Disability Cover: The inclusion gap advisers can help close
Michele Jennings
November is Disability Rights Awareness Month, a timely reminder that inclusion in South Africa goes beyond ramps, policies, and representation. It’s also about financial inclusion: ensuring that people living with disabilities have access to products and advice that protect their income, independence, and dignity.
According to Statistics South Africa, around 7.5% of the population lives with some form of disability. Yet people with disabilities remain among the least represented in formal employment and the economy at large. That gap extends into financial protection too, with many South Africans underestimating their risk or misunderstanding how disability cover works.
For advisers, this is where the role becomes pivotal. Disability cover conversations can be uncomfortable, but they’re essential. They’re not only about financial literacy, they’re about inclusion.
Clients often assume disability is a “worst-case” scenario or something that only affects others. But the reality is broader: a temporary impairment, chronic illness, or partial loss of function can disrupt income just as significantly as total disability.
Framing the conversation around resilience, rather than risk, helps clients engage. It’s about protecting their lifestyle, not just their livelihood.
“True inclusion in financial planning means designing advice and products around people’s lived experiences, not assumptions,” says Michele Jennings, Chief Executive at glu. “When life changes, support shouldn’t disappear. Advisers play a powerful role in making that principle real.” Below are three common misconceptions to address:
- It won’t happen to me.
Clients rarely see themselves as candidates for disability cover until something happens close to home. Advisers can use relatable data, like the fact that most disabilities result from illness rather than accidents, to shift that perception.
- Disability cover only matters for physically demanding jobs.
Modern cover accounts for cognitive, sensory, and psychological conditions too. Advisers who tailor solutions to each client’s lifestyle, not just their occupation, close an important inclusivity gap.
- It’s too expensive.
Cost is often cited as a barrier. But with modular products and flexible benefit structures, advisers can help clients find cover that fits their budget and goals. Positioning it as part of a holistic plan, not a standalone product, makes it more relatable and sustainable.
Financial inclusion starts with understanding. At glu, that means listening to Members’ experiences and evolving product design around real-world needs. The glu Disability Cover was built with flexibility in mind recognising that every disability journey looks different.
That approach mirrors a broader industry shift: from transactional advice to empathetic guidance. Inclusion isn’t a CSR talking point anymore; it’s good advice practice. When advisers champion accessibility and empathy in financial planning, they create more resilient clients, and a more equitable industry.
“Mutuality reminds us that financial protection is not just a transaction, it’s a relationship,” adds Jennings. “It’s about shared purpose, trust, and the belief that no one should face life’s changes alone.”
Inclusion doesn’t happen automatically, it’s built through intention. Advisers who normalise conversations about disability cover aren’t just selling protection; they’re building a more inclusive financial system. One that sees every client, supports every story, and helps more South Africans plan with confidence.
