Skipping disability income (DI) insurance rarely feels like a decision. It feels like avoiding one. But over the long run, going without coverage can cost a client far more than the premium ever would. You've walked a prospect through the case for a DI program. They understand the risk. They agree it matters. And yet the one thing standing between you and the sale is price. When cost is the last objection, the "pick your mistake" framework can help. It doesn't argue the clien