How do you find your DI prospects? I have always believed in DI and I know it is profitable if you know what you are doing. The problem is, it seems unless you work the med or law schools, it is hard to find good DI prospects.
Working your current client base and asking for referrals is the best way if you aren't going to get working relationships with hospitals/medical centers/etc. Of course if you are working the FE market that's not going to work, but I work with a lot of self-employed business owners and upper-middle class income families so it's a good fit for many of them. Most have never even though about DI until I brought it up. Find local associations for occupations that would have an interest in DI and get in contact with them to see if they will recommend you to their members. Our website gets a DI request once in a while too, which is nice because people looking for DI online have usually already done a ton of research and have a good idea of what they should be buying.
Knowing the benefits and underwriting inside and out is key because it is such a complex product. When you know the weaknesses of other companies' policies or group/association policies, it is much easier to convince someone why they should be buying the best contract they can get (i.e. Guardian's for white-collar professionals). The best fit for everyone can vary by health/age/occupation/etc, but I always start with Guardian and go from there. Principal, Standard, Mass Mutual, and MetLife have good policies too.