In most partnerships and closely held corporations, just a few key people keep the business going. There's not much room for error, and the success of the business depends on the continued, combined efforts of the principals and key employees. Thus, running a small business may be a thrill-a-minute adventure when the going's good, but the death of a key player can be devastating, and a disabling illness or injury can have even more serious and far-reaching consequences.

Protecting their incomes from the risks of death, disability or underfunded retirement is (or should be) a top priority for businessowners and professionals. This means a key responsibility for the insurance professional since all three risks can be managed effectively with Ohio National's insurance and ONESCO's equity products — in many cases, using tax-favored business dollars.

In this section, you will learn how business disability income planning and hard work can benefit businessowner clients and build your business, as well as your professional standing. You will also learn how to analyze business disability needs and how to design solutions using your products and services. In the separate Appendix for this unit, you will learn marketing and sales methods.