Part of our guide: Disability Income Insurance: Solutions, Tools and Guides →
Hard-sell tactics and worst-case stories tend to push clients away from disability insurance. A quieter approach works better: ask three questions and let clients see the gap themselves.
Key takeaways
- Question 1: Do you have an income protection plan if you got sick or hurt and couldn’t work?
- Question 2: How long could you pay your monthly bills if you couldn’t work?
- Question 3: Where would the money come from after that?
“How long could your savings, retirement accounts, and credit cards carry you? Three months? Six? And then what?”
1. Do you have an income protection plan?
Most clients will say no. Those who say yes usually mean a group plan at work, and most can’t tell you what it would pay. Suggest they request the benefit summary from HR. A typical group plan replaces 60% of earnings, often taxable and capped, which can leave them with around 43% of pay after taxes. A small individual policy can bring them back to 65–70%. See the 58% pay cut.
2. How long could you pay your bills?
Ask how long savings, retirement accounts, and credit cards would last. Three months? Six? A year? This paints the picture without scare tactics.
3. Where would the money come from after that?
Then wait. Let the client think it through. When they’re ready, let them know you have an affordable plan and ask if they’d like to learn more. Some will say yes right away; others will come back when they’re ready, and they’ll come back to you.
Before you ask
These questions work best after you’ve established what the client values most. See sell the need before the solution.
Frequently asked questions
How do I start a disability insurance conversation?
Ask whether they have a plan if they couldn’t work, how long they could cover their bills, and where the money would come from after that.
What percentage of income does group disability replace after taxes?
A 60% taxable group benefit can leave roughly 43% of pay after taxes, depending on the client’s tax bracket.
How much individual disability coverage should clients add to group coverage?
Enough to bring total replacement to roughly 65–80% of income, depending on carrier limits.
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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