How To Breakthrough The Couple Rejection Objection
The reality is – if one spouse is declined, it is even more crucial that the insurable spouse has a plan in place.
The reality is – if one spouse is declined, it is even more crucial that the insurable spouse has a plan in place.
Medical professionals spend a lot of time and money advancing their careers and thus recognize the need for Disability Insurance. In order to address the needs of this target market, we specialize in providing coverage for those clients regardless of adverse medical, financial and personal history.
Although the client was diagnosed with type-1 diabetes two years ago, is insulin stable and has no secondary issues, the client was originally declined for DI coverage due to the pre-existing medical condition. The client currently has a 60% income replacement ratio through their employer with a $10,000/mo cap.
The broker contacted our DI Specialist for alternative plan options. After review, and considering the pre-existing type-1 diabetes, we were able to secure an offer for coverage – the client was able to review multiple plan designs and select an elimination period and benefit period that best suited their premium budget.
Our DI Specialists will work with you and your client to secure meaningful solutions with affordable premiums for your clients that feel they may not qualify for income protection due to health, occupational, or financial situations.
*IMPORTANT DISCLOSURE: The benefits, limitations and/or exclusions described herein are for general illustration purposes only and may vary by state and client profile.
As an advisor, you should be aware of and alert your clients to several issues in this marketplace if you are to effectively manage expectations as well as make an achievable sale.
Knowing the ins and outs of these riders will help save you and your clients from some potential problems in the future.
Generally, vaping is rated the same as combustible tobacco; at smoker rates.
Don’t let the topic of long-term care intimidate you out of a potential sale.
If your client does not have a plan in place, you can help provide the solution.
Knowing all the facts can certainly change the response to circumstances.
Learning the common pitfalls and how to avoid them will not only help your clients get the coverage they need, but will also help you become a better producer.
The multiple decreases with age, understandably, because death denies a person fewer potential income-producing years as they get older. Multiples vary from company to company.
To Age 40 / Multiple 35
Ages 41 – 50 / Multiple 25
Ages 51 – 60 / Multiple 20
Ages 61 – 70 / Multiple 10
Ages 71 – 80 / Multiple 5