Spring is Just Around the Corner – Are Your Clients Ready?

As the chill of winter fades and the first signs of spring begin to blossom, a familiar sense of optimism returns. Warmer weather, longer days, and the opportunity to once again enjoy outdoor activities are all welcome reminders that life is about to get a little more vibrant. But as your clients prepare to shake off the sluggishness of winter and re-engage with the world—perhaps through yard work, hikes, sports, or travel—this seasonal transition brings with it an often-overlooked risk: injury.

And not just any injury. We’re talking about the kind that quietly sidelines professionals, business owners, and everyday workers alike—the injuries that can compromise income, drain savings, and stall even the most carefully laid financial plans.

The Seasonal Risk Surge: Spring's Hidden Pitfalls

It may surprise your clients to learn that spring is one of the peak seasons for accidental injuries. After months of inactivity or limited movement, the sudden push to be active again can lead to a spike in musculoskeletal injuries—sprains, strains, and even more serious trauma due to falls or accidents. Whether it’s a pulled muscle during a weekend hike, a fall while cleaning gutters, or a biking accident, these seemingly minor events can become financial nightmares if they result in lost income.

And here’s the real kicker—most of these injuries don’t cause total disability. They result in partial disability. That’s where things get tricky... and where many people (including your clients) are underprepared.

Understanding the 80/20 Rule in Disability Claims

Here’s a powerful statistic: Approximately 80% of all disability insurance claims are residual (or partial disability) claims, not total disability claims.

What does that mean?

It means that most people who file a disability insurance claim aren’t completely unable to work—they’re just limited in what they can do. Maybe they can only work part-time. Maybe they can’t perform the full scope of their duties. Maybe they’re working in a reduced capacity while recovering. Whatever the situation, the result is the same: their income drops—sometimes drastically.

This is where the Residual Disability Rider becomes one of the most important components in a well-rounded disability income protection plan.

Let’s break it down.

What Is a Residual Disability Rider?

A Residual Disability Rider (sometimes called a “Partial Disability Rider”) is an optional benefit you can add to a disability insurance policy. It allows a policyholder to receive a pro-rated benefit if they become partially disabled and experience a loss of income—even if they are still able to work in some capacity.

This is crucial. Without this rider, the insured individual may receive nothing unless they are totally disabled according to the strict definitions of their policy.

How It Works: A Simple Example

Let’s say your client is a freelance graphic designer. They earn $10,000 per month. After a cycling accident, they injure their dominant hand and can only work on a limited basis. As a result, their income drops to $4,000 per month.

If they have a Residual Disability Rider, their policy could pay them a percentage of the lost income—potentially $6,000—depending on the terms of the policy.

Without the rider? They might get nothing, since they technically can still work and are not considered "totally" disabled.

That’s a devastating gap in protection for anyone relying on their income—especially self-employed professionals, entrepreneurs, and high-income earners.

Why Spring Is the Perfect Time for a Policy Review

Spring isn’t just a good time for cleaning out the garage or sprucing up the backyard—it’s also the ideal time for advisors to revisit disability insurance policies with their clients.

Here’s why:

1. Increased Risk of Injury – With more activity, comes more opportunity for accidents.

2. Tax Season Cash Flow – Many clients are reviewing their finances and may be in a better position to make thoughtful decisions about additional coverage.

3. Annual Benefit Reviews – Spring is often when employers review group benefits, making it a perfect time to look at supplemental individual policies or enhancements.

4. New Year Goals – Clients who have set income or financial security goals for the year may be more open to conversations about risk mitigation.

By incorporating disability insurance reviews into your spring check-ins, you can not only protect your clients—but also solidify your role as a trusted, proactive advisor.

What to Look for in a Disability Insurance Review

When reviewing your client’s current disability insurance policies (both group and individual), here are the key questions to ask:

 

Is there a Residual Disability Rider included?

If not, flag this as a critical gap. This rider is the most practical solution for the majority of claims.

What is the definition of disability in the policy?

