When it comes to income protection, a simple question can help you start a conversation with clients about individual Disability Income (DI) insurance – whether they’ve ever been asked about it or not.

Start the DI dialogue with 1 question

You: “If you became too sick or hurt to work, how much income would you need to live your life?”

Client: “All of it.” or “Enough to get by.”

You: “Tell me about your plan to do that. Let’s make sure you have what you need.”

Client 1: “I have coverage through work.”

• Ask them key questions about their group coverage.
• Inform them about our multi-life program and discounts.

Client 2: “I don’t have a plan.” or “I have an emergency fund.”

• Show this one-minute video about the value of DI.
• Share how someone was impacted by a disability – a person you know or one of our real-life stories.

Keep clients talking

• Help clients calculate how much protection they need (with or without existing coverage) and what it costs.
• Use pre-screening questions to get all information for a quote.
• Overcome objections using one-page sales ideas.