It's that time of year again - May is DI Awareness Month.

As always, May is DI Awareness Month.  I thought it might be useful to throw out some ideas that I've addressed before in this blog, as well as add a couple new bullet points that I've picked up over my many years in that market:

• The most expensive DI plan is the one that doesn't pay at claim time.  There are often reasons one plan is more expensive than another.  It won't be apparent as to "'why" until a client has a claim.  Know why one carrier is more expensive.  Tough to have a claim denied or a situation not covered.
• Don't just protect a client's paycheck, protect their Lifestyle.  A client has a big house, a big car and a vacation home because they like that lifestyle.  DI helps make sure they don't have to downsize car, housing or leisure access.   
• Have a small biz owner?  Make sure they have residual.  Business owners will do their darndest to "get to the office".  I had an accountant tell me once that her business owners would crawl into work "on their elbows" to make sure things were sound.  But will they be able to give their all?  Will they be clicking on all cylinders.  Might they have to bring a part-time worker in to help with their shortfalls?  DI can help save them from accessing corporate assets during times of a partial disability situation.
• The biggest concern with "Association DI Plans"?  It might be the fact that Residual often only starts AFTER a period of total disability.  So, that person who has chemotherapy during a cancer situation and slowly erodes under the strain of the treatment probably wouldn't get a paid under residual definitions for an Association plan (see bullett point one above).
• Sell DI to Health Insurance clients for the amount of their health insurance premium.  It assures there will be money to pay for their health insurance when they need it most - whey they're disabled!
• Remember the premium dynamics:  studies have shown that a person just won't pay for a DI plan that has a premium of more than 2-3% of their gross income.  Fit the parameters of the plan design with that premium reality, especially in the blue collar market.  Often times a client understands the need but just doesn't have the money to pay for a "perfect" plan of insurance.
• Offer BOE to your small business owners, doctors, and dentists.  DI pays for their groceries, and mortgage - BOE pays for their office lease and rent.  Two wholly different needs and exposures. 
• Funding a Buy-Sell with life insurance is commonplace.  Why then is funding a Buy-Sell for Disability so uncommon?  Built in prospects are those who have purchased life insurance to fund - get them covered for disability!  Any such document worth a darn covers 3 triggers retirement, death AND DISABILITY! 
• Life Insurance pays a beneficiary.  Long Term Care pays a facility or home care agency.  DI pays a client!

They just keep coming.  I think we should just bag the concept and instead of having "DI Awareness Month", have DI Awareness YEAR or DECADE.  I know I've had a DI Awareness Career and hope to continue to let producers and clients know that the foundation to all their other purchases is Disability Income Insurance.