costs on necessary expenses using pre-tax dollars, and employers pay nothing.
For brokers, this makes ancillary benefits an easy sell. And, with DBL Center as your back office staff, benefits administration is easy, too.
What benefits should your customers include in their ancillary benefits packages?
Dental and vision are a good start, offering tremendous bang for the buck for most employees.
The Case for Dental and Vision Coverage
As you create an ancillary benefits package for your customers, consider these statistics about eye care in the U.S.:
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Approximately 75% of all adults in the U.S. wear glasses or contact lenses to correct vision problems, according to the Vision Council of America
Eye exams cost an average of $114
Prescription eyeglasses cost an average of $196
Contact lenses cost wearers an average of $220 to $260 annually
If more than one person in the family needs vision correction and the costs add up. Yet only 35% of employers offer vision coverage. It’s easy to see how your customers can stand out by offering voluntary vision benefits.
Similarly, the average family of four could spend $2,162 on dental care per year without insurance. Nearly 60% of Americans don’t visit the dentist often enough due to the cost, according to some sources.
However, 77% of Americans do have dental coverage, with 90% of those plans offered by employers. It’s important to offer dental coverage to keep pace with your competitors and retain talent.
Insurance Brokers Can Help Create Happy, Healthy, Engaged Employees
Especially as healthcare costs continue to rise, ancillary benefits can play an important role in reducing out-of-pocket costs for employees and employers, alike. And reducing employees’ financial stress can help businesses perform better, with more active and engaged workers.
Brokers should speak to HR directors about developing a robust benefits package that can help keep employees happy, healthy, and engaged.
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Hawaii TDI: Did You Know Hawaii Offers Disability Insurance, Too?
Don’t miss the profit opportunities in selling Hawaii TDI
Most DBL Center brokers focus their business efforts in the New York Tri-state area, specifically New York and New Jersey. DBL coverage (Disability Benefits Law) insurance in New York and Temporary Disability Benefits (TDB) in New Jersey are lucrative insurance products, especially in New York where brokers can upsell New York business owners to an enriched DBL policy.
But many
brokers aren’t aware that Hawaii is one of only a handful of states that offer temporary disability insurance. And The DBL Center can connect you with Hawaii’s largest TDI carrier to provide Hawaii TDI to businesses.
Understand the Specifics of Hawaii TDI
To tap into the profit potential of TDI coverage in Hawaii, you’ll first want to understand the specifics of these coverage packages.
TDI benefits can last for up to 26 weeks total during the benefit year and begin after seven days of disability. Like NJ TDB and NYS DBL, benefits are payable for individuals who are ill or injured and unable to work, as long as the injury did not occur on the job. Employees must file a TDI claim within 90 days of the injury, unless they can provide a valid reason for the delay.
Like DBL and TDB, workers who file a TDI claim must have been employed immediately before the claim, including vacation time or PTO. In Hawaii, employees must have at least 14 weeks of employment totaling 20 hours per week or more and must have earned at least $400 in the 52 weeks before disability.
TDI benefits pay workers in Hawaii up to 58 percent of their average weekly wage up to the State of Hawaii maximum benefit amount, which was $620 in 2018. This is just slightly less than TDB in the State of New Jersey, and much more generous than New York’s DBL benefits before enrichment.
In fact, because TDB and Hawaii TDI are so similar, brokers may wish to pursue this market to expand their book of business. If you already sell healthcare in Hawaii, TDI is a logical cross-selling opportunity. If you have a large, national brokerage, selling Hawaii TDI can be a foot in the door to also sell healthcare coverage, group life, and ancillary benefits.
Let DBL Center Help You with Your Customers in Hawaii
Most of our brokers and industry colleagues know we moved our New York offices a few miles away to bigger building and larger office space in Melville.
But many people don’t know that DBL Center also has an office in Hawaii, where we provide more than 3,500 Hawaiian businesses with statutory TDI coverage and ancillary benefits.
If you run a national insurance agency with business customers who span the country, there is a wide-open market in Hawaii for TDI coverage. As with NJ DBL, there are a number of benefits for Hawaii business owners to move their policy from state-funded coverage to privatized TDI.
