Case #1: DI Broker, Bob Damato
About a year ago, Bob Damato was nearly killed by an unexpected stroke. Fortunately, he survived. However, his doctors delivered some disturbing news: They believed he would regain use of all functions – EXCEPT SPEECH.
Have you ever stopped to think about how you might do your job as an insurance professional if you were unable to talk? That’s exactly the dilemma that Bob had to mull over. As an insurance agent, he could more easily work without the ability to walk – then he could without the ability to talk!
Fortunately, Bob believed in disability insurance – so much that he had taken the time to invest in paycheck protection for himself years earlier.
Instead of losing everything, his disability insurance coverage bought him the valuable time needed to retrain his brain to communicate. Here’s good news: Bob is now back in action and just contacted us about placing a disability insurance case for a client last week!
If Bob ever had any doubts about the value of disability insurance, those doubts are now erased forever. Share this story with everyone you know, and if you haven’t already done so, get paycheck protection for yourself!
Case #2: Advisor Ed Miller
First Command District Advisor Ed Miller is not a disability insurance sales veteran. But that didn’t stop him from winning First Command’s 2011 DI sales contest, sponsored by Disability Insurance Services (DIS).
He explains, “For many years at First Command, our primary client base was made up of active duty military, so most clients did not have a big need for disability insurance. Their benefits took care of them. In 2005, we started working with more civilians and it quickly became clear that they had a much greater need for paycheck protection.”
Still, he didn’t really achieve DI proficiency until 2008 when First Command partnered with DIS. “Selling DI can be a little intimidating if you don’t work with it very often,” Ed says. “Then I realized that I don’t have to be an expert. I simply start the conversation, ask a few questions and gather the client’s info. I let Tom Helbing at DIS do the heavy lifting. He has so many ideas to solve client challenges and he takes care of the technical details. With Tom involved, it’s very easy.”
Ed’s contest win in 2011 was the culmination of preparation, practice and good timing. Ed believes that it’s his fiduciary responsibility to make clients aware of the risk of disability and to encourage them to protect their paychecks. So, since 2008, he’s made sure to include income protection questions in his conversations with clients. It’s part of his everyday practice. To prepare for these DI conversations, he taps into DIS sales tools and tries a few different techniques to improve his success (see more on his techniques below). And, in 2011, just as the contest came to fruition, Ed was working closely with a neurosurgeon client who ultimately purchased three policies. The fortuitous timing of the sale gave him the extra premium he needed to secure the win.
Ed’s DI Sales Tips:
- Tell every client about the risk of disability and the need for paycheck protection.
- Talk with conviction and tell personal stories about people you know who have had positive or negative disability experiences. You have to believe in the product.
- Ask your client how his or her family will sustain its lifestyle if income stops. It’s important to bring the family into the discussion because it’s an emotional sale and many clients care more about protecting family members than they do about protecting themselves. Also, a large percentage of a client’s income goes toward funding the family’s lifestyle.
- Help clients understand that the risk of disability is high by presenting disability statistics and using comparisons.
- Don’t forget about spouses. They often need income protection or a critical illness insurance policy too.
- If budget is scarce, get details on the employer-sponsored plan, and at the very minimum, encourage your client to participate in that. If some budget is available, consider supplementing the employer plan with IDI or CI.
- Get Tom and DIS involved with the details. He can help you figure out the best solution for every client’s situation.
Want more great DI sales advice? Download our Why Sell DI Training Power Pack here!
When plaque lodges in the coronary artery, a traffic jam results – backing up the blood supply and leaving the heart devoid of nourishment. This is the sad sequence of events otherwise known as a heart attack. Fortunately, it doesn’t have to be fatal. Those who get to the hospital in time are often saved. And, thanks to medical advances and better preventative care, more heart attack victims are surviving than ever before in history.
What happens when a business owner’s heart attack fails? It isn’t a walk in the park. Surviving a heart attack usually involves hospital and recovery time, creating yet another traffic jam – a financial pile-up so to speak. Many business owners are prepared to die with a nice life insurance policy. They aren’t prepared to live. They haven’t protected their finances with any income protection measures.
When a business owner is unable to work, revenues diminish, rent falls behind, pending commitments die on the vine, and bills pile up. And as you can imagine, the stress of a failing business and uncertain income is not conducive to heart attack recovery.
