Brokers must be able to cite accurate and pertinent statistics when discussing group disability insurance, but the presentation shouldn’t end there. “You have to know your metrics,” says Carol Harnett, president of the Council for Disability Awareness. “But if you want people to remember you and what you’re talking about, tell them a story.”

The latter is something that’s lacking when it comes to educating employers and employees about disability, she says. “We’ve lost the art of being personal,” Harnett says, and that isn’t helping move the dial on DI coverage. Only about one-third of Americans have long-term coverage, and 40% have short-term disability. “That hasn’t changed,” she says.

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