When asking these questions, use a brochure or sales visual to support your points.

Personal life and disability insurance

"Have you arranged for your income to be here if you're not?"

"Could you afford to take a six-month vacation without pay?"

"Have you protected your most important business asset: you?"

Business continuation

"What plans have you made to continue your business if you were to die or become disabled? How about when you retire?"

"Is your business for sale? Would it be for sale if you or one of the other owners died, became disabled yesterday, or retires tomorrow?"

"How will the business be split among the remaining shareholders?"

"What would happen if you woke up this morning and found yourself in business with your partner's spouse? Son or daughter?"

"If someone were to offer to buy your business today, how much would you ask? Who else would have to agree to the sale?"

"You already have a buy-sell agreement. But we find dozens of buy-out plans which will never do what they're intended to do. Would you like a second opinion on yours?"