CJ Fox: So, we work alongside the financial professional to arm them with necessary verbiage to approach the client about disability insurance. When they are able to get the information that they need from the client, we work with them to develop an illustration. Help them understand what that is, and again give them more information to go back to the client and say, “This is what you’re going to be covering. This is how you’re going to cover and manage this risk.”
If they’re not comfortable with that, that’s totally fine. I’ve worked with financial advisors in the past where they will just bring me on a call alongside the client, so we … I worked to explain disability insurance to the client with the advisor there in person. Sometimes people … The agents don’t want to fool with it. They just want somebody else to do that.
That’s something that we can offer as well. As far as explaining it to the client. Making sure they understand it. Filling out the paperwork. Get the information from the client and just staying in close contact with them and making sure that everyone is on the same page.