Need a DI crystal ball? Article added by Daniel Steenerson, CLU, ChFC, RHU on October 23, 2013
Daniel Steenerson

Daniel Steenerson, CLU, ChFC, RHU

San Diego, CA

Joined: October 15, 2013

Have your prospects use tools like this to truly see what is probable. Letting them peek into the DI crystal ball makes it real and tangible to them.

One of the biggest challenges you face in selling disability insurance (DI) products is convincing your prospects they need it. Many simply think a disability will never happen to them. Even those who understand some of the risks (or claim to) often sweep paycheck protection under the rug as a “nice to have” luxury. They’ve read the literature and heard the statistics, and you’ve stressed the importance of disability insurance until you’re blue in the face. But they’re still not buying, because it’s just not real to them.

But what if you could show them instead of just telling them?

We all remember show and tell in grade school. And we all know the kids who had something interesting to show always got more applause than those who merely had a story to tell. So what if your prospects could create their own real-life scenarios that would bring their risks into clear view and make them really hit home? What if they could get their own customized statistics and recommendations?

Well, now they can. The Council for Disability Awareness offers three DI calculators on their website — three powerful tools consumers can use to create “what if” scenarios and get a clear picture of just how at risk they are. It’s like giving them a sneak peek into a magic DI crystal ball.

Here's what they can do with these tool:
  • With the personal disability quotient (PDQ) calculator, your prospects can easily calculate their own personal odds of suffering a disability and get advice on how to prevent a disability from devastating their bank account and their lifestyles.
  • The earnable income quotient (EIQ) tool gives your prospects a deeper glimpse into the crystal ball, letting them see what their income is really worth in the long run — and just how much is at stake.
  • The income and expense review gives your prospects a clearer picture of where their money is coming from and where it's going, and it gives them a blueprint to create their own personal disability security plan.
It couldn’t be simpler. Your prospects punch in their personal information, such as age, height and weight, income, etc., and the calculators do the rest. I've created a hypothetical “what if” scenario to demonstrate how it works:


    5'11", 230 lbs.
    5'7", 135 lbs.




    Very healthy

    Plans to retire at age:

    Chance of becoming disabled for three months or longer during career:
    27 percent
    16 percent

    Chance the disability would last five years or longer:
    38 percent
    38 percent

    Average length of disability for someone like him/her (in months)

    Personal disability quotient (PDQ)
    27 percent
    16 percent

    Earnable income quotient (EIQ)
If you want to sell more disability insurance products, you need to show, not just tell. Have your prospects use tools like this to truly see what is probable. Letting them peek into the DI crystal ball makes it real and tangible to them. It shows them exactly how vulnerable they really are — their home, their child’s education, their retirement, and everything else their income provides. It might just be the reality check they need to take action.

See also:
Offer your clients disability insurance
Disability insurance: why your working clients should have it
5 ways to succeed in the disability insurance market
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