It’s easier to sell to an existing client than a new prospect. The odds of selling a product to a new customer are 15 percent, while the odds of selling to an existing customer are 50 percent. Identify good prospects from your current client list. Review your existing client database and identify clients, ideally between the ages of 30-45, who you have sold life insurance.

Here are three ways to turn existing life insurance clients into individual disability insurance (DI) clients:

1. Position Disability Insurance as “Income Insurance”

• Many life insurance clients already value protecting their family’s financial future.
• Reframe DI as the protection that works while they’re still alive, safeguarding their paycheck in case of illness or injury.
• Example conversation starter:
  “We’ve protected your family’s future if something happens to you, but what about your income if you can’t work for six months or a year? Disability insurance fills that gap.”

2. Leverage Life Insurance Review Meetings

• During annual or biannual life insurance reviews, bring up changes in their job, income, or expenses.
• Use updated income figures to show the “income at risk” if they became disabled.
• Present DI as the next logical step in their protection plan—just like updating a will or adjusting life coverage when life changes.

3. Present DI as a complement to life insurance.

• Present DI as a complement to life insurance—both protecting different sides of the same coin.
• Example: “You’ve already made the smart choice to protect your family’s long-term security with life insurance. Adding disability coverage ensures your short-term income is just as secure.”

Opening the DI Conversation

Try using this short email and call script with your existing life insurance clients to open the conversation about adding individual disability income:

Subject: Have you protected your paycheck?

Body:
Hi [First Name],

We’ve already taken an important step in protecting your family’s financial future with life insurance. But there’s one piece many people overlook—protecting the income that makes everything possible today.

If you were suddenly unable to work due to illness or injury, how would your bills, mortgage, or savings goals be covered? Disability insurance can replace a portion of your income so you can focus on recovery—not finances.

I’d be happy to show you how this works and how we can fit it into your current plan—often with preferred pricing since you’re already a valued client.

When would be a good time for a quick conversation?

Best,
[Your Name]

Quick Call Script:

“Hi [Name], this is [Your Name]. We set up your life insurance to protect your family if something happened to you. I wanted to touch base because there’s another important piece we haven’t covered yet—your paycheck. If you couldn’t work for six months or a year due to illness or injury, how would that impact you? I’d like to show you a simple way to protect that income. Can we schedule a few minutes to talk?”

Builds Strong Relationships with Your Clients

By embracing cross-selling DI to your existing life insurance clients, you not only improve your sales and revenue but also build stronger relationships and ensure your clients have the comprehensive protection they need for a more secure financial future with minimal extra effort.

Reach out to the Source Brokerage DI team with questions, client concerns and any other needs you might have. Contact Steve Crowe at ext. 222 or request a quote.