057: Why Every Advisor Should Discuss Disability Insurance, A Conversation with Michael Sir and Carter Kowalski

Million Dollar Producer Show

In this episode, I welcome Michael Sir, president and co-founder of One Protection, and Carter Kowalski, account executive at Secura Consultants, to discuss the critical importance of disability insurance and its role in comprehensive financial planning.

Michael's Journey:

• Early Life and Career Transition: Growing up on a farm in Iowa, Michael saw the impact of health issues on family stability when his father had a heart attack. This fueled his passion for disability insurance.
• Professional Focus: As president and co-founder of One Protection, Michael provides software that helps financial advisors sell disability insurance effectively.

Carter's Path:

• Career Start: Carter transitioned from healthcare management to insurance, finding a passion for helping clients secure their financial futures through comprehensive income protection.
• Role at Secura Consultants: As an account executive, Carter helps advisors navigate the complexities of disability insurance, ensuring clients are well-protected.

Secura Consultants and One Protection: A Collaborative Approach

• Understanding the Need: Michael and Carter emphasize the often-overlooked importance of disability insurance, highlighting real-life examples where proper coverage made significant differences.
• Three-Legged Stool Approach: They discuss the synergy between advisors, product providers like Secura Consultants, and presentation tools from One Protection to ensure clients receive the best service and coverage.

Key Success Stories and Lessons

• Impactful Cases: Carter shares a story about a medical professional who maintained financial stability despite an unforeseen condition, highlighting the importance of adequate coverage.
• Advisors' Reluctance and Solutions: Michael explains why many advisors hesitate to offer disability insurance and provides practical solutions to integrate these critical conversations into their practice.

Innovations in Disability Insurance

• Technological Advancements: The episode explores technological innovations that have streamlined the underwriting process, making it easier and faster for advisors and clients.
• Presentation Tools: Michael introduces One Protection's virtual presentation software, designed to educate and engage clients, making the insurance process more transparent and accessible.

Guiding Principles and Professional Insights

• Michael's Philosophy: Emphasizing the importance of doing the right thing and having tough conversations about financial protection.
• Carter's Approach: With a focus on positivity and client-centered service, a positive attitude has helped him build trust and deliver impactful solutions for clients.

About our Guests:

• Michael Sir, president and co-founder of One Protection
• Carter Kowalski, account executive at Secura Consultants

You can learn more about their work:
https://www.linkedin.com/in/michael-sir-54b7a3120/
https://www.linkedin.com/in/carter-kowalski-21a74b103/

About Your Host: Paul G. McManus is an accomplished author and expert in helping financial professionals grow their businesses. With over eight years of experience working exclusively with financial professionals, Paul has helped his clients generate tens of millions of dollars in fees and commissions.

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Chapters

1. 057: Why Every Advisor Should Discuss Disability Insurance, A Conversation with Michael Sir and Carter Kowalski (00:00:00)

2. Disability Insurance (00:00:31)

3. Importance of Disability Insurance for Advisors (00:12:24)

4. Disability Insurance and Technology Innovations (00:19:38)

5. Selling Disability Insurance in Today's Market (00:23:49)

6. Connect on LinkedIn for More Information (00:28:19)