Response: "I can appreciate that. However, this plan is currently tax deductible, so the IRS won't let you have it both ways. If you really want to maintain some control and get a current tax deduction, we can talk about custodial executive bonuses, whereby the employee owns the policy and you control the access to policy cash values. This gives you veto power over some important policy decisions."

Objection: "We can give Gerry a raise so she can buy her own insurance? Would there be any real difference?"

Response: "Technically, no. But there's also no guarantee that Gerry will ever buy the insurance. By putting this plan in place, you'll know that Gerry and her family have the income protection they need, when it's needed, and you'll both feel better about playing a strong part in the solution."

Objection: "Our people aren't going to like incurring additional taxable income created by the premiums."

Response: "That's easily fixed by 'double-bonusing' the plan. That means paying the premiums and the tax with corporate dollars."