Helping Hawaii Insurance Agents Grow
If you are a Hawaii-based broker seeking to grow your book of business locally, we can help. We will be your back-office team to provide faster service and timely payouts. You’ll gain access to our state-of-the-art broker dashboard, permitting you to track cancellations, renewals, and commissions with just a few clicks. Our ancillary lines, including group life, vision, and dental, can help you increase commissions with highly coveted benefits.
Isn’t time to make the leap and start selling Hawaii TDI coverage? DBL Center will be your white-glove, white-label service provider and your back-office team to ensure your customers receive the service they expect and deserve.
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NJ State Disability Maximum Benefit 2019: Do Your Customers Know Their Rights?
Make sure your customers understand the NJ state disability maximum benefit 2019 and more
The NJ state disability maximum benefit 2019 is in full effect as of January 1, 2019, for workers who have become injured, disabled, or given birth any time within the 2019 calendar year.
The NJ state disability maximum benefit 2019 is $650 per week. The maximum benefit for 2019 is up from $637 in 2018. The new rate is applicable only for employees who make a claim in 2019 and is not available retroactively or for injuries or illnesses from 2018.
How Are NJ TDB Benefits Calculated?
The employee’s maximum weekly benefit amount is calculated based on two-thirds of their average weekly wage, based on earnings in the eight calendar weeks before disability began. The weekly wage may include overtime, tips, and cash value of other renumeration, such as employee bonuses.
If the average weekly wage is less than the average weekly wage for the past 26 weeks, the employment may request a recalculation in writing to the Division of Temporary Disability Insurance. This assures payment is fair and remains close to a living wage for the temporary disability benefits applicant.
Disability payments will not begin until seven days after the disability claim is filed and disability begins, and payments cannot exceed 26 weeks within one disability period. Covered government workers must first use all available sick leave.
If combined with renumeration from the employer, the weekly NJ maximum disability benefit cannot exceed the regular weekly wages immediately prior to the disability. For instance, if an employee is paid weekly, and goes out on disability mid-week between the pay cycle, his first disability check plus his next paycheck cannot exceed the prior weekly paycheck.
In addition to the new, higher NJ state maximum disability benefit for 2019, there are a few things your customers should know about NJ TDB, to ensure they are in compliance with New Jersey state laws and treating their employees fairly.
NJ TDB Regulations Your Customers Should Know
As an insurance broker in the state of NJ, whether you are selling health insurance, life insurance, or ancillary benefits, you can take this opportunity to help your customers understand NJ TDB compliance laws. This can help set up a conversation about the benefits of privatizing their TDB policies for enhanced benefits, faster payouts, and better service.
Employers and HR directors should know that a notice outlining employee’s rights under NJ TDB, including the NJ state disability maximum benefit 2019, should be posted in a place where all employees can view and read it, typically an employee break room or other gathering place.
Employees should also be informed about NJ temporary disability benefits when they are first hired, if an employee notifies the employer that they are taking time off for a situation that could be eligible for NJ TDB benefits, or any time an employee asks for information about their temporary disability benefits.
Does It Pay to Privatize TDB for Your Customers?
Many New Jersey business owners aren’t aware they can privatize TDB for better service and the equal (or better) benefits at the same rates.
The state of NJ is backed up on processing temporary disability claims, resulting in benefit delays. If an employee needs help filing the forms or isn’t sure which form to file, it can be difficult to reach someone in the State of New Jersey Department of Labor Division of Temporary Disability Insurance.
In addition, a private TDB policy gives your customers many other benefits, including disability payments in the form of direct deposit rather than a debit card. By privatizing their TDB package with a major carrier, they may be eligible for rate discounts on ancillary benefits, too.
As a broker, when you privatize your customers’ TDB and write the policies through DBL Center, you’ll gain access to our Broker Dashboard to track revenue, commissions, and renewals. Using our Broker Dashboard puts all your clients’ information in one place, under one password, in an easy-to-use app that you can access from your office or on-the-go from any mobile device.
Right now, only 2 percent of all businesses in New Jersey write their TDB policies through a private carrier.
The market is wide open.
The opportunity is there.
Start the conversation by letting your customers know about the new NJ state disability maximum benefit 2019. Then show them what they have to gain with private TDB coverage, because the advantages go far beyond the amount of money claimants receive.
Want more tools to help you sell NJ TDB? Check out our new NJ TDB Resource Center here.
