So, everything's going great. What if that changes?

Ever since I got into the disability insurance marketplace more than 35 years ago, I’ve seen too many instances of family bread winners being denied income protection coverage.

One reason consumers have trouble getting coverage is that many agents are not sure how to help them.

If agents started out referring the consumers to disability specialists who specialize in handling hard-to-place applications, the consumers might get policies – and get policies without exclusions or ratings.

For me, the saddest disability insurance story involves my friend “John Doe.”

I’ve changed many of the details here to protect my friend’s identity.

John Doe is 46 years old and lives in Maryland. He works as a sales representative.

He knows full well how much he needs income protection, but has been unable to get it, even with my help, because he suffers from severe bouts with depression.

If only I had known him when he was much younger, before he had the depression in his medical records, maybe I could have persuaded him to apply for coverage, before it was too late.

Now it’s too late.

There are many young John Does out there and their agents need to help them think about income protection today, before their situations change.

— Read How to Enter the DI Market, on ThinkAdvisor.