Could Your Clients Be Doing More to Protect their Income? by Derek Wakefield

If you have sold or solicited disability insurance in the past, chances are you have heard clients tell you their income is already protected should they become disabled. The best clients to speak with regarding income protection are employed, so do not be surprised or discouraged if someone says, “I already have coverage through my employer.” Be prepared and keep the conversation going by saying “I thought you might, so let’s see if it’s enough to cover your expenses if you become too sick or hurt to work.”