Artificial Intelligence and the Future of P&C Insurance
Artificial intelligence (AI) has become prevalent in every industry and in many homes, as well. If you’ve asked Siri to help you book a reservation at your favorite restaurant through OpenTable or used Alexa to create a playlist for a cocktail party you’re hosting, you’ve used AI.
In business settings, AI is beginning to help people schedule meetings, sift through resumes to find likely job candidates, and even provide customer service through chatbots online.
What Is Artificial Intelligence?
You’ve probably heard the phrase Artificial Intelligence many times and may even have a hint about what it means. You may have also heard another closely related term: Machine Learning.
An AI computer can act and react in ways similar to a human being. In other words, it can appear to think, and it can learn based on past experiences.
Machine learning is the means by which computers gain artificial intelligence.
In 2016, technologist, futurist, and investor Andrew Ng wrote, “If a typical person can do a mental task with less than one second of thought, we can probably automate it using AI either now or in the near future.”
This may be a vast simplification – or perhaps an over-statement – of AI’s capabilities. AI excels at pattern recognition, data sorting, voice recognition, and even responding to simple inquiries.
With this in mind, it’s easy to pinpoint some areas where AI could streamline insurance renewals, recordkeeping, audits, and bookkeeping for insurance professionals in the next five to 10 years – and perhaps even sooner.
How Artificial Intelligence Can Help Insurance Brokers Increase Sales and Commissions
Many brokers today use limited business intelligence analytics to track their business, but most of the activities are tracked manually, which means increased overhead and extra time spent staring at spreadsheets.
DBL Center’s Broker Dashboard can streamline many of your business intelligence processes, including tracking renewals, notifying staff of late payments, and tracking commissions. The new NRT software does all this and tracks data across all your P&C accounts, not just policies purchased through The DBL Center.
But this is only the beginning. Future versions of these powerful business intelligent (BI) engines are nearly destined to employ AI and machine learning. The next iterations of NRT may be able to analyze data faster, recognize relevant patterns, save brokers time, and potentially increase sales.
What Will the Broker Dashboard of the Future Look Like?
The potential for AI in the insurance industry in the future is incredible. Just as AI capabilities advance in the fields of healthcare and human resources, the insurance industry needs only embrace AI’s potential to streamline their business and earn more.
The Broker Dashboard of the future may be able to use artificial intelligence and machine learning to:
Predict which clients are likely to pay late so brokers can take pre-emptive action. Unlike running a credit check or looking at past behavior of that client, the AI algorithm can look at past behavior of clients with similar characteristics to predict future behavior of new clients. Brokers can take proactive steps to ensure bills are paid on time with reminder notifications or perhaps phone calls.
Identify good candidates for upsells like enriched DBL and ancillary benefits. AI could help increase the success rate of sales calls. Rather than taking a shotgun approach to try to sell existing clients bundled benefits packages, AI can help brokers identify highly-qualified leads most likely to say yes. Brokers will be more productive and earn more by delivering the benefits their clients really want.
Track the reasons behind cancellations. What if you could increase your retention rates by understanding why certain clients cancelled and take steps to retain similar clients? It’s always cheaper to keep a customer than to make a new one. By pinpointing cancellation patterns, AI can help you increase retention rates and keep your brokerage growing.
Track successful existing clients and identify likely prospects. If you are like many brokers, you’ve been working on building your database of prospects through social media, inbound marketing, direct mail, and in-person networking. AI is well-suited to compare that list to a list of your most successful clients. AI can help you cull down your massive database to find top prospects who are not only likely to say “yes.” It may also be able to pinpoint clients who will pay on time, stay with your company for years, and purchase multiple lines, including DBL, business insurance, home insurance, group life, and ancillary benefits.
Stay Ahead of the Curve
AI can take a lot of the guesswork out of insurance sales with business intelligence analytics. AI can recognize patterns of behavior and help brokers capitalize on all the data they have at their fingertips today.
Brokers who adopt these advanced technologies as they become available will save time, earn more, and stay ahead of the curve.
With our new broker dashboard and other business intelligence tools within reach, DBL Center can help.
NYS Brokers: Are You Prepared for PFL in 2019?
