I don’t know about you, but I’m a master procrastinator! If it can wait, then chances are good that I’m pushing it off. The fact is, it’s possible your clients are procrastinators too. Often, it’s not that they mean to be – life happens. Things come up. But if they wait too long to get disability insurance, they’re putting a lot at risk.
Aside from the risk of becoming ill or injured, a lot could happen to your clients:
The best time to buy disability insurance is when a person is young and healthy. However, most often, people don’t think about it until something has changed with their medical history – by then it might be too late. It’s up to you to plant the seed early by showing your clients why they need coverage.
Don’t wait. Here are some questions to ask at your next client meeting:
Your clients worked hard to build their financial future (and so did you). But once it’s gone, it’s too late. It’s our job to make sure that everything works when your clients can’t. To make sure their foundation is protected.
Don’t end the conversation before checking the last box. Check out these resources to SEE IT THROUGH – to create a solid financial foundation for paychecks, made possible.
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Meghan Cormany, DIA, DIF |
Meghan Cormany helps advisors add value and protection for their clients through disability insurance. As a sales development specialist, she provides sales concepts, training and solutions to help integrate DI into existing planning conversations. Meghan has been an integral part of the Ash DI team since 2008 and is a leader in disability sales.
If your clients bring up Social Security as a fallback option for disability insurance, make sure they truly understand what they’re getting into. Take a few minutes to educate your clients on what Social Security is really bringing to the table.
Social Security Disability has a very strict definition of disability:
“inability to engage in any substantial gainful activity by reason of any medically determinable physical or mental impairments which can be expected to result in death or which has lasted or can be expected to last for a continuous period of not less than 12 months.”
The approval rate for a Social Security Disability claims is low – only around 35% of initial claims each year are approved.1 Often, people seeking disability relief under Social Security have to hire legal representation to facilitate their claim. That route is usually taken after multiple denials.
Also, the average monthly benefit from Social Security is around $1,300 per month, or $15,600 per year.1 For perspective, those figures barely put single-person households over the poverty line calculations for 2019. For families of two or more, relying solely on Social Security benefits would put families into serious financial straits. Check out the table for details.
Can your clients continue to sustain their lifestyle on that income?
Here are some things you can do to make it hit home:
Your clients worked hard to build their financial future (and so did you). But once it’s gone, it’s too late. It’s our job to make sure that everything works when your clients can’t. To make sure their foundation is protected.
Don’t end the conversation before checking the last box. Check out these resources to SEE IT THROUGH – to create a solid financial foundation for paychecks, made possible.
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1 Source: Council for Disability Awareness, “The basics of the Social Security Disability Income Program.” October 2018: http://blog.disabilitycanhappen.org/the-basics-of-the-social-security-disability-income-program/
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Meghan Cormany, DIA, DIF |
Meghan Cormany helps advisors add value and protection for their clients through disability insurance. As a sales development specialist, she provides sales concepts, training and solutions to help integrate DI into existing planning conversations. Meghan has been an integral part of the Ash DI team since 2008 and is a leader in disability sales.
Almost everyone is familiar with life insurance and the reasons for needing proper coverage. Disability insurance is just as important, if not more! It’s the foundation of any solid financial plan.
You probably manage a lot of assets for clients. Pick an average client and tell me, what’s their greatest asset? A 401(k)? IRA? Permanent life insurance policy?
For many, it’s not in a financial statement. It’s their ability to get up and go to work every day. Their lifetime earning potential is greater than any of their property or investments.
If that income is disrupted, even for a short time, you can forget saving for long-term goals. It becomes increasingly difficult just to pay day-to-day bills.
A house built on poor foundations won’t be standing for long. The same can be said for a financial plan. You likely pay for your expenses – mortgage, utilities, car payments, insurance premiums, etc. – with your paycheck – but what happens if your client should find yourself unable to work?
This is what makes disability insurance so important. Our most valuable asset is our ability to earn a paycheck. Just like our homes, our cars, our property, and our life, it should be insured against catastrophe.
Ask your clients:
Injury and illness don’t care who you are, what you look like, how much money you make – your wealthiest, luckiest clients – or even you – could be brought down in an instant. We can’t change their fate, but we can change the outcome – financially, at least.
Your clients worked hard to build their financial future (and so did you). But once it’s gone, it’s too late. It’s our job to make sure that everything works when your clients can’t. To make sure their foundation is protected.
Don’t end the conversation before checking the last box. Check out these resources to SEE IT THROUGH – to create a solid financial foundation for paychecks, made possible.
| Sign Up Now |
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Meghan Cormany, DIA, DIF |
Meghan Cormany helps advisors add value and protection for their clients through disability insurance. As a sales development specialist, she provides sales concepts, training and solutions to help integrate DI into existing planning conversations. Meghan has been an integral part of the Ash DI team since 2008 and is a leader in disability sales.
I hear the same phrase on a daily basis: “I’m mostly a life producer. I rarely sell DI.”
I get it. Disability insurance isn’t something you focus on every day. It can be an uncomfortable subject to discuss, and if you’re not confident you can answer all of your clients’ questions, it can seem even harder.
DI products are complex, but the conversation can be easy. Start by asking questions that will get clients thinking about their plans:
Often, and especially if they are young, your clients haven’t thought about the possibility of not being able to work. It’s natural. But no matter what stage of life they’re in, nearly every plan starts with the same thing: income.
Many of us have stories about someone who has been unable to work, even for a short period of time, due to some sort of disabling event. But we never think it will be us. Getting your clients to see that it could happen to them is the first step to getting them to recognize their need for coverage.
You don’t have to have all the answers. You just need to ask the right questions.
Your clients worked hard to build their financial future (and so did you). But once it’s gone, it’s too late. It’s our job to make sure that everything works when your clients can’t. To make sure their foundation is protected.
Don’t end the conversation before checking the last box. Check out these resources to SEE IT THROUGH – to create a solid financial foundation for paychecks, made possible.
| Sign Up Now |
|
|
Meghan Cormany, DIA, DIF |
Meghan Cormany helps advisors add value and protection for their clients through disability insurance. As a sales development specialist, she provides sales concepts, training and solutions to help integrate DI into existing planning conversations. Meghan has been an integral part of the Ash DI team since 2008 and is a leader in disability sales.
© 2018 Ash Brokerage LLC.
