DBL Center President and CEO Michael S. Cohen recently appeared as a guest on the Poza podcast The Risk Taker, hosted by Chaim Berkovic, founder and president of Skyscraper Insurance. The podcast focuses on business leaders who take on unusual challenges, step outside their comfort zones, and achieve success.

During the 40-minute interview, Berkovic and Cohen discussed how DBL Center was founded more than 45 years ago by David Cohen and how he brought privatized short-term disability benefits to Hawaii. You’ll learn how Michael Cohen got into the family business, and the many lanes Cohen has now expanded into as The DBL Center leads the charge in terms of technology in the statutory disability industry.

Below, we share a few highlights from their conversation. But it’s worth tuning into the full podcast here.

You’ll hear the two business leaders talk about connecting with clients of different cultures, taking risks in sales, and treating every account as if it’s a $1 million deal.

Cohen on Educating Brokers on Short Term Disability Coverage

As risks go, selling DBL is one not many insurance brokers take on. Cohen told Berkovic, “They don’t think there’s enough money in it. They don’t know what to ask. They’re not asking the right questions. I know how to help brokers like you get in the door to ask the right questions about disability insurance. Everybody asks about major medical, worker’s comp, or personal lines, but right in the middle between that is the state-mandated short-term disability. The introduction of paid family leave has just blown that door wide open and raised awareness about statutory benefits.”

Cohen on Leveraging Technology for Increased Sales

Although his father David Cohen, laid the groundwork decades ago, Michael Cohen never wanted to be viewed as just “the owners’ son.” In the past several years since taking over the company, Cohen catapulted The DBL Center not just to the top of Google rankings through his team’s marketing efforts, but to rapid growth and expansion across the New England states.

Today, The DBL Center services not just New York, New Jersey and Hawaii but also Connecticut and Massachusetts, which recently implemented statutory paid family and medical leave policies. Cohen helps brokers tap into markets they may not have considered by hiring experts in those regions, and offering a streamlined process for selling and managing statutory benefits.

“I keep it simple,” he told Berkovic. Through the Broker Dashboard, The DBL Center can show brokers the direct-billed DBL and ancillary policies and help them track renewals, cancellations, and commissions. While DBL and PFL may not be what most brokers think of as “big-ticket sales,” these products provide a foot in the door for larger policies. “The DBL Center – and our proprietary Broker Dashboard – are the conduits to helping brokers’ retention,” Cohen said.

Cohen on Absence Management

Recently, Cohen further expanded The DBL Center to offer absence management solutions to brokers’ clients. “We are offering solutions for when workers are taking intermittent leave on a standalone basis, especially in companies with over 50 lives. Most places require you have another plan, like LTD. We can do standalone policies and tie it into DBL,” he said on the podcast.

Adding yet another responsibility to his list wasn’t easy – and it wasn’t a decision Cohen took lightly. But he knew it was necessary to scale The DBL Center to the next level and provide the best service to his clients. “One of the toughest things about my job is that I feel like the brokers are my children. How do I hug all of them at one time? I don’t feel like there’s enough of me to consult and teach everybody. So, I hire people who are experts in their region or their field. I stay in my lane. And the lane has become filled – it’s now one lane, two lane, three lane, and HOV.”

Listen to the full podcast here: The Risk Taker: Skyscraper Insurance with Michael S. Cohen of The DBL Center