No one imagines getting sick or injured — and as brokers, we don’t want to make clients uncomfortable. That’s why many avoid the disability income (DI) conversation altogether.
But here’s the truth: you’re not selling fear — you’re selling peace of mind.
When positioned thoughtfully, disability income insurance isn’t about “what if something bad happens.” It’s about ensuring your clients can keep their lives moving forward, no matter what.
Reframe the Conversation: From Fear to Empowerment
Instead of saying:
“What would you do if you couldn’t work for six months?”
Try:
“You’ve worked hard to build your lifestyle — let’s make sure your income is as protected as your assets.”
This shift in tone turns the conversation from crisis-based to confidence-based. It emphasizes control, not catastrophe.
Focus on What Clients Can Do, Not What They Might Lose
Position DI coverage as a proactive decision — one that helps clients maintain independence and choice.
Examples:
- “This coverage ensures your financial plan stays on track, even if life pauses for a while.”
- “It’s a way to make sure you remain in control of your income, even when you can’t actively earn it.”
By focusing on empowerment, you help clients feel smart and responsible, not scared or pressured.
Use Positive Language
Words matter. Swap out anxiety-driven phrasing for strength-based ones:
| Fear-Based | Empowerment-Based |
|---|---|
| “If you get hurt…” | “If life takes an unexpected turn…” |
| “Losing your income…” | “Protecting your ability to earn…” |
| “Financial hardship…” | “Financial resilience and continuity.” |
You’re not predicting misfortune — you’re building resilience.
Emphasize Partnership, Not Product
Clients want to know you’re looking out for them holistically.
Try saying:
“My role is to make sure every part of your financial life is protected — not just your investments, but the income that funds them.”
This shows you’re not selling a policy; you’re delivering peace of mind.
When introduced with confidence and empathy, disability income insurance becomes a symbol of strength, not fear.
It’s not about preparing for the worst — it’s about protecting the best parts of life you’ve already built.
Ready to start the disability income conversation with your clients? Source Brokerage is your disability income partner every step of the way! Contact Steve Crowe at ext. 222 or request a quote.
