Authored by Steve Knapp The small business market is a completely underserved market in terms of disability protection. As you know, many states require the business owner to carry workers compensation on their W2 employees, but not on themselves. In addition, businesses with less than 100 employees are too small to qualify for group disability coverage, so many small business owners enroll in workers compensation and leave themselves uninsured. That’s where you come in. You can offer your business owners’ clients a personal disability plan to cover their personal expenses (coverage is 24/7), a business overhead expense plan to cover the business expenses in the event of the owner’s disability, and a disability buy-out plan for corporate partnerships ……all of which are tax deductible to the business. Client approved marketing pieces are available and smart agents direct mail these pieces to small businesses in their local area and follow-up with a phone call.  Need a good reason to call? In addition, you can offer your prospects a free valuation if they apply for a DI Buy-Out plan. The valuation is done by Principal Financial Group and takes approximately 1 week to complete. A proper valuation normally costs anywhere from $3,000-$10,000. Keep in mind, through Principal you can offer your clients a 20% multi-life discount in addition!