Some policies require total disability before paying anything. Others may have more liberal definitions that trigger benefits earlier. Clarify the language.

Is the client relying only on group coverage?

Group disability insurance often lacks customization and may not include key riders. Plus, it may not be portable if they change jobs.

Is there a Benefit Increase Rider?

For younger clients, this rider allows them to increase their benefits over time without new medical underwriting, even if their health changes. This is especially important for growing professionals and business owners.

What is their occupation class?

Disability coverage pricing and eligibility are tied to the client's job. Make sure their policy reflects their current occupation, especially if they’ve recently transitioned roles or industries.

Residual vs. Total Disability: Why the Difference Matters

Let’s pause for a moment and zoom out. One of the biggest misunderstandings clients have about disability insurance is the idea that you have to be bedridden or permanently injured to qualify for benefits.

But as we now know, most claims come from partial, residual disabilities—conditions that limit a person’s ability to earn, not necessarily their ability to function.

Some of the most common examples of residual disability claims include:

• Carpal tunnel syndrome

• Herniated discs

• Torn ligaments

• Fractures from falls

• Concussions or mild traumatic brain injuries

• Mental health-related limitations (burnout, PTSD, anxiety)

None of these may result in “total disability,” but they can absolutely devastate income for weeks or months at a time.

And that’s when clients need support the most.

Case Study: The Power of Partial Protection

Let’s imagine a real-life scenario:

Client: Emily, a 42-year-old architect who runs her own firm.Monthly Income: $12,000Injury: Emily slips while hiking and suffers a serious ankle fracture. She’s unable to visit job sites, meet with clients, or manage staff in person.

She can still handle some emails and work remotely, but her income drops to $5,000 per month.

Because Emily had a disability insurance policy with a Residual Disability Rider, she was able to file a claim and receive a partial benefit to replace the lost income.

Without that rider? She would have been out $7,000 a month during her 4-month recovery.

What’s At Stake: Your Clients' Financial Lifeline

For many clients—especially self-employed individuals and small business owners—their ability to earn income is their most valuable asset.

It’s how they:

• Pay their mortgage

• Send their kids to school

• Invest in their business

• Save for retirement

If that income stops—even partially—it can unravel years of careful planning.

That’s why the Residual Disability Rider isn’t just an add-on—it’s a financial lifeline. As a financial advisor or insurance professional, helping clients understand this distinction could be the difference between resilience and ruin in the face of an unexpected injury.

How to Start the Conversation With Your Clients

Some clients may think disability insurance is just for “worst-case scenarios.” But here’s how you can shift the conversation:

Ask: “If your income dropped by 60% for three months, how would that impact your plans?”

This question personalizes the risk and brings attention to realistic outcomes—not just catastrophic ones.

Share statistics

Remind them: 80% of disability claims are partial. That means the risk isn’t hypothetical—it’s probable.

Emphasize the rider’s affordability

Residual riders are often very affordable compared to the full policy. In some cases, they cost just a few dollars a month and unlock thousands in potential benefits.

Compare it to life insurance

Clients who have life insurance already understand the concept of protection. But while death is inevitable, disability is more likely during working years—and it comes with ongoing bills.

Final Thoughts: Be the Advisor Who Thinks Ahead

Spring is a time of renewal, of energy, of optimism. It’s when people set out to get more active, take on new projects, and stretch themselves both personally and professionally.

It’s also the perfect time for you, as a financial advisor or insurance professional, to stretch the conversation with your clients—beyond retirement, beyond investing, beyond tax season—and into the crucial territory of income protection.

Don’t let another spring pass without ensuring your clients are truly protected—not just in the worst-case scenario, but in the far more common one: a partial disability that knocks them off their game and threatens the financial foundation they’ve worked so hard to build.

By reviewing their policies, recommending key riders, and educating them about residual disability, you’re not just selling insurance—you’re securing futures.

So, before your clients hit the trails, the courts, or the yard this spring, ask them:

“Are you ready if something happens?”

Because if they’re not—you can help them be.

www.compasscapitalweb.com