Framing disability income as income protection can help your clients understand what individual disability income (IDI) insurance does and why they need it. To boost your IDI success, try these five tips to emphasize how IDI can provide much-needed income protection for clients.
#1 Focus on the need, not on the solution.
Your clients likely don’t know why they need IDI and what it will do for them. Start with the basics–it will provide an income in the very real chance of a disabling injury or illness—and save intricate policy details until later.
#2 Tell stories to make it feel real.
Consumers don’t believe a disability will happen to them. Bring the risk to life with real-life examples, such as developing cancer or experiencing a back injury that prevent them from working our earning an income.
#3 Compare IDI with more familiar insurance offerings.
Clients understand the need for car or homeowners insurance to protect them. Explain that if they don’t have IDI to protect their ability to earn an income, they could lose their homes, cars, and lifestyle when they are unable to work.
#4 Stick to the facts.
Illnesses like cancer, heart attack or diabetes cause the majority of long-term disabilities. Encourage clients to secure he most fundamental aspect of a financial plan–income.
#5 Position IDI as the foundation of a financial plan.
Financial planning is pointless if your clients lose their ability to earn an income to fund their plan. IDI can help ensure access to income if they are unexpectedly unable to work due to an illness or injury.
Disability income not your main area of focus?
Not a problem. Source Brokerage DI specialists will handle the sale from the beginning to the end. Your clients are protected with disability income insurance and the door to your clients’ business is closed for your competition.
At Source Brokerage, we take customer service to the next level because it’s a win-win for both of us when you put your client’s DI policy in-force.
With our process we can offer IDI coverage to your clients without blood, urine or financials; only the application required!
We are always available to answer your questions, provide quotes and talk through your cases during normal business hours. We promise quick turnarounds, within 24-hours, and acknowledge all requests with a message that we are working on them.
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