For most brokers, disability income (DI) insurance sits on the “someday” shelf — important, but not urgent. After all, it’s easier to focus on products clients already ask for, like life or health coverage.

But here’s the reality: offering DI isn’t just good for clients — it’s a smart business move.
When you introduce income protection, you’re not only helping clients secure their future — you’re creating new revenue streams, deeper relationships, and long-term retention.

DI Builds Deeper, Stickier Client Relationships

Clients who have DI coverage view their broker as a complete advisor, not just a product provider.

• You’re protecting their most valuable asset — their ability to earn.
• You’re helping them understand their full risk picture.
• You’re positioning yourself as a long-term partner, not a one-time transaction.

This creates loyalty. Clients who see your value stay longer, buy more products, and refer others.

DI Opens a Fresh Revenue Channel

Disability income products can be highly profitable — especially when cross-sold to existing clients.

• Average DI policies often bring recurring commissions and strong persistency.
• Premiums may be smaller than life insurance, but the lifetime value per client can be just as high due to renewal income and increased trust.
• Brokers who make DI part of every review often see 20–30% revenue growth from existing books of business.

Every client who earns a paycheck is a potential DI client — and you already have their attention.

DI Enhances Your Professional Differentiation

Many brokers avoid DI because they feel it’s “too complex” or “too niche.” When you partner with Source Brokerage, you don’t have to be the expert. You can count on our expertise every step of the way.

That’s good news for you — it means you gain the client’s trust and the commission.
When you confidently introduce DI, you stand out as the advisor who truly protects what matters most: income continuity.

It signals expertise, empathy, and a deeper understanding of financial security.

DI Leads to More Holistic Planning Conversations

Once you start talking about income protection, clients naturally open up about other financial priorities — emergency funds, business overhead insurance, retirement continuity.

That leads to broader planning opportunities and more products on the table. DI becomes the gateway to a stronger, more comprehensive client relationship.

The True ROI: Trust and Retention

Trust is the currency of every successful practice.
When you’re the broker who helped a client protect their income — not just their investments — that trust becomes unshakable.

In an industry built on relationships, that is your highest return on investment.

Call to Action

Don’t wait for clients to ask about disability income — they rarely will.
Instead, bring it up as part of every financial review:

“Let’s make sure your income — the foundation of all your goals — is fully protected.”

Protecting paychecks protects portfolios.
Protecting portfolios protects your practice.
That’s the real ROI of offering disability income.

Ready to grow your DI business? Source Brokerage is your disability income partner every step of the way! Contact Steve Crowe at ext. 222 or request a quote.