Protecting the Person Behind the Payment
The "Concierge" model dictates that a lender should not only protect the house but also the human who pays for it. While Homeowners Insurance (HOI) secures the physical structure, it does nothing to protect the income stream required to keep that home.
The Universal Protection Gap
There is a profound "protection gap" across the homeownership spectrum. Most buyers rely on employer-provided group life insurance, which is often insufficient to cover a full mortgage balance. Without private coverage, a family's largest asset is one tragedy away from being a liability.
The Disability Imperative
Mortgage disability insurance is now a necessity for the modern workforce.
Income Volatility: Essential for the growing segment of self-employed and gig-economy borrowers.
Mortgage Security: These policies cover monthly payments if the borrower cannot work due to illness or injury, preventing foreclosure before it starts.
This pillar can generate $1,000+ in incremental revenue per loan over its lifetime.
Lenders who prioritize human protection see massive gains in "stickiness"; banks that cross-sell are 20% more likely to retain the core relationship.