Fortunately, it doesn’t have to be this way … if a business owner is protected with a Business Overhead Expense (BOE) policy. With a BOE policy, a wide range of business overhead expenses are covered by a monthly benefit to keep the business running until the insured recovers. A BOE policy can cover the cost of rent and lease payments, employee wages and benefits, insurance premiums, property taxes, and a long list of other items.
BOE benefits are based upon expenses, rather than income. This makes them very advantageous for business owners whose tax returns do not adequately reflect their income levels due to a high number of deductions. BOE policies have short waiting periods — usually 30 days. Benefit periods are short, usually 12 to 24 months. If a business owner is permanently disabled, the Business Overhead Expense policy buys a little time so the business can be sold or transitioned.
There are many other products to help business owners too – such as individual disability insurance, disability buy-sell policies, and keyman insurance. The best part is that you don’t have to be an expert to sell these products. Just call in the business owner income protection experts at DIS. We’ll help you structure a policy that maximizes protection and works within the required budget.
When heart attacks fail, businesses often fail too. But not if the business owner is prepared with the business lifeblood of a well-structured income protection strategy that includes a BOE policy.
Want to know more? Download our free client handout, “What Expenses Are Covered by BOE Policies?”
Brokers: Got two minutes? Tune in for today's episode of ALL MY PAYCHECKS, starring supermodel Dominique and her scorned love, PAYCHECK. Share this funny clip with your clients and teach them to AVOID THE DRAMA by treating their paychecks right.
Don't forget! May is Disability Insurance Awareness Month. We offer many great tools to get your DI sales on track. Start by downloading our DI Boot Camp report. It will help you uncover the best DI markets and share the PAYCHECK LOVE.
White-collar professionals: This is the most lucrative DI market, with an average premium of $4,500, double the industry’s average premium of $2,200. This group includes doctors, dentists, attorneys, hospitals, medical schools and other professionals. Help them show their paychecks the love and attention they deserve!
Business owners: Many in this audience earn very high incomes and do not have access to group insurance, leaving their paychecks horribly neglected. This group is known for leaving a trail of broken-hearted paychecks. Help your business owner clients change their ways and discover lasting paycheck love.
Executives: The corporate executive group can be too busy to remember their loving, supportive paychecks. Help them protect their paychecks and their employees' paychecks by proposing an interesting opportunity. If you can find a way to insure three or more lives (three executives or an executive with two employees), you can offer significant discounts, up to 47 percent for females and 10 percent for males. Ooh la la - talk about match made in heaven!
Employees – Another market approach is to offer employee-paid, voluntary DI benefits as a supplement to employer-paid group benefits. If you choose to focus on this niche, make sure to explore Multi-Life Voluntary Guaranteed Simplified Issue (GSI) plans. With three or more lives you can offer significant discounts, and with five or more lives you can offer GSI underwriting so no one is declined. Say goodbye to hurt feelings and hello to happy paychecks.
Where to find a ready-to-buy DI audience (and why should)
Employee benefits brokers, P&C brokers and Life brokers: Are you concerned about the commission implications of healthcare reform? Frustrated by price-seeking business owners and the brokers who steal their business with lowball rates? Looking for an additional revenue stream - something that will help you sustain income, even after you retire?
Consider the many advantages of providing a disability insurance quote, in additon to the group health, work comp, business or life quote:
- Sustainable income: The average persistency for term life insurance is 6.6 years. Comparably, the average persistency for disability insurance is 12.2 years — nearly twice as long!
- Automatic raises: If you add a future purchase option (FPO) rider to disability insurance policies, clients can increase coverage levels every year without additional underwriting. When your client exercises the future purchase option, you receive a full 50 percent commission in the first year of increased premium. If 25 percent of your DI clients take advantage of the future purchase option each year, you've uncovered an unbeatable income formula!
- A lucrative revenue stream: Commission is up to 70% with the highest renewal rate in the industry, between 5 and 15%
- A recession proof product: In tough economic times, consumers realize that paycheck protection is more important than ever.
May is Disability Insurance Awareness Month – Time to Get Started
When it comes to preparing a disability insurance quote, many experienced agents feel tentative. It’s not something they don’t do often, so they're uncomfortable and fearful that they won't be capable of answering questions. That’s natural. DI discomfort isn't a barrier — it's an opportunity to stand out in an underserved niche. Most agents avoid uncomfortable situations and therefore don’t offer a disability insurance quote. This makes it easier for you to rise to the top.
