About 12 years ago, I had a conversation with a guy about buying...
disability insurance. I didn't, and still don't, sell any life or health insurance. He was in his late 30s/early 40s and is a self employed engineer who does civil work, site plans, development plans, etc. I was writing some liability and property insurance for him and somehow we started talking about insurance in general. He said he really didn't need disability insurance because as long as he could think, he could work. That was sort of the end of the conversation.
About two years later he fell off of a ladder cleaning out his gutters and royally messed up his back. Had a couple of surgeries and was out of commission for almost 6 months. He couldn't go to his office, sit up to draw anything, meet with anyone, all he could do was either lie in bed or lie back in a recliner at home. He made it through it because his wife is a teacher and her income was enough to pay the basic expenses like groceries, utilities and car payments. He had to pay for everything else out of savings. Damn near broke him.
He said the worst part was having to basically start over in business since most of his clients had to go find another engineer.