Providing income protection for business owner clients in manual occupations can be a challenge. Individual disability income policies for these occupations with higher premiums, yet shorter benefit periods–usually 2-5 years–and fewer riders.
There are fewer disability income carriers in the marketplace than there were in the ’90s. However, there are several very good disability insurance companies that offer high-quality individual policies. How do you choose the right carrier for your client?
I speak to many producers who struggle with selling the need for disability income to their clients. Their clients believe that they can self-insure against disability (e.g. rely on spouses second income, borrow from credit cards, use savings). In every one of these cases, these individuals all make the following two mistakes:
Calling all business owners…The U.S. has 5.8 million small business employers in 2009, representing 99% of the nation’s employers. There is plenty of opportunity to sell disability income in this market. Capture your small business owners’ attention with these unique disability products:
Set yourself apart from other financial planners. Lead the way with disability income insurance. Top 5 reasons to sell individual disability insurance: