Download Shifting the DI sales conversation to focus more on income

“The advisors with really profitable
businesses spend more time with clients.
While the majority of financial services
professionals have been taught to grow
their business by talking to NEW people,
the top advisors have a secret – they
grow their business faster with more
client contact.”
-Harvard Business Review
“People will forget what you said.
People will forget what you did.
People will never forget how you
made them feel.”
-Maya Angelou
Words That Work
Language to drive your DI
client discussions
We can likely all agree on the importance
of protecting your clients’ income in the
event of a disability. So why aren’t there
more conversations taking place about
income protection? Why don’t clients have
a better understanding of the value of
disability insurance and how can producers
have more conversations that drive DI
sales?
Begin the Conversation
Though clients may not think they’ll ever suffer a
disability, it’s easy for them to see the importance of
protecting their income…..just in case.
Shift the Conversation
Though producers and clients agree that
income protection is important, the idea of
“disability insurance” can be difficult to convey.
The name itself can often be an obstacle. It can
be perceived as negative and clients don’t
necessarily make the connection to DI as a
means to protect their income.
Shifting the DI sales conversation to focus
more on income PROTECTION insurance can
highlight the benefits instead of the risks.
You Say: “Disability insurance is an important part
of your financial plan.”
They Think: “I already HAVE insurance policies…I
don’t need another one.”
Instead Say: “Your income is the foundation of your
entire financial plan. It’s the thing that makes
everything else possible. Think of disability
insurance more as income protection– something
that keeps your larger financial plan intact, no
matter what.”
Connecting to Life Insurance
Many clients already understand the inherent
value of life insurance and agree that producers
should bring up DI after life insurance has been
discussed, but as part of the same or similar
conversation. However life insurance alone can
leave the client partially unprotected. Showing DI
as the solution to balance the income protection
plan should they become unable to work due to
illness or injury can help them understand its
importance.
The reality is that your lifestyle is
going to change if you become
disabled, and you just want to know
if you’re going to be able to keep it
stable, both in the short and longterm. — Consumer, St. Louis
SHIFT AWAY FROM
• Will not/May not/Cannot
• Scare tactics
• What happens to your family
• Raw statistics
• Cover up to 85%
• Comparisons to auto/home
• Negativity
• Making sacrifices
• Selling against group DI
• Depleting savings
• Impacts of no DI
• Bankruptcy
• Group DI only covers 60%
• Necessities becoming luxuries
• Being left scrambling
• Emergency funds running out
• Uncertain financial future
• Protecting your dreams
• Overly aspirational language
• One size fits all approach
• Focusing on the sale
• High pressure
• No DI sales strategy
• Overselling
SHIFT TOWARD
• Income Protection
• Stability
• Ability
• Educate
• Security
• Complement to life insurance
• Positivity
• Affirmative
• Supplemental to group DI
• Minimize daily disruptions
• Maintain long-term goals
• Strengthen your financial security
• Tax-free benefits
• Portability
• Balance
• Just in case
• May not need
• Assurance
• Flexible
• Customizable
• Empower the client
• Realistic benefits
• Targeted sales strategies
• Leading