As younger generations enter theworkforce, advisors should look to millennials and Gen Z —especially those with income-earning career potential of $100,000or more — as promising sales targets. Understanding the needs ofyour client, regardless of their age, is the first step towardstarting a conversation about the benefits of income protection.It's a common misconception that individual disability insurance(IDI) is only valuable for professionals who are further along intheir careers.

Understanding the next generation of IDIpurchasers Everyone has their own income protection needs.Millennials and Gen Z have unique characteristics that impact theway they approach insurance and disability. Millennials are thoseborn roughly between 1980-1996, including new college graduates aswell as established career individuals. Millennials are currentlynavigating some of life's major milestones for the first time:marriage, home-buying and, for some, entering the workforce.

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