Unfortunately, 68 percent of small businesses in the United States don’t have disability coverage. There are a small percentage of corporate executives, managers and other middle income professionals who are actually taking advantage of disability insurance. This creates an opportunity for us to tap into those industries and educate our clients on the importance of disability coverage.
While speaking with clients, focus on building a deep relationship by asking questions. Let the prospective client control the conversation so you can find out his needs, fears, and dreams. We are here to protect not only the client’s income, but also the foundation they spent years building. The foundation may be their financial foundation, their personal foundation (knowledge, expertise, personal security - psychology) and their family foundation. So make it personal and let your clients know you care.
As financial advisors, it’s time for us to educate business owners about the value of income protection and how it can benefit and protect themselves, their families and their business. Remember, we are advocates and it is our responsibility to insure our clients before the arrival of an accident or sickness that prevents them from earning an income.
Please share your own experiences in selling disability insurance. In addition, you are welcome to view the Web seminar archive at http://events.streamlogics.net/gibbs/may10-07/index.asp.
