A Powerful Financial Planning Conversation Starter
Most clients instantly understand the need for disability insurance once you ask:

“What would happen if you couldn’t work for the next five years? How would you pay your bills?”

Unlike investment strategies that can feel abstract, disability insurance is relatable and urgent—it helps clients see the real risks they face. This makes it one of the best door openers for deeper financial planning discussions.

Stand Out from the Competition
Disability insurance is an underserved market. Many advisors avoid disability insurance – either because they feel it’s complicated or confusing – meaning clients aren’t hearing about it nearly as often as they should. Discussing disability insurance sets you apart as a comprehensive, forward-thinking professional who looks beyond just wealth accumulation.

Do you think DI is confusing to sell? Leverage your relationship with DIbroker West! Our diCoaches are hands down some of the best product experts in industry. Couple that with our Local Sales Reps who are experienced selling DI and you’ll have a winning team on your side.

A New Revenue Stream for Advisors
If you’re not offering disability insurance, you’re leaving money on the table. Many advisors focus solely on investments or life insurance, missing out on a lucrative and essential product. You’re already discussing finances, health, saving for the future and protecting wealth, talking about disability insurance is a logical next step.

First-Year Commissions Are Significantly Higher
With first-year commissions between 15 and 80% (depending on the insurance company and the product), disability insurance pays more upfront than most financial products. It’s one of the most financially rewarding solutions you can add to your practice.

Long-Term Renewals Create Predictable Income
Unlike other products that require constant new sales, disability insurance offers a built-in 5-15% annual renewal commission that can last over a decade. This creates long-term residual income and stabilizes your practice.

PRO TIP: Adding in Future Purchase Option and Benefit Increase riders to products you sell triggers annual conversations with clients to increase their coverage and your commission. Meeting annually and reviewing coverage also uncovers new opportunities based on your client’s career progression and changes in their family (i.e., marriage, kids, etc.).

No Annual Re-Quoting – Rates Are Guaranteed
Unlike health or property insurance, disability insurance doesn’t require annual re-quotes. Clients appreciate that their rates are locked in and you don’t have to keep selling them new policies every year. These locked in rates become even more important when clients purchase disability insurance when they’re younger and premiums are lower.

Strengthens Client Relationships & Retention
Selling disability insurance isn’t just about closing a deal—it’s about ongoing client care. Policies often need updates as clients’ incomes and lifestyles change. By staying engaged with clients, you build stronger, longer-lasting relationships.

Avoid Regret: The “Why Didn’t You Tell Me?” Moment
If a client becomes disabled and you never recommended disability insurance, they’ll wonder why. Imagine them asking you:

“You advised me on my investments, my life insurance—but why didn’t you mention this? Now I’m in financial ruin.”

That’s not a conversation any advisor wants to have. By recommending disability insurance now, you protect both your clients and your professional reputation.