The podcast for financial advisors who are ready to close the biggest gap in most protection plans — disability, not just death.
dibrokerWest's disability insurance specialists break down the real conversations, the real numbers and the real objections advisors run into when selling DI — so you walk into your next client meeting with a better question, not just a better pitch.
Advisors plan for what happens if a client dies. Far fewer plan for what happens if a client lives — but can’t work. Statistically, that’s the more likely event during someone’s working years, and it’s the one most protection plans quietly leave out.
The result? Income and expenses aren’t covered following a disability. Business owners with loans that don’t pause. Executives whose group LTD caps out at a fraction of their real income. Key employees whose absence could shut down a company. Buy-sell agreements that cover death but not disability. All of it sitting in plain sight, in client relationships advisors already have.
Every episode surfaces a specific, repeatable gap — group LTD caps, bank loan exposure, key person risk, etc. — and shows you exactly where it's hiding inside conversations you're already having.
No jargon-heavy product training. Just the exact questions, phrases and reframes our specialists actually use with clients — so you can borrow them in your very next meeting.
From underwriting shortcuts to employer-paid design to case screening frameworks, each episode breaks down how the case actually gets implemented — not just why it matters.
dibrokerWest has spent more than 25 years helping advisors bring disability insurance into their practice — without becoming DI specialists themselves. This podcast is where that expertise gets shared out loud: the objections, the case examples, the exact numbers, and the questions that actually move a conversation forward.
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You don’t need to become a disability insurance expert. You need one good question and a partner who handles the rest. Start listening, and when you’re ready to bring a real case to the table, we’re ready to help you close it.
Each episode features members of our dibrokerWest Sales Team — a team dedicated to the disability insurance product who handles these exact conversations and cases every week. You’ll hear from:
Why “60% income replacement” often means far less, and the five-question screen that reveals it in minutes. A conversation with Brock Falconer, Regional Representative at dibrokerWest, hosted by Doug Lenhoff. This episode looks at why Group LTD may not be enough, often leaving gaps in income protection for clients.
~ 7 min | Release Date |   Listen Now
What happens to a business loan when the borrower can’t work and why lenders are starting to ask the question themselves. A conversation with Sheri Weber, Regional Representative at dibrokerWest, hosted by Doug Lenhoff. This episode looks at business loan disability income protection and how it can be a lucrative option many advisors overlook.
~ 5 min | Release Date |  Listen Now
Most group LTD plans advertise “60% income replacement” — but a common monthly benefit cap can quietly cut that number to 30–40% for higher-earning employees. A conversation with Paul Sitar, Regional Director of Sales at dibrokerWest and Doug Lenhoff shares five quick questions that uncovers this problem and provides solutions.
~ 7 min | Release Date | Listen Now
