There is still time left in May — Disability Insurance Awareness Month — an opportune time to have "the talk" about the value of income protection with your customers, who might not realize how often disabilities occur and the financial disruptions they can cause.

And there's no reason to dread this conversation. When connecting with current and potential customers, try the following conversation starters. And the Council for Disability Awareness offers some great supporting statistics to back up your points.

Do you play the lottery? Our industry has plenty of eye-popping statistics, but all too often customers aren't persuaded to take action. Your clients can look at the odds of becoming disabled, but they still don't think it will happen to them.