In today's uncertain economy more married women have found themselves thrust into the role of breadwinner as their husbands encounter job loss or a drop-off in pay. Moreover, many of these working women are highly compensated decision makers.

When selling disability insurance, advisers need a marketing strategy that connects with them effectively. "Targeted marketing around [disability insurance] has been pretty generic, and this has all occurred at a time where more and more women are in the workforce - and more importantly, they are in significant positions of responsibility and are earning more income," says Thomas Klett, VP of disability business development for American General Life Companies.

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