All you really need to know is how to start the paycheck protection conversation, ask some thought-provoking questions, and gather information. After that, the experts at Disability Insurance Services can figure out the disability insurance quote details – like the best case design, the best carriers and how fit within the client’s budget parameters.
Where to Find A Ready-to-Buy Audience
A large percentage of your existing clients are ready and willing to purchase disability insurance — you just have to ask the right questions. Here's how:
Go through your files and make six lists:
- Clients who do not have DI
- Clients who were previously uninsurable
- Clients who purchased DI from you in the past
- Clients who purchased DI from someone else in the past
- Clients who have declined DI because they have an employer-provided plan
- Clients who own businesses or professional firms
Once you have your lists complete, the action plan is easy:
- If a client doesn't have any disability insurance, contact her right away. Explain that as an insurance advisor, you would be remiss if you didn't provide a disability insurance quote to protect her most important asset — the paycheck. At your appointment, use our tried-and-proven disability insurance sales script, "The Wealth Preservation Plan," to build need, overcome price objections and easily close the sale. You can start the conversation by emailing the Life Foundation “Four Myths” flier and then follow up with a phone call.
- If a client was previously uninsurable, ask permission to take another look. In the past few years, underwriting standards have softened, prices have dropped and new products have entered the market. DIS has relationships with several impaired-risk disability insurance carriers and high-risk occupation carriers and we can usually help you find a solution.
- If a client already purchased DI from you, notify him there have been tremendous changes in paycheck protection coverage and pricing over the past few years. Explain that it would be smart to review the old policy to determine if better options are now available to improve coverage provisions or rates. Get a copy of the existing policy and partner with Disability Insurance Services to build a solid plan.
- If a client purchased DI from someone else, ask her, "Do you have the old coverage or the new coverage?" This will spark interest and a confused reply. Then explain that if the disability insurance policy was purchased more than two years ago, there's a very good chance you can improve the provisions or rates based on recent tremendous changes in paycheck protection. Get a copy of the existing policy and partner with DIS to explore the new possibilities.
- If a client has employer-provided group disability insurance, say, "You should feel proud to be working for a company that cares about its employees so much. Your disability income plan probably covers 60 percent of your income, right?" When the client agrees, say, "Well, let me ask you a question... do you know when 60 percent does not equal 60 percent?" The client will ask, "When?" Then you'll say, "When it's an employer-provided plan. Employers deduct the cost of disability insurance premiums from their taxes and because of that, your DI benefits are taxable. Therefore, instead of 60 percent, your net benefit amount will be 42 percent. Can you maintain your lifestyle on 42 percent of your income? If not, it's smart to consider a supplemental disability insurance policy." Get details about the existing coverage and partner with DIS to build a smart supplemental plan.
- If a client owns a business or a professional firm, he or she has unique income protection needs. Ask us about how to prepare a quote for a business overhead expense policy, a buy-sell policy or key man insurance.
- Take a look at your own situation. Is your paycheck protected? If your spouse works outside the home does he or she have an individual disability insurance policy? If your spouse stays at home, does he or she have a critical illness insurance policy? It’s much easier to sell DI with conviction if you believe in the product enough to buy it yourself.
There’s never been a better time.
There's never been a better time to offer a disability insurance quote than right now. Consumers and business owners have all seen friends struggling in the difficult economy and are acutely aware of the need for paycheck protection. Underwriting is more relaxed than it used to be with guaranteed standard issue options available, and in the age of health reform, many brokers could use an extra income stream.
Why not let a disability insurance quote change the course of your career? Get started today by downloading our free Broker Opportunity Kit.
Why worry about selling disability insurance for physicians?
Because they need paycheck protection more than most other groups. According to the U.S. Department of Labor’s “May 2009 National Occupational Employment and Wage Estimates,” surgeons earned an average annual income of $219,770. Orthodontists earned $206,190, obstetricians made $204,470, and lawyers earned $129,020. These professionals work hard to develop their earning capacity and, therefore, have a keen interest in protecting it.
One of the fastest ways for a broker to provide disability insurance for doctors and dentists is through association alignment. According to the Center for Association Leadership, there were 90,908 trade and professional associations in 2009, and the number keeps growing. Most associations and societies aim to provide their members with the tools to succeed, such as discounted products and services on everything from office supplies to medical equipment and business insurance. From doctors to dentists to accountants, most professional industries have strong association relationships. Here are some tips to get started:
- Identify potential partnerships. With some quick Internet research, you can find a variety of niche groups for doctors, dentists, attorneys, accountants, and other professionals. For example, http://www.omnimedicalsearch.com provides links to medical associations, organizations, foundations, and societies, ranging in scope from pediatrics to hospital dentistry.
