Agents who neglect to sell disability insurance often cite one of two reasons: They don’t want to scare away the life insurance sale, and they’re not sure how to bring disability discussions into the post-life insurance sale.
Most professional life insurance specialists sell life insurance emphasizing one of several “needs.” The first set is personal needs, and can be broken down into one of two common names or uses: financial planning, or estate planning.
Life insurance in the personal needs category is geared toward building replacement cash flow for the family in the event of a catastrophic loss of the primary producer of income in the household. This cash flow helps maintains the family’s daily living standard and protects assets built by the family over time.
The second set is business needs, which can also be broken down into two areas: business planning, or business interruption protection (e.g., for funding buy-sells, key person, etc.).
Here, life insurance is used to produce replacement cash flow for a business in the event of a catastrophic loss of a valuable business asset (e.g., the individual, owner, key person, etc.). This cash flow helps maintain the business’ daily activities and protects assets built by the business over time.
Whatever sales pitch you use, life insurance is all about generating money after the loss of a money-maker.