As an advisor, you’re confident and skilled when it comes toselling the products that make up your core business — whether itis long-term care insurance, life insurance, individual health insurance oreven retirement planning products. But you might be leaving moneyon the table, and exposing your clients to risk, by not selling theproduct that can help protect their incomes and maintain theirstandard of living: individual disability income (IDI)insurance.

Many agents recognize the need for their clients to buy IDI butstruggle at smoothly and effectively transitioning theconversation. However, there is a natural “pivot” to IDI from justabout any insurance or investment product. Good salespeople knowthat having an effective opening statement is a critical first stepin a successful sales conversation.

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This article will suggest what those opening statements might befrom five core products. If you practice these conversationstarters, adapt them to your style and make them a part of yourclient meetings, you can find many opportunities to add thisimportant piece of protection to your clients’ portfolios. Inaddition, adding an IDI renewal stream to your income can helpbring stability and diversity to your earnings.

Where to begin?

First, if you’re not an IDI expert, you need to learn about coreproduct basics from one of the high-quality IDI brokerage firms inthe marketplace. These firms can help you with quoting, plandesign, underwriting questions and more, leaving you able toconcentrate on getting your clients and prospects to see the needto apply for coverage.

Second, understand the need. Anyone who works for a living needsincome protection. Is it wise to prepare your clients with otherproducts for events such as high medical bills or a long-term-care eventbut leave their incomes unprotected should they become too sick orhurt to work? Further, is your own income stream unprotected? Ifyou believe in IDI, buy your own policy. You will get to experiencethe application and the process firsthand and demonstrate toclients that you believe enough in the product to buy ityourself.

Third, just ask. Using pivot statements like the ones below willarm you with the confidence you need to raise the question. And beassured that while many agents are out there asking prospects aboutlife or health insurance, very few are asking about IDI. You willhave little to no competition.

Making the transition

Here are five examples of opening statements to transition toIDI from another product. The target age for IDI prospects is frommid-20s to about 50, and even mid-50s in many cases.

Individual health insurance

“This health insurance will make sure the doctor, hospital andpharmacy get paid. But if you get seriously sick or hurt, who willmake sure you get paid? Let’s talk about how to protect yourincome.”

Life insurance

“Congratulations on getting this life insurance policy in place. If you are nothere to provide for your family, they will still have a source ofincome. However, what if you get seriously sick or injured andsurvive? You might not be able to work for years, if ever. Who willtake care of you and your family then?”

Financial plans with periodic contributions

“The best financial plan in the world will survive only as longas your income survives. Before we part today, let’s agree on aplan to make sure your income will continue even if you cannotwork. Otherwise, all this planning we just did could be fornaught.”

Long-term care insurance

“It is likely that the need for long-term care will arise latein life. But what if some serious illness or accident strikesduring your working years? Wouldn’t you need your income tocontinue?”

Also read: 3 ways to pitchworksite LTCI

Group long-term disability

In this instance, consider talking with your employer-clientsand discuss layering IDI on top of existing coverage they mighthave with you. “Group LTD is a great foundation of protection foryour employees. But, as you know, the group plan is structured in away that does not fully cover your executive team and other higherearning employees. Let’s look at filling in the gaps left by groupLTD with individual disability income insurance.”

Whatever your core expertise, you deal with clients every daywho need the protection and the guarantees that only IDI canprovide. In some of the examples above, you are already puttingyour client through medical underwriting, so this is a perfect timeto include IDI.

In almost any discussion involving financial services products,there is a logical path to bring up IDI. Make the effort to do sonow, and someday, it might be that a client will be forevergrateful that you did.