The key to the disability income insurance sale is to get your clients to see the their vulnerability and understand why they need disability income insurance. Many people underestimate their risk of disability. So how do you do that?
The Council for Disability Awareness offers some excellent resources to help you show your perspective DI client the need for DI. Choose a one or two that you think will resonate with your client.
- Real life video stories of people who have struggled with a disabling illness or injury that interfered with their ability to earn an income.
- Review the latest research (2013) on claims–Did you know women made up the majority of the new claims in 2012? Or did you know 3 in 10 claims in 2012 was caused by musculoskeletal system and connective tissue disorders?
Life Happens is another excellent web site to help producers prepare to sell the need for disability income.
While these resources help prepare you with facts, life stories and research to support the need for disability income, you’ll also need to be prepared to offer a DI product that fits your client’s professional and financial profile. Source Brokerage Inc. has disability income specialists who can help you choose the carrier and the products that best fit the unique needs of your client. They can help you understand the contracts and how they best suit your client’s needs.
Review your client list, and choose 5 potential DI clients. Schedule appointments to review their current insurance business, and to look at their financial options in the event they cannot work for a period of time. Before your meeting go to our website and request a disability income quote or call or email us for a quote.
You’ll be prepared with the tools to sell the need, a personalized DI quote to share with your client, and a state-specific application.