When it comes to selling individual disability insurance (IDI), it’s important to recommend the coverage that provides clients the best value — that is, a policy that best suits their income protection needs in the long run as well as their budgets.
If advisors start their IDI sales meeting by understanding the client’s particular income protection needs based on demographics, occupation, family structure, etc., and then help that person picture the traumatic moment of not being able to work, the discussion will move naturally to finding the right solution to the problem.
Contact: Bob Speltz, Senior Director, Public & Community Relations
P: 971.321.3162
bob.speltz@standard.com