Selling to Savvy Risk Takers
Posted By: 
Tuesday, February 16, 2016

Small business owners know that their business would be in hot water without them, but do they understand what would happen to their own lives without the income their business provide if they were temporarily or permanently disabled?

This is a tricky group to sell disability insurance to. People who are brave and bold enough to create and manage their own business are often very optimistic about the future. This is great if you’re building a company but not if you’re planning for worst-case scenarios like disability.

Another hurdle is that many small business owners borrowed from their personal funds, jumped through financial hoops, and scraped by during lean times while starting up their business, which gives them a false sense that they could manage without paycheck insurance.

But as with most things, how you phrase your questions to these clients can make all the difference in helping them understand the need for disability insurance. Consider some of these points:

Your business is doing well, much to your credit. But what would happen if you were unable to work for months at a time? Would your business be able to support you and your employees if you were drawing a salary but not contributing to its growth?

If you had disability insurance and didn’t need to draw money from your business accounts during a time when you needed to recover from an injury or illness, could you use that money to hire a temporary replacement instead? How would that impact your business during your absence?

After establishing that DI is something smart business owners include in their financial portfolio, you can review the ways it can serve your clients.

·      Personal income protection

·      Business overhead expenses can help cover certain costs during injury or illness

·      When a business owner offers DI to their employees, they can take advantage of multi-life discounts

Call our office anytime with questions about selling disability insurance to any of your clients. We’re always happy to help.

Subscribe To Our Blog

Blog Categories

  • Announcements
  • Blog
    • 07/03/2019 - Is Your Retirement Secure?
    • 06/04/2019 - Protecting Your Most Important
    • 05/07/2019 - Disability Insurance Sales Tip
    • 01/02/2019 - Why Is Disability Insurance So
    • 11/23/2018 - What is a Tiered-Benefit Struc
    • 07/20/2018 - Why You Need to Get Your Clien
    • 06/22/2018 - Everything You Need To Know Ab
    • 05/18/2018 - 5 Options to Consider When Buy
    • 04/20/2018 - 3 Ways an Insurance Broker Com
    • 02/26/2018 - 4 Advantages of Disability Ins
    • 01/19/2018 - Disability Insurance: Why It I
    • 09/05/2017 - Long Term Disability Insurance
    • 05/16/2017 - Disability Insurance Awareness
    • 03/28/2017 - Build a Better Business: Disab
    • 01/25/2017 - Build a Better Business: Key P
    • 12/20/2016 - Don’t Put it Off
    • 11/21/2016 - Build a Better Business: BOE I
    • 10/07/2016 - Disability Insurance is About
    • 09/08/2016 - Your Clients Have Life Insuran
    • 08/19/2016 - Three Industry Definitions of
    • 06/15/2016 - It’s Easy to Protect Your Most
    • 05/12/2016 - What Disability Insurance is R
    • 04/15/2016 - Some Sobering Facts About a Co
    • 03/15/2016 - Explaining the Difference betw
    • 02/16/2016 - Selling to Savvy Risk Takers
    • 01/19/2016 - New Year, New Tactics
    • 12/17/2015 - Rewards Can Help Clients Make
    • 11/18/2015 - Private Disability Insurance B
    • 10/14/2015 - Identifying DI Prospects that
    • 09/21/2015 - Getting Personal: Selling Indi
    • 08/19/2015 - Adopt these Strategies to Enco
    • 07/14/2015 - Great Responses to Disability
    • 06/18/2015 - Big Benefits for Small Compani
    • 05/27/2015 - A Dangerous Financial Mistake
    • 04/15/2015 - A Disability is Not a Solitary
    • 03/17/2015 - Help Your Self-Employed Client
    • 02/13/2015 - An Act of Love
    • 01/08/2015 - A Life Changing Resolution
    • 12/14/2014 - The Best Gift Your Clients Can
    • 11/12/2014 - Even Super Women Need DI
    • 10/09/2014 - Protector Essential: Disabilit
    • 09/03/2014 - Standard’s Partial Disability
    • 08/13/2014 - The Disability Divide: Employe
    • 07/04/2014 - An American Value: Financial I
    • 04/01/2014 - Convincing Your Clients of the
  • Seminars

Are you or your clients traveling abroad?

Apply for International Health here in one easy step!

Offered by Lloyds of London through Petersen
International Underwriters. (Not currently available in Colorado)

Travel Insurance


Is Your Retirement Secure?
Wednesday, July 3, 2019

Protecting Your Most Important Asset
Tuesday, June 4, 2019

Income Protection
Resource Group

TOLL FREE: 877-248-1107  |  MESSAGE US

Find us on FacebookFollow us on TwitterFollow us on LinkedInIPRG Blog

Ohio Office

8040 Hosbrook Road, Suite #300
Cincinnati, OH 45236

Colorado Office

7900 East Berry Place, Suite #200
Greenwood Village, CO 80111

Our Practice Areas

  • Advanced Sales Support
  • Proposals within 24 hours
  • Case Design
  • Competitive Analysis
  • Point of Sale Assistance
  • Case Work and Underwriting Assistance


Ask an Underwriter