Response:
"If you were to do that, there's no way you could deduct the income payments as a business expense. What's more, even if the disability payments didn't break your company, they might bend it a little more than you'd like. Wouldn't you rather take a tax deduction for these benefits?"

Objection:
"We could borrow the money to get us through it if we had to."

Response:
"We're not talking about a small amount of money. Potentially, you could need funds for two or more years. But, put yourself on the other side of the equation. Would you lend someone a significant amount of money with no assurance that he or she could pay it back?"

Objection:
"We have an employee, Ken Tully, who could fill in if I were ever out of commission."

Response:
"Could he take over and do as good a job as you do for several months or more? And if Ken is so valuable, what would happen if he became disabled?"