November 17th, 2020
Targeting The Whole Disability Insurance Market
Many agents believe Disability Insurance (DI) is only for “white collar” workers who make six figures or more but that is simply not the case. In fact, it could be argued the need for DI is higher among “blue-collar” workers. So, that leads to the real question, what is the ideal market? Unfortunately, there is no set-in-stone formula to find the perfect DI prospect, each case is different, however, I use what I call the “50/50 Rule” as a good starting point.
If your client has an income of $50,000 or more and are under 50 years of age, they are in the wheelhouse for disability insurance coverage.
Disability Income Marketing Manager
Doctors and lawyers are great Disability Insurance clients, but you could be doing yourself and the rest of your clients a disservice if you only market to that demographic. Just like with higher income earners, there are many people making $50,000-$100,000 who are the main income in their household. DI is essential for these earners to be able to make ends meet should a disability occur. If they are not offered coverage, they may not know they could be protecting their family from serious risk. Electricians, mechanics, and plumbers are just a few examples of many
occupations that should not be dismissed as prospects. We have an array of products and riders to fit most client needs and budgets. So don’t assume a client cannot be covered.
So, here is my challenge to you, use the “50/50 Rule” and discuss DI with every client that falls into that group. Review your book of business. You may be surprised how many clients you already have that would be perfect prospects for a conversation starter. Promote to the entire target market and don’t limit yourself to one or two occupations. Otherwise, you may be leaving clients unprotected and money on the table.
Please feel free to reach out to me if you have any questions or would like me to run a quote for you.