What brokers, HR directors, and company executives need to know about PFL in 2019
The new year is almost upon us, and that means more changes for HR directors, business owners, and insurance brokers in New York, once again, as they get up to speed on PFL in 2019. Look for PFL contributions to increase along with the payout and total weeks of leave permitted with benefits.
What’s New for PFL in 2019
PFL benefits will be phased in until they reach the maximum payout of 67 percent of an employee’s Average Weekly Wage for 12 weeks in 2021.
For 2019, the maximum allowable deduction will be 0.153 of the employee’s average weekly wage. Benefits will equal 55% of an employee’s AWW for 10 weeks, up from eight weeks in 2018. The benefit will max out at $746.61 weekly.
It’s important to note that wages are no longer taken with a weekly max. If someone is making $3000 a week, they will pay $3000 x $.00153 – $4.59 weekly deduction until their salary reaches the $70,569.72 max. Then they stop paying for the year.
You can use our handy PFL calculator to determine PFL premiums for your company – or for your customers – based on the number of employees eligible for PFL and the total annual payroll base.
What Brokers and HR Professionals Need to Know About PFL in 2019
Policyholders will have to reconcile PFL premiums for 2018 as part of the necessary premium calculation steps, similar to how it is done for DBL. Brokers who use the DBL Center’s free broker dashboard can easily help their customers reconcile premiums with figures from the database.
If you need help with this important step, contact the DBL Center for guidance on setting up and using the Broker Dashboard to calculate premiums, track renewals and cancellations, and much more.
In addition to the above changes, the state of New York has provided new DBL and PFL posting notices to hang in a prominent spot where employees can view them.
HR directors and company owners should ask their brokers for a new 120 Posting Notice and a DB120.1 Certificate of Insurance.
DBL Center brokers can contact our office for links to these forms to provide to your clients.
Keep Learning About PFL
2018 was a transition year for DBL brokers in New York, and PFL proved to have a steep learning curve.
The DBL Center has provided the resources our brokers need to stay on top of PFL, including webinars, handouts, and our online PFL resource center.
Be prepared to answer all your customers’ questions about PFL in 2019 by browsing our Paid Family Leave Resource Center, which has been updated for the new year.
You may also like these articles that can help your customers better understand PFL in the workplace:
Learn how PFL and DBL are related, but different: DBL vs PFL
Learn how PFL is different from FMLA: PFL vs. FMLA
Help your customers ensure they are in compliance with DBL: PFL Compliance
Calculate PFL premiums for 2019: PFL Calculator
Remember, the DBL Center is here to help answer all your questions about PFL in the new year.
DBL Center Celebrates 1 Million Lives Insured
Long Island-based insurance wholesaler hits milestone one million lives insured and announces continued growth and future plans
While many of our Long Island neighbors celebrated with fireworks and barbecues earlier this month to commemorate the birth of our nation, DBL Center had a small celebration of our own.
And it was all thanks to our loyal brokers and network of carriers.
On July 3, 2018, the DBL Center was excited to write an insurance policy that put us over the mark for 1 million lives insured. 
This prompted our copywriter to respond to the announcement, of course, with an Austin Powers gif. (Given president Michael Cohen’s affiliation with the Friar’s Club, having a sense of humor is virtually a requirement for working with The DBL Center.)
It was especially exciting that such a landmark accomplishment occurred on a landmark U.S. holiday, and it shows us that the future for the DBL market is strong.
But, we could not have done it without our brokers. And for that, we thank you all!
We love that our brokers recognize the advantages of working with us.
When you write short-term disability and ancillary benefits with DBL Center, you are not just getting an insurance wholesaler. You’re getting a partner with all the tools to help you convert your health and P&C customers into short-term disability clients and also earn extra commission with the sale of ancillary benefits.
Educate Your Market with Resources from The DBL Center
Brokers know insurance is a high-touch business. The more ways you can reach out to your customers and prospects with the information they need—before they even know they need it, in some cases — the better it is for your reputation as an insurance broker.
The DBL Center has always made it our business to keep our brokers informed of price changes, changes to short-term disability benefits law, and the overall state of the insurance market.
In recent years, we’ve ramped up these efforts with multiple touchpoints for reaching our loyal brokers.
This year, we introduced a webinar series discussing New York State PFL regulations, and we also launched our PFL resource center on our website.
