Do not let age be a factor, as many seniors have been forced to continue working.
Make good use of any life insurance application to get fresh IDI underwriting.
BGA’s and GA’s can play a huge roll in helping agents present IDI to their life clients.
Carriers can play the same role by making an offer or at least a proposal for IDI.
Alliances between life carriers that do not offer IDI and those that do are possible.
Idea: “Mr. Client, congratulations on preparing for the unexpected with life insurance, which will replace your lost income and protect your assets. But if you become disabled, don’t you need to accomplish the same goals?”