- Cultivate relationships and propose member discounts. Getting connected with the right people at each association can be the most difficult part. It’s not a one-contact process. You have to get know associations so they trust you and want to work with you. Find ways to provide value by offering them articles for their newsletters, free webinars and other tools. A good DI distributor will set you up with these tools to succeed. Association leaders need to be convinced of the need for paycheck protection before they will offer disability insurance to their member doctors and dentists.
- Secure the carrier endorsement. When you’re ready to propose an endorsement, bring a well-thought out plan. Highlight the significant disability insurance discounts you can offer doctor and dentist association members – up to 47 percent for females and 10 percent for males. Use compelling statistics to help association leaders understand that members will value the opportunity to receive discounted disability insurance for doctors and dentists. When the association shows interest, contact your DI wholesaler for assistance.
- Customize your marketing. Once the carrier approval is in place, be ready to earn member business. Don’t assume that just because you’ve been endorsed, physicians will start calling. You have to work for the sale. Use an introductory letter and flier to members to announce the new discounted rates. Again, it takes follow up and persistence. Once contact doesn’t make a sale.
- Develop cross-sell strategies with various flavors of disability insurance for physicians. Work with the association to explore other ways to provide members value. For example, if members are business owners, explore business overhead expense opportunities. Or if members typically have business partners, provide a buy/sell policy that protects the business when a prolonged disability strikes a business owner or a partner.
To sum things up, association relationships are not easy to attain, but they’re worth the extra time because they allow you to provide a high volume of disability insurance for physicians and dentists. Disability Insurance Services is ready to support your efforts.
Want to know more about choosing a perfect DI prospect? Our insightful free report tells you how to spot the GOOD, The BAD and the UGLY. Get it here!
We all have a few “wish I would have” moments.
If I would have studied harder, I might have been an aerospace engineer.
If I would have known the market was crashing, I wouldn’t have bought my house at the peak.
If I would have realized the reward of selling disability insurance, I would have started selling it sooner.
Yes, for many senior brokers, disability insurance is a “wish I would have known” kind of topic, because it’s a product that enjoys very high renewal and persistency rates.
Do you routinely offer disability insurance to your clients? Whether, you are a DI broker, employee benefits broker or a PC broker, it’s smart to add disability insurance to your solution-kit.
Disability insurance is a natural sell, both as a stand-alone coverage and as a supplement to group long term disability policies. If you're already talking to HR professionals and business owners about benefits, make sure your conversation includes income protection strategies. By offering DI in addition to your other lines, you can build client loyalty, stay competitive and become more profitable.
Below are a FIVE MORE REASONS you should start selling DI before it becomes the opportunity that got away:
- Income. Brokers who sell disability insurance enjoy generous commission rates, up to 70%. That means if you sell two "professional" cases each month at $4,500, your annual income could be $75,600 or $891,000 over a 10-year period. And with the highest renewal rate in the industry - between 5% and 15% - those commission dollars really add up.
- Declining Health Commissions. With healthcare reform, many employee benefit producers are facing commission cuts. Unless you're prepared for a lifestyle adjustment, it's a good idea to start augmenting your income stream!
- Easy Underwriting. Selling disability insurance is easier than it used to be with many guaranteed standard issue (GSI) and simplified underwriting options. In many cases, there's no medical underwriting involved.
- Differentiation. By becoming a disability insurance expert, you can differentiate yourself from other brokers and establish yourself as a convenient one-stop resource.
- Support. Don't believe the myth that disability insurance is too complicated. With our robust educational resources, automated quoting tools and comprehensive personal support, you'll be comfortable with DI in no time at all!
Stop and think about that income point above. If you let the DI opportunity “get away,” you could be saying good-bye to $891,000 over a 10-year period. Plus you’ll have missed the opportunity to help your clients protect their most important asset – the paycheck.
Don’t wait another day. Download our free DI Broker Opportunity Kit and get on the fast track to the “so glad I figured this out now” feeling.
Along with DI, critical illness is a great product to add to your solution suite.
