Every client review is a chance to deepen trust — not just check boxes. But too often, brokers focus on performance and portfolio adjustments while missing the one thing that makes every financial plan possible: the client’s ability to earn an income.

Disability income (DI) insurance isn’t just another product; it’s a lifeline. And the best time to bring it up is when your clients are already talking about change.

The Power of the Review Conversation

Routine reviews are natural moments of reflection and planning. Clients are already evaluating their progress, updating their goals, and sharing what’s new in their lives.

That’s your cue to listen for income protection triggers — signs that their risk profile may have changed.

Triggers to Watch For

Here are a few common life events that should immediately prompt a DI discussion:

• 🏠 New Mortgage or Major Debt
  A bigger financial obligation means more at stake if income stops. Ask:
  “If something happened and you couldn’t work for a while, how would you keep up with payments?”
• 👶 Growing Family
  New dependents mean new responsibilities. A client who just had a child or is expecting one has an even greater need to safeguard their paycheck.
• 💼 Job or Career Change
  Promotions, business ownership, or a switch from employee to contractor often alter benefits — and can leave income gaps if group coverage changes or disappears.
• 🩺 Lifestyle Upgrades or Major Purchases
  New cars, home renovations, or private school tuition signal higher monthly expenses that rely on steady income.
• 📉 Reduced Employer Benefits
  Many clients assume their group disability plan is sufficient — until you show them it typically replaces only 40–60% of income and often caps benefits.

How to Introduce the Topic Naturally

The goal isn’t to “sell” — it’s to protect. Try subtle, consultative phrasing like:

• “You’ve made some great progress this year — can I ask what would happen if your income paused for a few months?”
• “You’ve added new responsibilities. Would you like me to check if your current protection still fits your situation?”
• “We’ve reviewed your investments; let’s make sure your income — the fuel for those investments — is equally secure.”

Positioning It as Partnership

Clients value brokers who anticipate needs, not just respond to them. By framing DI as part of holistic planning, you’re not selling — you’re safeguarding the financial plan you’ve already built together.

When you help clients see income as their most valuable asset, you elevate your role from advisor to protector.

Call to Action

End each review with a simple offer:

“Let’s schedule a quick income protection checkup. It only takes a few minutes, and it could make all the difference if life throws a curveball.”

Small steps lead to big protection — and to clients who trust you for life.

Disability income protection not your area of expertise? No worries. Source Brokerage is here to help you every step of the way!

Contact Steve Crowe at ext. 222 or request a quote.