"High turnover in small companies is costly because key employees, who can play such a major role, are hard to find and even harder to replace. That's why successful businessowners use "golden handcuffs" in the form of retirement benefits, personal life insurance, and disability income protection for selected employees — as well as supplement their own benefits as employees of the company."

Trigger questions

"Would you be interested in a way to supplement your best employees' benefit packages selectively, that is, without having to involve all of your employees?"

Group equity program (carve out):

"This is an exciting plan, which combines the best features of group insurance with selective executive benefit arrangements. It enables you to redirect the cost of some current group term coverage by purchasing individual life insurance on the lives of employees of your choice — yourself included. You can then arrange ownership of the policies to fit the needs of your company. It provides more flexible — and much more valuable — protection for the insureds, and is surprisingly cost effective for your company."

Trigger questions

"If I could show you a way to carve out this exciting new benefit for yourself and your key employees, would you be interested?"

"Would you be interested in getting back some of the benefits, which Congress has been whittling away in recent years?"

Executive bonus plan:

"If I could show you a way for the company to pay for most, if not all, of your personal life insurance, would you be interested?"

Salary continuation (non-qualified supplemental executive retirement plan):

"The federal government has taken a lot of steam out of qualified pension plans in recent years. Is your personal retirement plan qualified or non-qualified?"

"The supplemental executive retirement plan you installed last year has created a solution; but, it has also handed your company a problem. That is, the liability of paying a considerable sum of money to participants over many years. Would you be interested in learning how to transfer that liability to my Company?"

Salary continuation (disability income):

"If you were disabled in an accident on the way home tonight, have you thought how you'd get money out of the company tomorrow - without having the IRS declare it a dividend?"

Split-dollar plan:

"Would you be interested in a way to pay for your personal life insurance with a business check instead of a personal check?"

Group equity program (carve out):

"If I could show you an exciting new selective benefits package, which could provide life insurance protection that is not only more flexible than a group plan, but which can turn out to be much more cost effective in the long run, would you be interested?"