When considering the small business market, I believe one of the most needed yet undersold insurance products is business overhead expense (BOE) insurance. Let's take a closer look at BOE and how to position it with your clients.
'Glass half full'
Small business owners tend to be optimistic risk-takers who may believe a disabling condition "won't happen to me." Even if they agree the threat of disability is real, many believe they could get by with money from their business if they become disabled. Others may believe that they could use personal funds or take on debt to keep their business afloat. Because of this, advisors have a lot of educating to do.
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