Are those happy MoO clients white collar professionals currently on disability claim? If not then your point is moot.
The fact that Own Occ is a Rider or isnt a Rider does not matter, the definition of disability which is not as strong as Guardian or Ameritas is the main issue. But when things are a rider and not part of the base policy it usually starts to increase the premium vs. policies that include it.
Even MoOs own DI marketing materials say that the product is for middle market clients and not high end clients. This thread is about lawyers earning $300k per year...
Another key point is that MoO is just Guaranteed Renewable and Guardian is Non-Can.
But a DI policy is only as good as the definition of disability and how it relates to the insured.
And if you are selling on cost then you are doing your clients and yourself a huge disservice. Sell value & quality, not price. A DI policy with a definition of disability that does not fit the client is worthless no matter what the premium is.
But other than Own Occ, there is:
Presumptive Disability Provisions
Catastrophic Disability Provisions
Future Increase Options
Cola options
Auto benefit enhancement
Waiver of Elimination
Waiver of premium
Residual Benefits
Non-Cancellable or just Guaranteed Renewable
Conditionally Renewable after benefit period
And on every one of those issues Guardian has a more comprehensive option than MoO. Some of those MoO does not even offer.
Are you a MoO agent??
x2 on all of this. You can ask Guardian for a side-by-side comparison of the two products to see the specific differences.