My entire career, I’ve been told that “stories sell, not features.” This is so true because nobody cares about the products themselves, people only care about what a product can do for them. To know what something can do for you, you must put yourself in a scenario where you see yourself benefiting from it. This always reminded me of the movie Tommy Boy, when Chris Farley’s character iconically and vividly explained what would happen if you bought “cheap brake pads.”
I often use stories to help clients understand the value of the tools they need to support their financial future. I also use stories to explain complex product features that help clients make decisions on whether it’s worth paying more for something (since cost is a function of value). These stories are sometimes personal stories from my own family, or stories of people I’ve worked with over the years. I also use stories I’ve heard from others that really stuck with me. But there is one story that has cemented my conviction in the importance of having disability income insurance and why I should never be afraid to push harder.
The Desperate Doctor
A psychiatrist’s wife had reached out after finding me online and reading an article I had written a few years earlier. She wanted to talk about getting more disability insurance for her husband as soon as possible, which always sends red flags because whenever someone is urgently looking for insurance, they are probably ready to start using it.
After a brief discussion with the couple, I learned that between group, association, and individual coverage, the doctor had a total of $30,000 per month of protection. The wife also worked as a pharmacist and made a good income as well. So why were they so desperate to get more? I soon learned that the doctor had a progressive form of Parkinson’s at the age of 42.
What stood out to me most about this discussion was that they were willing to pay any amount of money to get more coverage. “Is there anything we can do? Is there any amount of money we can pay to get more?” I could hear the fear in their voices which surprised me because $30K of monthly benefit sounds like a lot. But to the mother and father of two young children with a pending debilitating disease, they were willing to empty their bank accounts to get more security. Not only was the father going to lose his income, but he was also going to lose his body and his ability to function. The pharmacist wife was going to have to quit her job as well to stay home and help with his care, causing them to lose two incomes.
I talked them through all their policies and how each would pay in various scenarios as the disease would progress from a partial disability to a total disability, to a catastrophic disability. In that moment, they didn’t care about the definitions, the financial ratings of the company, or nuances with the various policy riders. All that mattered was they didn’t have enough, and they couldn’t get any more. Knowing how the policies worked and when they could expect payment in various scenarios gave them some comfort, but in the end, I couldn’t do anything for them.
Before his diagnosis, he admitted that he fought his advisors. He only bought what he felt he needed and justified his decisions at every turn. Phrases like “I’m never going to need this” and “we don’t need that much; we can always cut back on what we spend,” were his way of convincing his prior advisors to only sell him what he was willing to buy. He didn’t have a reason to buy more because he couldn’t see a scenario where he and his family couldn’t live on $30,000 a month. Now, he was willing to do whatever it took to make sure he had as much as he could get. The reality of a life that would be vastly different from what he and his wife had planned for and worked so hard to create scared him.
In hindsight, he wished his advisors had pushed him harder, though he wasn’t sure he would have listened and was thankful for what he had. So, what did he have? He had life insurance policies which we looked to see if he had a waiver of premium and possibly still had time to convert his term insurance into permanent so he could max fund premiums for a period before letting the waiver of premium take over. But his policy didn’t have the waiver of premium.
He also had disability income insurance policies and after we reviewed them, we found there was no catastrophic benefit to help with at home care and there were no retirement protection benefits to replace his ability to save for retirement. It’s important to understand when benefits begin to pay out on any policy purchased. His association policy would pay, 1) full benefits at the time he becomes totally disabled and is unable to work and/or 2) partial benefits if he can work but on a limited basis such as fewer hours or performing limited duties, but he must experience a total disability first. Since his condition will slowly progress and eventually turn into a total disability, he does not have coverage in place to help with the loss of income he’ll experience before he becomes totally disabled. There was so much more that could’ve been done but wasn’t.
I use this story a lot, especially when someone tells me “I don’t need that much.” Every financial dream and every well laid out plan are formed on the basis that our income will always be there – the one input that impacts every possible output and scenario. Protecting the income should be the priority and should be addressed with conviction and urgency.
Although this couple was never a client of mine, I’m glad I met them. They reinforced my beliefs and strengthened my fervor to ensure none of my clients will ever experience what they are experiencing right now. I never want to tell someone “I’m sorry, I could have prevented this if only I pushed a little harder.”
To learn more about income protection, visit RealityCheckup.info, which is part of a CDA consumer outreach program to help working adults understand the importance of having alternate sources of income for times when they cannot work due to illness, injury, or pregnancy.
