It's fairly common knowledge in the insurance industry that individual disability income insurance can be a tough sell. Individuals can often view it as an unnecessary purchase—there's only the possibility that a disability could happen to them, so why spend the money? The mere potential for a disability often is not enough justification for individuals to take action.
[See "Simplifying disability insurance"]
This consumer mentality isn't the only roadblock; the sales and closing process comes with its own challenges. It takes a lot of persistence from a broker to get a full commitment from a customer, and patience is required to see the policy through the underwriting and approval process.
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