Testimonials and examples offer an excellent way to connect with clients and can be the key to Individual Disability Income (DI) Insurance sales success.

Follow these tips to create rapport, overcome objections and close more sales:

Perception

71% believe disabilities are most likely caused by serious accidents.

Reality

Fewer than 1 in 10 long-term disability claims result from injuries. Most are caused by illnesses and medical conditions.

TIP: Most people know someone who has suffered from Cancer, Heart Disease, Debilitating Back Pain etc. Knowing someone with a disabling condition causes many to perceive their own chances as significantly higher. Ask clients who they know that has suffered from any of these common disease conditions.

Perception

64% think their odds of a disability are 1 to 2% during their working years. They also think their own chances of a disability are much lower than the “other guy.”

Reality

The actual odds of becoming disabled are 10 times higher than they think. Disabilities happen and they don’t discriminate.

TIP: If you know someone who became disabled at some point in their life, with or without Disability Insurance, tell that experience to your clients.

Watch and share this real life story: Disability Insurance | Valerie King – Disability Insurance Saves a Family – Twice

Please contact your Disability Income Specialist for more information or marketing support to help clients realize the possibility of becoming too sick or hurt to work and the catastrophic financial impact it can have.