In addition, we reach out with bi-weekly mailings, regular calls, and through our LinkedIn page.
In the fourth quarter, we will be expanding our Facebook presence, too. (You can stay ahead of the curve and “like” and “follow” our page now for the latest insurance industry news.)
We also hold Lunch & Learn events for those who prefer face-to-face interaction and education rather than virtual connections.
Read What Some Of Our Top Brokers Have Said About Us
“DBL Center is very aggressive with customer education, and that’s important when we’re selling ancillary lines,” says Richard Ambrose, senior vice president-practice leader, employee benefits, for Meeker Sharkey & Hurley, a New Jersey-based insurance broker and long-time customer of The DBL Center. “Michael Cohen and his team are very tapped into what’s happening in the industry, whether we are talking about Paid Family Leave in New York, TDB, or ancillary benefits,”
Gregory D. Singleton, principal at Connecticut broker ComTon, adds, “I thought we had a great knowledge of DBL coverage, and the DBL Center’s knowledge is as good—if not better—than ours. The DBL Center team is very good about explaining the capabilities of one insurance carrier over another, and of helping us market the benefits of various carriers to our clientele.”
Read more from our growing family of insurance brokers here.
Value-Added Services Satisfy Brokers’ Needs
With the introduction of our NRT Net Revenue Tracker app in the fall, as well as the incentives and opportunities we offer to brokers today, The DBL Center is not your typical insurance wholesaler.
Whether you would like to reward your top performers with exclusive sporting event tickets, give your agents a chance to learn about changes happening in the short-term disability market, or simply deliver the best service to your customers, The DBL Center is here — and has been for more than 40 years and 1 million lives insured.
What would you like to see from DBL Center in the way of education and outreach?
Drop us a line and let us know. Our marketing and sales teams are always hard at work finding better ways to serve our customers.
Are You Selling DBL Coverage With Your Other Business Insurance Lines?
Expert tips to build your book of business by promoting DBL with other business insurance lines
In preparing our new “Broker Spotlight” feature each month, we’ve been speaking to several of our top insurance brokers, who specialize in everything from homeowners’ policies to business insurance. And we are discovering that many of their customers still have questions about Paid Family Leave. The answers to these questions spark further discussions with their clients about other business insurance, including New York State-mandated DBL (Disability Benefits Law) coverage.
Some small business owners don’t know that they are not in compliance and could be subject to fines. They are running a business in New York with more than one employee and are missing an important business insurance line; they don’t have DBL coverage.
Others provide the state-mandated minimum benefit coverage limits to their employees, but don’t realize how affordable it is to enhance their employee benefits package with enriched DBL.
And yet, many insurance brokers don’t talk about DBL as much as they should. They fail to market DBL alongside their other lines of business insurance. Why not use DBL to expand your book of business, actively selling this mandatory benefit to employers (that is, your existing customers, as well as new ones) who didn’t know they needed it?
Who Needs DBL Coverage?
Every New York business owner with at least one employee who has worked full-time for a covered employer for four consecutive weeks or has worked part-time for a covered employer for 25 business day, is required to purchase a DBL policy covering those employees.
Additionally, previously covered employees returning to work after being on unemployment are eligible for DBL coverage. Finally, business owners who employ personal or domestic in-home workers (such as nannies, home health aides, housekeepers, and other staff) for at least 40 hours per week must provide DBL coverage.
As an agent, this means every day you could be talking to employers requiring a DBL policy along with their other business insurance policies. Those employers have the choice to purchase DBL coverage through the New York State Insurance Fund (NYSIF) or through you, their trusted insurance broker.
Are You Missing Opportunities to Sell Disability Insurance and Enriched DBL?
With the right tools and resources in place, it is easy to sell DBL coverage. (You’re talking to the pros here, after all.)
Even brokers who focus on homeowners’ insurance, umbrella policies, and other personal insurance lines should talk about DBL to their customers who own businesses operating in New York State. If you are writing high value home insurance policies, umbrella policies, even boating insurance, those clients may be business owners or have full-time domestic help eligible for DBL coverage.
If you are writing health insurance, ancillary benefits, E&O policies, property insurance, auto insurance for business vehicles, worker’s compensation, or any other type of business insurance, you should make sure your customer has their state-mandated DBL requirements covered. If they do, it’s time to get them thinking about enriched DBL.
