Unit X: Disability Income Appendix

Here are 14 quick, attention-getting approach questions to use in your interviews:

"By the way, who's going to pay you if you become sick or hurt?"

"By the way, who is going to pay your mortgage if you become sick or hurt?"

(For a surgeon, dentist, barber, watchmaker, or anyone who uses his or her hands for a living) "Suppose this happens (hold out your hand and tremble). To most people it wouldn't be too serious, would it? But suppose it happens to you? Parkinson's disease does that to a person. Could you keep working?"

"Do you have a written contract that guarantees your salary as long as you can't work due to disability?"

"How much is your house worth? $250,000? You have it fully insured against loss, don't you? How much is your earning power worth? $1,500,000? Do you have it fully insured against loss?"

"Mr. Smith, life insurance guarantees your family fulfillment of your plans and dreams should you die prematurely. Doesn't it make sense to give your family (and yourself) the same guarantee if you become sick or hurt?"

"Bill, if you had an apartment building that yielded $75,000 a year after expenses, you would insure it against fire, windstorm, and other physical perils, wouldn't you? Of course you would, because you would want to protect that source of income. Aren't you "producing property" yourself? Doesn't it make sense to protect that source of income against the perils that could cut off that income, such as accident or sickness?"

"Can you afford to take a six-month vacation without pay? If you can't, do you think you could afford a six-month disability? It could start tomorrow."

"Ms. Jones, I'd like you to loan me your sales manager for one year. I want him to work on the United Way Fund, and I also want you to keep him on the payroll at full salary. You can't afford it? That's what you could be faced with if he gets sick or hurt and can't work! If I could show you a plan in which you could continue his salary, and free yourself from that obligation, would you be interested?"

"Mr. Johnson, if your employer made you these two job offers, which would you take? 1) $2,000 a month as long as you're working; 2) $1,950 a month while you're working, and if you become disabled, $1,400 a month for as long as you're disabled — guaranteed. Doesn't the second option sound better? Well, your employer may not want to do that, but I can."

"You have hospitalization, don't you? Of course! You have guaranteed the doctors and nurses their income, so doesn't it make sense to guarantee your income if you're laid up?"

"Ms. Levine, if you didn't go to work tomorrow and stayed away for six months, would your doors be open? Would your business continue? If I could show you a way to keep those doors open (Business Overhead Expense) and keep your income up (Personal DI) no matter what happens, would you be interested?

"Joanne, have you ever looked at the number of funeral directors in the Yellow Pages? Have you noticed that there are more than 15 times as many doctors? Does that give you some idea about the incidence of a sickness and accident as compared to death?"

"Ray, if you were laid up with a stroke, and I said, 'I'll give you $2,500 a month if you sign this application,' you'd sign it on the spot, wouldn't you? Well, if you sign now, I can apply for that guarantee. Only the date of delivery is left open. It will be there when you need it, if you qualify."

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