In the long run, not buying DI insurance could cost you everything, or assuredly more than the premium expense. After presenting the merits of a disability income (DI) insurance program to a prospect, you occasionally will find the only objection preventing you from closing the sale is the actual cost of the program. When this happens, try using the “pessimist approach” to put premium costs in proper perspective, thereby motivating the prospect to action. To be effective in t