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“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