Taking “disability” out of disability insurance

There are plenty of ways to have a meaningful conversation about disability insurance without mentioning “disability.”

March 21, 2019 | By Pam Handmaker – BenefitsPRO

Sitting down with your average consumer and having a conversation about voluntary disability insurance is an uphill battle. From the get-go, you’re throwing around a loaded word: “disability.” Whether fair or not, it paints a picture. You can tell them all the stats in the world about the risks, that 1 in 4 of today’s 20-year-olds will experience a disability before they retire, but too often they can’t apply that statistic to themselves. It’s no surprise, since the most commonly cited reasons for enrolling in coverage are emotional ones. Employees are less and less likely to make a decision based on facts and figures.

This, then, begs the question: how do we approach disability insurance? Well, the best way is to remove “disability” from the equation entirely. By doing this, you’ll find that there are plenty of ways to have a meaningful conversation with employers and employees about disability insurance that place the focus on financial well-being, a healthy lifestyle and productivity in the workplace.

It’s about the paycheck

Not everyone offered a voluntary disability insurance policy will become disabled, but they will all collect a paycheck. More than protecting from a disability, their policy is there to protect that paycheck. Since almost 8 in 10 American workers say they live paycheck to paycheck to make ends meet, that’s a message that will really hit home.

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