Disability Insurance

• Analyze the client's current amount of disability insurance. This type of insurance is often available for purchase through your employer and will cover a certain percentage of lost income if you become disabled. These policies are usually inexpensive and short-term in nature, covering disabilities for a couple of years. Show the client that they do not cover 100 percent of his salary while he is disabled.
  
  Show the client long-term disability policies that can be purchased and used alongside short-term policies. You'll need to be appointed with a company that sells disability insurance to sell their products. Although these policies can be expensive, they can work as a supplement to employer-offered policies. These policies will last as long as the premiums are paid and can be great for clients who work at high-risk jobs.
  
  Present options to extend your client's short-term policies to cover the rest of his salaries when he's disabled. These supplementary policies will provide for the rest of the missing money and allow him to continue to live as he does presently without loss of income.
  
  

Life Insurance

• Analyze your client's life insurance to see if she has any gaps that won't be covered in the event of death. Many life insurance policies have no provisions for funeral expenses or continuation of mortgage payments for a spouse, so take a look at the policy and all of the riders.
  
  Show your client supplemental funeral expense policies. This will cover medical expenses as well as funeral costs that are incurred. Often there's not enough life insurance to cover these costs, so by adding a policy and explaining why it's important as protection can result in a sale.
  
  Show your client what will happen if her spouse is left to pay the mortgage on his own. By allowing the client to understand the financial ramifications, you'll be able to help her cover unexpected financial obligations such as a mortgage. By adding a mortgage supplement, her spouse can continue to pay the mortgage without having to use the death benefit to take care of those needs.