Presented by Brian Leising I had a recent conversation with a producer who has an opportunity to help several employees at a business obtain individual life insurance. Why individual coverage in a business? The business recently changed ownership and the new owner decided not to offer group life insurance to the employees. I used to warn employees of this very situation while selling life insurance as a voluntary workplace benefit. I explained that although the group plan their employer offered was a great benefit, they were not in control. The employer could drop the benefit at any time. If they left that employer for another, they had no guarantee the next employer would offer the same benefit. If you find yourself in a similar situation, ask your prospects: “Do you really want to hand over control of your family’s financial future if you died unexpectedly to your employer? You have the ability – and the duty – to take control of the situation and take care of your family yourself. Your employer will never care for your family as much as you do.” I understand some people cannot qualify for individual life insurance due to poor health. Most can. Make sure your clients and prospects are aware of this potential problem and make sure they have personally owned life insurance in place before their employer forces their hand. They may not qualify in the future.