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Debt protection sales tips

Easy ways to explain the value, start conversations and answer common questions

Knowing the basics makes it easier to talk about debt protection confidently.

Visit the debt protection toolkit for content to promote your marketing efforts.

What to know

Start with the basics. Unexpected events can make it harder to keep up with loan payments. Debt protection helps cover a loan if something unexpected happens such as being unable to work because of an injury or illness, involuntary unemployment or loss of life.

At its core, it helps borrowers:

  • Stay current on payments
  • Protect their credit
  • Reduce financial stress

How to put it into practice

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Questions or need help?

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Number one

Start the conversation

Debt protection can be especially valuable when borrowers are managing tighter budgets. Recent data shows 40% of consumers live paycheck to paycheck1 and may not be prepared for unexpected events.

Use multiple touchpoints to meet borrowers where they are:

  • When reviewing loan terms
  • When discussing monthly payments
  • During the application process
  • In follow-up conversations

Make it part of the conversation, not a pitch.

Number two

Explain the value clearly

Focus on how it helps the borrower, not just what it includes.

What it is

Debt protection helps cover a loan if something unexpected happens like an injury or illness that prevents you from working, involuntary unemployment or loss of life.

How it works

If a covered event happens, it can:

  • Cancel the remaining loan balance, or
  • Reduce or pause monthly payments

Why borrowers choose it

It’s designed to be simple and convenient:

  • Included in the monthly loan payment
  • No extra bills to manage
  • Straightforward eligibility requirements
Number three

Make it personal

Many borrowers don’t have enough savings to cover even one month of expenses. A recent survey found more than 40 percent of Americans don’t have enough to cover a $1,000 emergency expense.2 This means a loss of income can quickly lead to missed payments.

Use conversation starters

  • If you missed a paycheck, would you be concerned about covering your loan payment?
  • If you were out of work for a few months due to an injury or illness, what would happen to this loan?
  • If your income paused for a few months, would your household feel financially comfortable?

These help borrowers see how it applies to their situation.

How it sounds in conversation

Keep it natural and low pressure.

I think I’ll skip it.

Totally understand. A lot of borrowers feel that way at first. The reason some choose it is because it helps cover the loan if something unexpected happens, like job loss, injury or death.

I already have savings.

That’s great. This just helps protect your savings so you don’t have to dip into them if something comes up.

I don’t need it.

That makes sense. Many borrowers feel that way, but this can help if something changes unexpectedly.

I’ll be fine.

You may be. This is really about having a backup plan, just in case.

I have coverage already.

This specifically helps cover this loan, so it works alongside other coverage.

How to position by loan type

icon of a car

Auto loans

Helps you keep your vehicle if your income is disrupted.

Icon of a house with a garage

Home equity

Supports repayment on a loan tied to your home.

Icon of a wallet

Credit cards

Helps cover payments during a temporary income disruption.

Dollar bills icon

Personal loans

Provides flexibility when life changes unexpectedly.

Common coverage scenarios

Loss of life

After losing a loved one, the last thing a family should worry about is a loan balance.

Debt protection can cancel the remaining loan balance, helping reduce the financial burden so families can focus on what matters most.

Key points:

  • No medical exam required in many cases
  • Helps prevent debt from being passed on

Real example:

This benefit has relieved some of my financial stress during a difficult situation.

Glenn M.

Hague, NY

Injury or illness that keeps you from working (disability coverage)

An illness or injury can interrupt your income, sometimes for longer than expected. This is typically covered under disability benefit terms.

Many people don’t expect to need disability coverage, but it can play an important role. In fact, nearly 1 in 4 of today’s 20-year-olds will become disabled before they retire.3

Debt protection can help borrowers use more of their budget for essentials like groceries and housing.

Key points:

  • Covers illness or injury that prevents someone from working
  • Helps cover   a set number of monthly payments
  • Not limited to work-related incidents

Borrowers may not think of their situation as a disability, but they do understand what it means to be unable to work because of an injury or illness. Focus on real situations when explaining the benefit.

Real example:

Had open heart surgery. I'm going to be out of work for quite some time. Was worried about my payment. But thank God I had this type of insurance to cover my payment till I make a full recovery. Thanks for being there when I really needed the help.

Buddy Mt.

Airy, NC

Involuntary unemployment

Job loss can create immediate financial stress.

Debt protection can help cover loan payments so borrowers can focus on finding new work.

Key points:

  • Helps cover a set number of payments
  • Frees up budget for essentials

Real example:

It has allowed me to help my family and have less on my plate while receiving unemployment and being able to focus more on finding a job.

Joanna M.

Forest, VA

Member resources

*Please reach out to your representative to customize this brochure with your logo

 
  1. PYMNTS, Less than half of consumers say they could handle a $1,000 surprise expense, April 2026.
  2. U.S. News & World Report, Survey: 43% of Americans don’t have enough savings to pay for a $1,000 emergency, February 4, 2026.
  3. Social Security Administration, Disability and Death Probability Tables for Insured Workers Who Attain Age 20 in 2025, September 2025.

Testimonials provided by Securian Financial customers identified in this material were freely given without receiving any compensation.

DOFU 10-2026

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