Many producers agree that income protection is important. However, many do not sell individual disability insurance because they think the product is too complex or feel they do not have enough IDI expertise.
A sales strategy I recommend for producers who want to sell IDI but may not be comfortable doing so is to simplify their approach. This is because it is not necessary to have an intricate knowledge of every IDI product provision to help clients get the income protection they need. The philosophy of simplified selling is rooted in the idea of sticking to the basics.
