How would you respond to a prospect who says...
"My employer is suddenly promoting disability insurance. Why would I waste my money on something I'm unlikely to ever use?"
Perhaps a discussion about the fact that, for most people, everything they own or will own, their lifestyle, and their financial future rest upon their ability to earn an income. If their income stops for any reason, then everything that rests upon it crumbles. Does it not make sense to insure the "money machine" that makes everything else possible?
- Ralph Sabbagh, Sacramento, CA
That is great news for you Mr./Ms. ____, having disability coverage is a perfect way for you to protect your most important thing ... your paycheck! You and your family need your paycheck, and this is how you protect it. You will receive a monthly check to help you pay your rent or mortgage payment, or your utility bills. It will give you cash for when you need it most. I know you are thinking, "I never miss time, I have always been very healthy." Well, out of all the people that I speak to, nobody plans on being disabled; and if you wait until you're disabled, you will not be eligible to apply for the coverage. And every person who files a claim and receives their monthly benefit check is very grateful for the protection. Now, let's see if you qualify.
- Carolyn Smith, East Haven, CT
I understand. The last thing we want to do is spend more money, unless there is a benefit. Can you tell me what your situation would be if you didn't have a paycheck coming in every two weeks? See, we can't guarantee that you'll be alive tomorrow or be completely healthy, and that's why we insure ourselves. Disability insurance gives you that peace of mind that if God forbid something happens to you, you'll be alright. Does that make sense?
- Andreas Reiter, Orange, CA