Take the First Step to Sell DBL with Other Business Insurance
It’s important to make NY State DBL coverage part of every conversation you have with new customers. Devote a page on your website to the basics of DBL coverage, which will give you a place to direct employers to gain the knowledge they need.
Even with the media coverage PFL received in the insurance trades, on premier carrier websites, and in business publications, New Yorkers may still not be aware of the new benefit and how it affects DBL coverage as a rider to existing policies. Make sure to mention DBL and PFL when people ask about your various personal and business insurance lines and open the door to a conversation.
DBL coverage and the new PFL benefits give brokers an opportunity to share their insider knowledge, educate customers, and expand their book of business with a policy that renews, almost without a second thought, year after year.
Want to make writing DBL coverage even easier? Ask us how our new Net Revenue Tracker can help you manage policies and measure and improve profitability for your insurance agency.
DBL Center Helps Brokers Track Revenue
New application gives brokers deep analytics and actionable business insights to grow their business
For 41 years, The DBL Center has provided brokers with white glove service and the lowest insurance premiums available for enriched DBL, ancillary benefits, group life, and more. As the industry changes, we stay ahead of the curve to deliver greater value.
Measure and Improve
We’ve always believed in the adage, “You can’t improve what you don’t measure.” DBL Center Founder David Cohen had an almost-compulsive need to pay close attention to the details. In our office, we have a database that allows us to track every account, see at a glance when renewals are due, and track our total revenue. We’ve been doing this so long, we almost took the value of it for granted.
In talking with our customers, we learned that many insurance brokers have no simple way to track revenue, new business, or cancelled 
policies at a glance. Most agree this information would be valuable. They just don’t have the means to do it.
Other Software Solutions Don’t Work for the Insurance Industry
Conventional CRM software doesn’t work for insurance brokers. Accounting software can provide part of the picture, but not everything a broker needs. Most major industries, from healthcare to IT, have their own software that tracks and reports the information relevant to that specific field.
Why shouldn’t brokers have a way to track their statutory and group ancillary business?
That’s when we set our programmers on a new task: To create a software program for our customers that would give them actionable insights for business development in an easy-to-read interface.
DBL Center Prepares to Launch Net Revenue Tracker
For the past year, we’ve been working on a software application that will let our brokers manage their accounts and track their commissions from anywhere. Because we know our brokers spend a lot of time on the road, having this information at their fingertips makes it easier for them to serve their customers and write new business because every dollar counts in this industry.
Our new mobile-friendly broker dashboard, the NRT (Net Revenue Tracker) will help brokers who put their business with the DBL Center stay ahead of the competition and see their bottom line in real time. Because success is not created by what you earn, but by what you keep.
Net Revenue Tracker Provides the Answers You Need to Grow Your Book of Business
Would you like to:
- Track new business and see where it comes from to determine your most successful salespeople?
- See how much you’ve earned monthly, quarterly, and annually at a glance?
- Determine what percentage of your revenue comes from new business vs. renewals?
- Know exactly when each customer’s policy renews?
- Find out, at a glance, what percentage of business lies with each major insurance carrier?
- Have all this information available to you through a user-friendly application?
Our developers are hard at work, right now, creating the Net Revenue Tracker software, which will do all of this and more for DBL Center brokers.
The Net Revenue Tracker will allow brokers to:
- View business metrics at a glance
- Track profitability of specific accounts
- Learn where you need to diversify your business between multiple carriers to protect yourself, and where it might pay to consolidate for better rates
- Reduce your dependency on carriers by tracking renewals in your office
- Spot trends in cancellations so you can improve customer retention
- Track and improve business growth
Time-tested Platform Gives Our Brokers the Edge
The DBL Center has been relying on software to track our net revenue and growth for more than a decade now. Our time-tested platform of proven business development tools will give our brokers the edge. The Net Revenue Tracker provides deep analytics and actionable information for business growth in a convenient format.
With 41 years in the insurance business, The DBL Center has learned a few things about business processes. We know how important it is to pay attention to the finer details and track your results for consistent growth.
Isn’t It Time Be An Early Adopter?
If you aren’t tracking your revenue in a reliable way, or if your current platform falls short of what you need, we invite you to give us a call for a quick demo of our software solution.