Help Add Critical Illness to a
Business Owner’s Succession Plan
[Date]
[Presenter Name]
[Presenter Title]
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IMPORTANT INFORMATION
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While this information is general in nature, applicable laws and regulations are complex and subject to
change. All companies mentioned, their employees, financial professionals and other representatives are
not authorized to give legal, tax or accounting advice. Any tax statements in this material are not
intended to suggest the avoidance of U.S. federal, state or local tax penalties. Policies issued by:
American General Life Insurance Company (AGL), Policy Form Number 05130. AGL is responsible for
financial obligations of insurance products and is a member of American International Group, Inc. (AIG).
Products may not be available in all states and product features may vary by state. AGL does not solicit
business in the state of New York. Important Note: All benefits payable are subject to the terms and
conditions of the policy, including benefit durations, limitations and exclusions. Please consult the policy
form and outline of coverage for details. Comprehensive medical coverage may be required in some
states in order to apply for or maintain the policy. Advanced Markets is a marketing unit of AGL.
© AIG 2014. All rights reserved.
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AGLC108236
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A reason to call…
Want a Reason to Meet
With Business Owners?
A Reason They Haven’t
Heard Before?
Want to Offer a Client’s Attorney
Something New and Valuable?
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Did you know…
Over half of all business owners do not have a formal written
business succession plan1;
For those that do, it is very unlikely that their buy-sell agreements
cover critical illness (CI) as a triggering event for a buyout;
A 40-year-old male is over five times more likely to suffer a critical
illness than an untimely death prior to age 65 (for a female, over four
times)2
By age 55, this number climbs to over eight times for a male (six
times for a female)2
Now you have a reason to reach out to reach out to every current
and prospective business owner client and their attorneys.
1
2
LIMRA Small Business Consortium Study, 2013.
American General Life Insurance Company Critical Illness Actuarial Study of Claims Paid, 2009.
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How does it work?
Current Plan…
Critical Illness Event
Jeff
Buy-Sell
Agreement
without CI
WIDGETS, INC.
Bob
Continues
pay from
profits while
unable to
work
Bob
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How does it work?
Proposed Plan…
CriticalCare
Plus® Policy
CriticalCare
on Jeff
Plus® Policy
Critical Illness Event
on Bob
Buys CI
policies
Jeff
Buy-Sell
Agreement
with CI
CriticalCare
Plus® Policy
Policy pays
Widgets, Inc.
on Bob
WIDGETS, INC.
Widgets, Inc.
buys out Bob
Bob
Bob
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Two ways to approach the opportunity…
1. To the Business Owner…
“I’ve just been made aware of an important
issue facing most business owners – a
situation about which they are likely illprepared. I’d like to meet with you to
discuss your business succession plan and
the shortcoming that could put your
business and your family at risk. In advance
of our meeting, I’ll forward you an
informational flyer that will prepare you for
our discussion.”
Email or send:
“What if…Critical Illness Buy-Sell” flyer
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Two ways to approach the opportunity…
2. To the Client’s Attorney…
“I’ve just been made aware of an important
issue facing most business owners – a
situation about which many are unaware. I’d
like to meet with you to discuss an important
bulletin that I have just received from AIG’s
Advanced Markets team – a group of
experts that provides me up-to-date
planning information. I’ll send you the
bulletin in advance.”
Email or send:
Advanced Markets “OnTopic” bulletin
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A reason to call…
Why Should I Do This?
What Support Will There Be?
Who Do I Call for
More Information?
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The reasons why…
The odds are high that this issue has not been addressed by either
the business owner or their attorney;
Very few advisors are discussing this with their business owner
clients. This approach will differentiate you from your competition;
You have a new product to sell – CriticalCare Plus®. Don’t let
someone else put this form of coverage in place ahead of you;
This approach will get you in front of business owners, talking about
their succession plan – opening the door to numerous planning
opportunities;
Provides a natural lead-in to a life insurance sale. Maybe their buysell isn’t funded yet. Maybe a retirement discussion leads to other
product sales.
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The support you need…
Critical Illness Buy-Sell Agent flyer
CriticalCare Plus® playbook
NEW! Top 10 Reasons to Sell
CriticalCare Plus® flyer
NEW! Understanding Critical Illness
Insurance flyer
Support and Training: Call AIG
A&H marketing support – (877) 399-7747
Got a Case and Need Help?: Contact AIG
Advanced Markets – (855) 323-6923 or
advancedmarkets@aig.com.
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Thank you…
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