Spring madness has arrived. Not just with basketball but with selling disability insurance. Your clients are pumped-up from watching basketball last week. Many have probably already made the mistake of jumping into a pick-up game without proper warm up, straining muscles they haven’t used in the last four months.
Fortunately, you’ve probably already prepared them for these mishaps with the right paycheck protection. But be careful – you need to warm up too. Selling disability insurance can be painful without a game-winning practice plan.
Ready to dribble-drive the DI lane and score?
Use these four fabulous game changing reports to boost your disability insurance sales success:
- The Three Pointer: Score more DI points by using the tried and proven "Wealth Preservation Plan” sales script.
- The One on One Matchup: When you go head to head with other agents, you want to make sure your power play has sizzle. D.I. Dan’s Crash Course tells you all you need to know to outperform the competition.
- The Buzzer Beater: Don’t wait until the last second to get disability insurance. See how disability happens in the blink of an eye and learn why you’re never too young to secure paycheck protection.
- The Dunk: Straight from the highlight reel, show your clients “The Top Five Reasons For Income Protection.” Throw down these high percentage reasons and watch your DI sales erupt!
Download all four reports about selling disability insurance here!
For other winning DI sales tools, register for one of our Wednesday Webinars. Next Wednesday’s line-up: DI Marketing Bootcamp. Learn more and register for DI Sales Training today!
Before you submit your next disability insurance quote, take a look at these recent updates from the nation's leading disability insurance carriers ... Among other improvements, you'll find many new enhancements to help you write disability insurance for doctors.
The Standard:
- Increased Issue & Participation limits for 3P surgeons: now up to $17,000 per month to issue or $25,000 per month participating with group, making it even easier to write disability insurance for doctors.
- Increased limits for doctors employed by state, county, and city governments: now up to $10,000 per month, matching federal doctors.
- Increases in many student and new professional limits for dental, medical, and veterinary occupations.
Petersen:
- E-Signature is now available for all disability insurance products.
- New Guaranteed Issue department for high-end group and multi-life DI, life, accidental death, and medical plans.
Metropolitan:
- Better rates for medical professionals: Optometrists and psychologists (PhD) are now 5S class, and speech pathologists and therapists are now 5A class.
- The Automatic Increase Benefit can now be included in the Simplified Underwriting program up to the program’s limit of $3,000 per month benefit.
- Increased participation limits for medical professionals: 5S classes have been changed to $30,000 participation with other individual disability insurance, and to $35,000 participation with group.
- Essentials for Physicians program: Met is offering a 10% gender distinct discount to medical residents. The product offered is Non-can with true Own-Occ. The client’s own broker may submit the application for commission, but may not solicit the business using the discount.
Principal:
- Electronic Initial Premium draw now available for IDI: Individual Disability Insurance (IDI) initial premium can now be taken electronically. The payment is drawn from the client's designated bank account. This option is available by using a new form.
- Life New Business and Disability are preparing to roll out a Pending Business Report enhancement with the May 19 batch release that will update the requirements section of the Pending Business Report in Principal eFinancial ProfessionalSM 13 times per day.
Ameritas/Union:
- Effective March 9, 2012, DInamic Foundation Disability Income policies are now issued by Ameritas Life Insurance Corp. in Connecticut, Maryland, Ohio, Vermont, and Virginia. Only California, Massachusetts, and Utah are still pending approval.
Assurity:
- Assurity Life Insurance Company celebrated the opening of Assurity Center, the company’s new headquarters facility in Lincoln, Nebraska.
FEATURED DISABILITY INSURANCE WEBINAR AND SALES TOOL
Now that you have all the product information , make sure to get the sales savvy you need to succeed with your next disability insurance quote!
Wednesday Webinars:
Interested in growing your DI sales with disability insurance for doctors and/or dentists?
Attend our free Webinar: "Selling through Associations" on April 4, 2012 at 11 AM Pacific Time. Click here to register!
Featured Free Report: How to Sell DI: Seven Time-Tested Tips – Click to download now!
Don't make these disability insurance ROOKIE mistakes!
If you're not a disability insurance expert, submitting a DI quote can an intimidating and lengthy process. However, there are a few insider secrets that can skyrocket your chances of success, as well as a few rookie mistakes that will undermine your efforts.
Mistake #1: Overstating income on disability insurance quote requests. The gross income level isn't always what it seems. As a rule of thumb, check out gross pay before deductions for EMPLOYEES. For the SELF-EMPLOYED clients, look at business profit (including owner draws) after deducting business expenses.
