Income Replacement: Helping Clients Understand Their Needs and Coverage Gaps

Crump Insights

What we as an industry refer to as disability insurance is more appropriately defined as "income replacement" for our clients. Conversations often start over life insurance needs, but statistically speaking, there's a much greater need for the income replacement that disability insurance provides. How can you introduce this to your clients- particularly business owners? And what should producers and advisors know to help clients address their needs? In this episode, Crump's Director of Disability Sales Kenny Russell offers stats to back up the need and the conversation starters to help you assist your clients.