As a marketing strategist who supports financial professionals across the insurance industry, credibility is essential to your client conversations, especially when it comes to detailed topics like disability income insurance. Many clients are unaware of the risks and unprepared for the financial consequences of a disability. The importance of your role involves educating, informing, and providing them with possible solutions. To do this effectively and ethically, you’ll want to leverage credible, trustworthy resources when talking with your clients.
The Importance of Using Credible Resources
As financial professionals, you hold a position of trust as you guide clients towards making informed decisions that help safeguard their financial well-being. Although disability income insurance is often overlooked, it serves as a critical safety net in your clients’ financial strategies. Disability income insurance is a tool that helps protect your clients from the financial loss that can accompany an illness or injury by replacing a portion of their income. The effectiveness of these conversations hinges on one key element – credibility.
Credibility not only reinforces the professionalism of your recommendations but also builds trust and confidence in your guidance. Clients should feel confident that the information you present is accurate, unbiased, and supported by reliable data. Be forthright about the scope of coverage, exclusions and financial implications, and encourage clients to ask questions and engage with the information you’re providing. Transparency, paired with credible resources, builds a strong foundation of trust that can foster long-term loyalty.
Credible Resources
You have access to various disability income insurance marketing materials, information, and resources from the insurance carriers you work with, and it’s sensible to use those resources as you work with clients. In my role, I always recommend or include material from other sources when creating or packaging material to support the financial professionals I work with. Incorporating material from other organizations not only validates the need for disability income insurance planning, but it also demonstrates to your clients that there are other organizations (aside from insurance providers) that recognize the importance of insuring an individual’s ability to earn an income.
Below are a few of the sources I reference and direct financial professionals to.
Council for Disability Income Awareness
This nonprofit organization is dedicated to helping consumers, employers, and advisors make informed decisions about the financial risks people face from an illness or injury that may occur during their working years. The CDIA launches two campaigns a year with useful resources in addition to their blog articles.
Life Happens
This nonprofit organization is also dedicated to raising awareness and educating consumers on the importance of life, disability, and long-term care insurance and annuities. Life Happens leads two programs that demonstrate the power of insurance products: Real Life Stories and the Life Lessons Scholarship program. Additionally, they coordinate three annual awareness campaigns each year with educational marketing and social media content. Next month, their Disability Insurance Awareness Month campaign kicks off.
Social Security Administration
A U.S. government agency that is passionate about helping individuals by providing financial support for various life events. They manage social security, disability, and survivors’ benefits. They provide data on Social Security Disability Insurance, including eligibility requirements, benefit amounts, and approved statistics. This information can help illustrate the limitations of relying on government benefits alone.
Disability income insurance is a vital component of any financial strategy, and presenting it effectively requires more than just expertise—it needs credibility. By leveraging trustworthy resources, you can elevate your client conversations, build stronger connections, and provide invaluable protection to help clients prepare for life’s uncertainties.
Disclosure
This article is for informational purposes only and is not intended to provide tax, legal, or financial advice. The views expressed are those of the author and do not necessarily reflect the opinions or official positions of Ameritas. Readers are encouraged to consult a qualified attorney, tax professional, or licensed insurance advisor for advice tailored to their individual circumstances.
