Business owners are some of your most valuable clients—and also some of the most financially vulnerable. While they’re often well-protected with life insurance, many overlook a critical piece of the puzzle: disability insurance (DI).
The reality is simple: if a business owner can’t work, the business—and everyone who depends on it—is at risk. Disability income insurance (DI), Business Overhead Expense (BOE) coverage, Business Loan protection, Keyperson DI, and buy-sell DI are powerful tools to protect both personal income and business continuity.
Here are five warning signs your business owner clients need DI, even if they haven’t asked about it:
1. They’re the face (and backbone) of the business
If operations grind to a halt without them, a disability would threaten revenue, customer relationships, and the livelihood of employees. BOE coverage can keep rent, payroll, and utilities paid while they recover.
2. They personally guarantee loans or credit
Most owners sign on the dotted line when securing financing. Without Business Overhead and Business Loan DI protection, an unexpected disability could make repayment impossible and put personal and business assets at risk.
3. They have partners or co-owners
A disability can trigger the same succession challenges as death—but many partnership agreements don’t account for it. Buy-sell DI funds a smooth transition and ensures fairness for all parties.
4. Their lifestyle depends on business income
Even successful owners rarely have a safety net outside of the business. Personal DI coverage protects their household income when they can’t draw a paycheck.
5. They’ve invested everything back into the company
Reinvesting profits shows commitment, but it often leaves little liquidity. A disability could suddenly starve the business of cash flow. DI provides the working capital that bridges the gap.
The Opportunity for Advisors
Business owners don’t always realize how exposed they are—but once they do, they’re quick to see the value in protecting both their personal income and their company. That creates a prime opportunity for advisors to deliver real solutions, deepen client trust, and open new business opportunities.
With the right DI strategy—combining individual coverage, BOE, Keyperson, and buy-sell policies—you can help your clients safeguard what matters most: their families, their employees, and the businesses they’ve worked so hard to build.
👉 Ready to talk through cases or explore solutions for your business-owner clients? Contact Steve Crowe at ext. 222 or request a quote.
