Part of our guide: Disability Income Insurance: Solutions, Tools and Guides →
Clients’ beliefs about disability often keep them from buying coverage. Most of those beliefs are wrong, and correcting them is one of the most effective ways to open the conversation.
Key takeaways
- Most disabilities are caused by illness, not accidents, and the vast majority aren’t work-related, so workers’ comp doesn’t apply.
- Sick leave and vacation cover days or weeks, not a disability that lasts months or years.
- Social Security estimates just over 1 in 4 of today’s 20-year-olds will become disabled before full retirement age.
Clients often guess their odds of disability at 1 in 100. Social Security’s estimate is just over 1 in 4.
Misconception 1: “Workers’ comp will cover me”
Research from the Council for Disability Awareness found over 95% of disabling illnesses and injuries aren’t work-related, so workers’ compensation doesn’t apply. Most disabilities come from illnesses, not accidents. See what workers’ comp doesn’t cover.
Misconception 2: “Sick leave and vacation are enough”
In consumer surveys, many people say their sick days and vacation would carry them. Those last days or weeks. A long-term disability can last years.
Misconception 3: “It won’t happen to me”
People often put their personal odds of disability around 1 in 100. The Social Security Administration estimates just over 1 in 4 of today’s 20-year-olds will become disabled before reaching full retirement age. Many people have also never thought about how they’d protect their income.
Misconception 4: “Cancer is the leading cause”
Industry claims data has consistently shown musculoskeletal and connective tissue disorders, such as back problems and arthritis, as the leading cause of long-term disability claims, with cancer second.
Use the facts to start conversations
Most consumers say planning for lost income matters at any age, which is an opening with younger clients especially. Try three questions that lead to the sale.
Frequently asked questions
What is the most common cause of disability?
Musculoskeletal and connective tissue disorders, such as back injuries and arthritis, are the leading cause of long-term disability claims.
What are the odds of becoming disabled?
The Social Security Administration estimates just over 1 in 4 of today’s 20-year-olds will become disabled before full retirement age.
Does workers’ comp cover most disabilities?
No. Most disabilities aren’t work-related, so workers’ compensation doesn’t apply.
Reviewed by Tim Fuller on 2026-09-25
Tim Fuller
President, SRS Inc.
Tim leads SRS Inc., a full-service IMO (Independent Marketing Organization) and BGA (Brokerage General Agency), connecting independent financial professionals with life, annuity, disability income, and long-term care solutions from 60+ carrier partners.
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