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

Many agents recognize the need for their clients to buy IDI but struggle at smoothly and effectively transitioning the conversation. However, there is a natural “pivot” to IDI from just about any insurance or investment product. Good salespeople know that having an effective opening statement is a critical first step in a successful sales conversation.

Read: How to boost voluntary sales