Mistake #2: Mismanaging client benefit expectations. Clients will want a DI policy that covers 100% of their pay. On the other hand, carriers typically calculate a benefit amount at 60 percent of gross income. As the broker, you're the "monkey in the middle" so manage expectations carefully, and get solid income documentation up front. TIP: See D.I. Dan's script for how to explain the benefit amount to the prospect on page 2 of our free "Underwriting Secrets" report.
Mistake #3: Caving in to client's income documentation complaints. If your client complains about income documentation for a disability insurance quote, set 'em straight! This is nothing compared to applying for a mortgage loan and the potential value is much, much higher - the policy could pay a million dollars or more!
Mistake #4: Misclassification of the client's occupational duties. This one is BIG. Many disability insurance brokers write down a job title without asking questions about the duties performed. A misunderstanding of duties can make a huge difference in rates (and in your closure rate)! Always look at job duties - not job titles. TIP: Learn the 12 occupational questions you should always ask on page 4 of our "Underwriting Secrets" report.
Mistake #4: Muddling medical questions. This is no time to be shy. Take five minutes and ask some candid questions - it will shave weeks off the disability insurance underwriting process. If the prospect is uncomfortable, you can offer to have the carrier conduct the interview by phone.
Mistake #5: Submitting sketchy records: Underwriters can smell incomplete information from miles away. Don't even think about submitting doctors names without contact information! TIP: If you feel awkward about asking questions, use D.I. Dan's tried and proven script on page 5 of our "Underwriting Secrets" report.
Now you know the five mistakes that can derail your disability insurance quotes. Don't let it happen to you. Know the underwriting secrets and earn your DI pot gold.
One last note: If you're frustrated with the cycle time needed to close a DI case, attend our free Webinar: "Simplified DI Underwriting" on March 28, 2012 at 11 AM PST.
Ask your clients this question: Are you protecting your most valuable asset? Their most valuable asset isn't tangible. It's not their house, their cars or their retirement savings — it is their current and future earning potential, AKA paycheck power.
Just how valuable is a paycheck? For most families, it’s the source of all good things – food, shelter, cars, shoes and vacations. Without the ability to earn a paycheck, many families would struggle to afford all the things they are so careful to protect with home and auto insurance.
Yet, they fail to protect their paychecks simply because they don’t know any better.
It’s up to you. Show them how valuable their current and future earning potential is. Put it into perspective. Have them multiply their annual earnings by the years left until retirement. This simple equation can quickly show that their income far exceeds the worth of all their other assets combined. Then explain to them that only way to protect their paycheck and their future is with paycheck protection in the form of disability insurance.
The following four key groups have a vital need for paycheck protection:
- The Sandwich Generation – This group is defined by having to support both children and aging parents. Typically they are already pinched financially and savings and incomes can be exhausted if a disability keeps the breadwinner from earning a paycheck. If you have clients that are in the sandwich generation, explain that disability insurance is of the utmost importance.
- Business Owners and Self-Employed Individuals – Business owners and the self-employed have many advantages. One thing that isn’t an advantage for this group is employer-sponsored group disability coverage. Many don’t restore this lost coverage when the venture into self-employment. Incomes and earning patterns for the self-employed are already unpredictable, which makes protection for their paychecks very vital to their personal and business survival.
- Single Parents and Divorcees – Many newly single parents and divorcees are faced with limited incomes and large expenses, and don't have a backup plan that protects their earnings. Paychecks are very important to this group because they have single-incomes and no other earner for backup. Being single earners, it is hard for them to create enough savings to provide a cushion for an illness or an injury. Explain to them why and how paycheck protection can help them avoid financial ruin.
- Baby Boomers – This group faces high risk by having the highest income earnings and the highest debt load. Baby boomers could face financial devastation if an injury or illness removes them from the workforce. This group is at an all-time high with 82 million boomers entering middle age. If you have clients who are baby boomers, have them imagine how devastating it would be to work hard all their lives and then lose everything because they didn't have disability insurance.
If you have clients that fall into one of the above categories, offering paycheck protection coverage isn’t a question – it is a must! Get started today with the DI Power Pack which includes two of our most popular reports – the DI Crash Course and the WPP Sales Script. Also, make sure to download our DI STAT PACK - a great tool for showing clients the odds of becoming disableed.