Why protecting income during life is just as important as protecting it after life.

Most clients understand the need for life insurance — to protect their families if they pass away.
But ask them this:

“What would happen if you didn’t die — but couldn’t work for six months or a year?”

That’s where disability income (DI) coverage completes the picture. Pairing life and DI protection isn’t just cross-selling — it’s comprehensive financial care.

The Same Risk, Different Outcome

Life insurance and disability insurance protect against two sides of the same coin: the loss of income.

• Life insurance replaces income if a client passes away.
• Disability insurance replaces income if a client survives but can’t work.

In both cases, the goal is the same — to ensure bills are paid, goals stay on track, and families remain financially secure.

By presenting them as complementary, not competing, products, you help clients see the full picture of income protection.

How to Position It to Clients

You don’t need a new sales pitch — just an easy bridge between life and disability coverage.

Try saying:

“You’ve taken a smart step by protecting your family’s future if something happens to you. Let’s also make sure your income is protected while you’re living — it’s what funds everything else.”

Or:

“You’ve insured your life. Let’s insure your livelihood.”

This positioning feels natural, logical, and client-centered — not like an upsell.

The Client Benefits of Bundling

Bundling life and DI coverage offers tangible advantages:

• Simplified planning: One coordinated protection strategy instead of two separate decisions.
• Consistent protection: Coverage that works across all “what-if” scenarios — death, illness, or injury.
• Affordability: Multi-policy discounts and underwriting efficiencies can make the combination surprisingly cost-effective.
• Peace of mind: Clients know their families are protected no matter what happens to their ability to earn.

The Broker Advantage

For brokers, bundling means:

• Higher client retention — clients stay when they see holistic value.
• Increased revenue per household — without chasing new leads.
• Easier conversations — because the client already understands the importance of protection.

When you cross-sell DI, you’re not just adding a product — you’re strengthening the plan and the relationship.

Call to Action

Next time you review a client’s life insurance policy, ask one simple question:

“If you were too sick or injured to work, would your current protection still support your family’s lifestyle?”

That question opens the door to better coverage, better outcomes — and better client loyalty.

Because real protection doesn’t end with life insurance.
It continues with income protection.

Source Brokerage is here to help you every step of the way! Contact Steve Crowe at ext. 222 or request a quote.