Individual disability income insurance is not offered by most producers, despite its ability to protect a consumer's most important asset – his or her ability to earn a living, writes Mike Cogdall. Cogdall notes that many people have not even considered how they would cover all their costs if they were suddenly unable to work. Open up the topic by talking about the need to protect your client's source of income, and keep the initial discussions easy to understand and focused on a few key benefits outlined in this article.

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