Most DI convos fall flat because the team starts with DI.
That is too soon.
The customer is not thinking about disability insurance.
They are thinking about bills.
Work.
Kids.
The house.
The car payment.
Life.
So do not start with the product.
Start with the paycheck.
Here is the question I would train: “If your income stopped for 90 days because of sickness or injury, what would have to change?”
Then be quiet.
That question makes people think.
Not in a scary way.
In a real way.
If they say they would be fine, ask: “How long could things run before it started to feel tight?”
If they say it would be hard, ask: “Which bill would become the biggest stress first?”
That is where the need shows up.
Then your team can ask: “Would it make sense to look at a simple way to protect part of that income?”
That is a much better talk.
Here is what I would do this week.
1. Make this the DI question of the week.
Put it on the board.
Use it in huddle.
Practice it every day.
2. Train the follow up.
The first answer is not enough.
Teach your team to ask: “How long could things run before it got tight?”
That question uncovers the gap.
3. Track attempts.
How many times did the team ask?
How many real talks started?
Do not wait for perfect.
Get the reps in.
Here is the shift.
DI is not about selling a policy.
It is about protecting the income that funds the plan.
No income.
The plan breaks.
That is what your team needs to help customers see.
Not by pushing.
By asking.
If you want help getting your team to ask better DI questions with more confidence, that is exactly what we train inside Ignite Agency Training.
Better every day,
Zach Sabin
Founder and CEO
Ignite Agency Training