"I have it through work!"

Advisors often encounter this objection because clients bring it up first, causing them to lose control of the discussion. Don’t let that happen. By addressing this issue proactively, you maintain control from the start. The "Current Coverage" module then strengthens your position by clearly demonstrating the insufficiency of your client’s Group LTD coverage—both pre-tax and post-tax, and on a monthly and annual basis. This gap or shortfall almost always makes the client stop in their tracks.

"It won't happen to me!"

When you sit down with a client who’s married, has three kids, a nice home, a good income, and is in good health, they’re not thinking about having a health event tomorrow, next year, or even five years from now. Their optimism bias is high, which makes DI sales challenging. But what about down the road? That’s where the "Income Loss Scenarios" feature shifts the conversation by easily illustrating the potential impact of a health event at any age and for any duration.

"It's too complicated!"

If the client doesn’t fully grasp their problem, and the solutions (illustrations and/or carrier comparisons) seem too complicated, price will almost always become a concern. This sales tool simplifies the presentation of new DI coverage options, making them easy for the client to understand, while also offering powerful features to help put DI premiums into perspective.