Here’s a blog post or talking point outline you can use to make a strong case for individual disability insurance when clients say their budgets are tight:
When times are tight and every dollar matters, it’s natural for clients to scrutinize every expense. But it’s precisely in these moments—when financial resilience is already stretched—that the need for income protection becomes more urgent, not less.
Here’s how to frame the value of disability insurance to budget-conscious clients:
1. Protect the Paycheck That Supports Everything Else
Remind clients that their income is what pays for everything in their budget:
- Mortgage or rent
- Groceries
- Utilities
- Debt payments
- Insurance premiums
If a disabling illness or injury stops that paycheck, every other financial goal is suddenly at risk. Disability insurance doesn’t add a new expense—it protects every current one.
2. Affordable Coverage Is Within Reach
Clients often overestimate the cost. Help them see the numbers:
- A general rule: DI costs 1–3% of income.
- For a $75,000 annual income, that’s roughly $63–$188/month—less than a daily cup of coffee in many cases.
- Offer options: smaller benefit amounts or longer elimination periods can reduce premiums and still provide meaningful protection.
3. Highlight What’s at Stake
Ask: What would happen if you lost your income for 6 months or more?
Most Americans have limited savings. A disability could:
- Drain retirement accounts
- Force credit card debt
- Risk losing a home
Framing the conversation in terms of risk helps clients realize that disability insurance isn’t a luxury—it’s a foundation.
4. Present It as a Critical Step in a Lean Budget Strategy
When cash is tight, smart planning is essential. Position DI as:
- An essential protection, not an optional extra
- A safety valve that prevents deeper financial hardship
- A complement to any debt-reduction or savings strategy
5. Use Real-Life Examples
Share stories—especially of clients or professionals who never expected to become disabled. Statistics are powerful, but real stories drive action. Check out our “real story” blog post.
Final Thought: You Insure Your Car and Home—What About Your Income?
When clients are cutting expenses, they often keep their car and homeowners’ insurance—because those are tangible assets. Remind them:
Your income is your most valuable asset. Without it, you lose the rest.
Learn more about marketing and selling DI, contact Steve Crowe at ext. 222 or request a quote.
