Targeting the right clients and stimulating more productive disability insurance (DI) sales conversations can lead to greater client engagement and increased sales. 
Identify the clients most likely to be open to DI. Research shows that individuals with incomes of $75k or higher in the following occupations are most likely to be receptive to DI: medical/dental professionals, business owners, corporate managers and executives, and white collar professionals.
Shift the way you position DI. Steer away from using the word “disability” and the risks associated with it, and steer more toward income protection. Present the concept as a complement to other life insurance and/or employer group LTD.
“You’ve already taken the important step of purchasing life insurance so when you die, your family will be protected. Now let’s talk about how we protect your income if you become sick or injured.”
“Your group LTD plan is a great, inexpensive way to start to protect your income. Adding some individual disability income in addition to your group LTD plan will provide more comprehensive income protection in a number of ways…”
Stability. Avoid conversations the create a scarey scenario or dire circumstances. Many times rather than motivating clients, these conversations turn clients off. Clients interpret the conversation as a scare tactic and dismiss the need for disability income. Instead emphasize how disability income protection will replace a portion of their income minimizing the disruptions. to their daily life during a difficult period and help them maintain their long term financial goals.
An effective client conversation puts the client in control by framing the purpose of DI in the big picture of their financial planning, and helps them see the advantages of adding DI as part of their overall income protection.
Source Brokerage, Inc. is your disability income expert. Call Steve Crowe at ext. 222, Ellen Crowe at ext. 223, Brian Hettmansberger at ext. 230, Chris Bussey at 220 for quotes, tools and sales strategies
