It's hard to a imagine a prospect who hasn't thought about life insurance before seeking out professional planning help. Yet while most have contemplated financial protection in case of an untimely demise, many have done little or nothing in case of an untimely accident or illness. Too many clients believe that a workplace disability policy will be sufficient. Others are put off by the complex process and paperwork that's often significantly more detailed than what's required for life insurance.

When it comes to discussing the potential merits of disability insurance, how many planners practice what they preach? Many, to be sure, but those who haven't or are inadequately protected may find themselves unexpectedly seen as the planner who didn't properly plan for the unknown. Consider these examples:

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