Presented by Leonard Berthelsen   Ever stop and think for a minute what your life would be like if your paycheck stopped, your commission check wasn’t there or your renewals were reduced to a trickle? Why aren’t we asking our clients this question?  The most valuable asset that a person controls is their ability to earn an income.  How would our families be able to continue to be supported if the income just stopped? Now let’s look at it from a consumer perspective – additional premium, more insurance, what if I don’t use it.  I’m covered at work and my employer is paying the premium.  WOW, that is a lot of obstacles to overcome.  Maybe we look at Disability Income insurance as too complicated, premiums too expensive or that most people are covered at work. Well, most people aren’t covered at work as it has become common place to see employers not offer Disability Income insurance or reduce what they did have.  Only 2%-7% of working adults under age 55 have Disability Income insurance.  It’s only expensive if you make it expensive.  Return of Premium at set stages in your client’s life makes DI a better fit and more affordable. You can break Disability Income insurance down to a few basic elements that will allow you to talk and present comfortably to your clients; age, income, occupation and some basic health history.  The rest falls into place.  You will be surprised how receptive prospects and clients will be when you un-complicate and de-clutter DI coverage. On your next appointment, ask your client what they would do if their income suddenly stopped?  Give them the opportunity to protect that most valuable asset, their ability to bring home a paycheck.