Disability Insurance Sales Tips
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Tuesday, May 7, 2019

Selling disability insurance can be difficult due to common misunderstandings or lack of awareness on the clients’ end, so it’s important to know how to properly present disability insurance in a way that is easy to understand. Many people believe that they are fine with just employee benefits and life insurance, but most don’t consider the possibility of having to deal with disability cutting off their income.

We’ve pulled together some tips in order to help communicate the importance of disability insurance and make the conversation easier for both parties.

1. It’s important to help them see the overall picture

Everyone is familiar with the importance of something like life insurance, even from a young age – it’s not uncommon for young, healthy people to invest in life insurance to prepare and safeguard their families against the unknown. The same though process should apply to disability insurance.

While many people think it’s unlikely that they will need it while they are young, there’s always the possibility of needing disability insurance (especially if they work a more physically demanding job) and it could be a large error to overlook it completely.

They also need to understand that medical insurance pays the doctor, but it doesn’t pay their day-to-day bills or fill in their lack of income if they have to leave work for an extended period of time.

2. Help them realize how common some issues are

Part of communicating the importance of disability insurance is to help them realize how common disabling conditions are. Most people know at least one person that suffers from back pain, heart disease, and other debilitating conditions, and having them reflect on how many people they know that have these issues could help them realize how easy it could be to end up in a bad financial situation if they start to suffer and have no backup plan.

Asking them to think of three people that could and would help them cover expenses for an extended period of time (6 months or longer) could help them realize the gravity of the situation - not many people can do this. Also point to how many fundraising and crowdfunding efforts are put towards benefiting those who have gone on disability due to unfortunate circumstances. They’ll likely start to realize how common these situations are and realize that they need to consider a disability insurance plan.

3. Help them realize the value of disability insurance

Sometimes it’s hard to visualize the benefits of disability insurance without seeing how much money they make over time against how much they stand to lose without a backup plan. A good example is a 35 year old making $75k annually, if they had a 5% increase until they retire at 65, would end up making $4,983,000. Disability insurance generally costs 1%-3% of someone’s annual income, which is nominal compared to the risk of not being insured.

4. Clients may need more coverage than they might initially assume

Group long-term disability insurance from your employer typically doesn’t cover more than 60% of your income. Suddenly losing 40% of your income while on disability could cause major issues in your finances, leaving you and your family scrambling for solutions and cutting back drastically. Supplementing your income with a disability insurance could make or break your finances, so it’s best to get insured while your healthy in order to prevent this.

If you’re interested in learning more about how disability insurance can benefit your clients, feel free to contact us at Income Protection Resource Group. Our team of experts is always willing to help you navigate any complexities as well as set you up for success to help serve your clients better.

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