Combine statistics with storytelling to boost disability benefits uptake

Brokers must be armed with data when talking about disability insurance, but they also need to put statistics into the context of the beneficiary’s life, says Carol Harnett, president of the Council for Disability Awareness. Contrary to what consumers tend to think, illness accounts for a far larger proportion of disabilities than accidents, making it important to discuss the prospect of sickness and income replacement with clients, Harnett says. Employee Benefit News (10/9)