Overcoming Disability Insurance Objections

Disability insurance is perhaps one of the most overlooked, yet valuable, products available to consumers. According to the Council for Disability Awareness, roughly 51 million working adults will have nothing but Social Security to rely upon should an injury or medical condition leave them unable to work for an extended period of time. To call this lack of additional coverage risky is an understatement. Without proper coverage, many people would drain their savings in less than three months. In fact, medically-related work loss accounts for around 45% of all bankruptcy filings.

So, why are so many people willing to roll the dice on their financial stability? As an agent or advisor, a better question to ask would be “what can I do to convince them otherwise?” With May designated as Disability Insurance Awareness Month, we are here to help answer that question.

Facts Matter

A client might have a variety of reasons to decline DI coverage, but they can’t argue with facts. A straight-forward, research-backed approach can be an effective way to overcome objections. The CDA has provided several stats to help agents educate clients on the risks involved with an unprotected income.

  • Nearly 50% of adults say, if disabled, they could not pay an unexpected $400 bill without taking out a loan or selling personal property.
  • 6% of working Americans will experience a short-term disability of six months or less per year.
  • Only 40% of US households have at least $6,275 in liquid savings.
  • Most short-term disability claims are non-work related:
    • Pregnancies (22%)
    • Musculoskeletal disorders (20%)
    • Digestive disorders (7.8%)
    • Mental health issues (7%)
  • The same can be said about long-term disability claims
    • Musculoskeletal disorders (30%)
    • Cancer (15%)
    • Mental health (8.6%)
    • Circulatory (8.1%)

Make an Emotional Appeal

If the cold, hard truth isn’t enough to budge the client, try the emotional approach. Ask questions that make them think about how a loss of income might impact the well-being of their family.

  • How long can you be out of work and still keep your home?
  • You say you can’t afford coverage, but can you afford to cover living and medical expenses while you aren’t working?
  • How will your family react to a sudden and drastic lifestyle change?
  • What’s your backup plan if/when your savings account runs dry?
  • Does that backup plan involve dipping into your children’s college fund?

While some people might take offense at this straight-forward line of questioning, that’s no reason to avoid asking them. For many, the decision to go without adequate DI coverage stems from a lack of awareness. The DIAM campaign is your opportunity to start a conversation that, hopefully, opens their eyes.


About the author

Legacy Financial Partners - Legacy Financial Partners is an independent and full service Life Insurance and Annuity FMO that provides specific marketing solutions to help their clients succeed. Using dynamic tactics, an extensive support network and progressive marketing options, Legacy Financial Partners provides unique and specific development strategies to their business partners.

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