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While a modified offer may look different than what your client anticipated, it still provides valuable coverage that can help protect them if they incur a disabling condition. (Photo: Shutterstock)

When talking to your clients about the importance of income protection, you probably paint a picture of how coverage can contribute to their peace of mind. You might discuss how a policy can be tailored to a client’s occupation and financial situation, and that it will help preserve their standard of living if they were to experience a severe illness or injury.

However, while you most likely talked with your clients about the application process, you may not have discussed how underwriting can affect the policy offer. Namely, that a policy could result in a modified offer.

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