Selling Disability Insurance To The Young And Able

Disability insurance is one of the most overlooked areas of protection. While people will gladly pay up for health and life, disability coverage is often seen as an extra expense that they don’t need. And as people get older, it gets more expensive.

Many people think that “it could never happen to them.” This is especially true of younger people. Yet they could prove to be a great market for disability. Why? Because for them, it’s affordable.

The Advantages Of Youth

People in their twenties and early thirties are good candidates for disability insurance. In particular, there are two reasons why they should buy sooner rather than later. People in their 20s are:

• Healthy. Most young people are in good health. They exercise, they don’t have serious pre-existing conditions – in short, they’re low risk.
• Surprisingly Affluent. The median income for people aged 25-34 is $55,293.

Not only can this market get a great deal on disability insurance, they can afford to buy it.

Educating The Market On Disability Insurance

To make the sale, you have to convince this market of how important having disability insurance is. This may not be as difficult as you think.

A recent survey by Youth Media and Marketing reported that health insurance is among the top four purchasing priorities for recent college graduates. Young people are already very aware of how important insurance is. And as they get older and are faced with medical bills, that awareness becomes even more profound.

You have to turn their general awareness of the importance of insurance into a specific awareness of the importance of disability. This isn’t as simple as saying “I can get you a great deal.” They need to be made aware of how suddenly their life can change. How a serious injury or illness could keep them away from their jobs for months – or longer. They may have health insurance to cover medical bills, but how will they pay for groceries without a paycheck to cash?

Then, bring on the good news: disability insurance doesn’t cost a fortune. Without spending a large chunk of their earnings, they can be protected against loss of income from injury or illness until they retire.

Young people may not be used to taking that sort of long-term view. If they seem unconvinced, remind them peace-of-mind is rarely this affordable.

 Finding The Market

When you’re looking to cultivate this market, you have to be online. Young people won’t give a second thought to your direct mailing. And they certainly aren’t turning to the yellow pages to explore their healthcare options.

If you want your prospects brought directly to you, try using internet health insurance leads. Internet leads put you in touch with qualified prospects interested in speaking with a health insurance professional. For a small investment, you can bring your sales message to places that direct mail can never take you.

Sometimes tapping into new markets is a matter of educating the public. If you can do this successfully, you can create yourself a new set of prospects.