While most people understand the need for medical and dental insurance, the value of voluntary benefits is less understood. That’s why advisers should be selling them as “financial protection,” said Rob Shestack, senior vice president at AmWINS Group Benefits, at the Workplace Benefits Renaissance in February.

“Life insurance is there to protect your estate and your assets and maybe pay for college or pay off a house,” he said. “Disability insurance protects your paycheck.”

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