Agent:

"The last time we were together, we agreed that I'd put some ideas together for a buy-out in case either of you becomes disabled. Is that correct?

"I've got the information you need. I think it fits the bill, so unless you have any questions, let's get started..."

Stress features and benefits. Also, be sure your presentation covers these key points.

• Sell the benefits of the plan to the employer and (if appropriate) the employees.
• Show how to meet the businessowner's income protection needs with corporate dollars.
• Review the product sales illustration.
• Describe plan implementation steps.
• List the specific follow up steps, which the principals and their advisers must take.