"All key employees — yourself included — will retire one of these days. The business will lose your services when that happens, and can plan for it. On the other hand, death or disability is usually unexpected, but there are ways to protect the business against the sudden loss of a businesses' most important assets — its key people."

Trigger questions

Key employee life insurance:

"What would happen if your most valuable employee didn't show up for work tomorrow, or the days and weeks after that? What would happen if that employee turned out to be you?"

Key employee disability income:

"If Larry were ever disabled, you'd carry him on the payroll for a while, wouldn't you? Could you do it for six months? A year? Two years?"