In a time when some associations are facing challenges retaining and growing membership, it is good to report that the International DI Society (IDIS) continues its steady growth. Although this year’s conference seemed slightly smaller than last year’s 10th anniversary event, membership is still on the rise and the three day event featured great main stage speakers, very engaging breakout sessions, continuing education, great networking time and a nice awards banquet.
The dream of three disability insurance visionaries—Harold Petersen, Bill Barrett and the late Ron Cohen, the IDIS is the independent association for the disability income market, bringing together agents, BGAs, vendors and carrier representatives as members working together to advance awareness and address the needs of this segment of the industry.
The group’s highest honor, the W. Harold Petersen Lifetime Achievement Award went to Jack Schmitz, CLU, ChFC, CASL, DI & LTC Insurance Services, San Rafael, CA. Schmitz has spent 35 years working in the DI business as a managing general agent. He is a founding member of the IDIS, a member and past president of The Plus Group, a past president of his local NAIFA and SFSP chapters and sits on the boards of several local charities as well as carrier advisory boards.
In addition, the group chose Greg Burden, OWL Insurance Solutions, Denver, CO, to receive the Ron Cohen Producer’s Scholarship granted to a newer producer in the DI industry who exhibits the same dedication and passion that Mr. Cohen had for the industry
The IDIS is the NAHU/NAIFA for the disability income insurance market. Underrepresented at all major independent associations—if addressed at all—the DI product line deserves better recognition and much wider sales acceptance. The most wonderfully crafted life and annuity based solutions of the brightest advisor minds in the industry fall apart at the seams when an unprotected disability interrupts the client’s cash flow. In my opinion, if our industry is truly anchored by advisors who care about their clients, their clients’ families and businesses, and the dreams their clients have for building a legacy, then DI needs to be a part of the discussion with nearly every client, a part of every industry group’s agenda and a part of every national conference’s curriculum.
I urge all who work diligently in, dabble in or only occasionally peek in on the disability product line to add their support to the IDIS. Further, I urge all other industry associations to reach out to the IDIS and find a way to partner with them to provide a more robust DI presence at their meetings. You can contact the International DI Society by telephone at 562-481-2381, via email:[email protected], or visit their website: www.internationaldisociety.com.
Sad news, however, for the IDIS and our industry as a whole—announced at the IDIS meeting was the recent passing of DI giant Michael Eskra Sr., CLU, ChFC. Eskra was one of the founding members of the IDIS and the recipient of the second W. Harold Petersen Lifetime Achievement Award.
Eskra began his insurance career with the Continental Insurance Company in the late 1950s before joining Provident Life and Accident, where he worked for 30 years, becoming their most successful branch manager. In 1992 he started his own firm, Eskra & Associates, and in 2002, with Koll-Lenhoff, another leading DI BGA, formed DIBroker, LLC. Today DIBrokerEast/Eskra & Associates is one of the three largest volume wholesalers of disability insurance in the country. Fortunately Mike leaves the agency in good hands—three of his four sons are partners in the agency—Peter, Michael Jr. and David.
Eskra spent his entire insurance career—over 50 years—selling, promoting, training agents in and advocating for disability income replacement insurance. Recognizing the lack of training and training materials available to new agents coming into the industry (or those new to DI), Eskra published a training manual entitled Disability Income Training Manual—Everything You Need To Know About How To Market Disability Insurance.
My introduction to Mike Eskra came regrettably late, but I found him to be one of those rare people who was almost larger than life in accomplishment and yet easily approachable, very welcoming, friendly almost to a fault, quick witted and eager to share his great smile and hearty laugh. The DI market and the industry as a whole has lost a great champion, and he will be missed. [SPH]
