February 2022 - SRS Inc

Using a Long-Term Care Rider to Fund a Buy-Sell Agreement

September 25, 2026February 28, 2022 by Tim Fuller

Adult daughter and her aging mother sharing a warm moment while discussing long-term care planning

Most buy-sell agreements are funded with life insurance, which works when an owner dies. But what if an owner can’t work anymore because of a cognitive impairment or chronic illness, and doesn’t die? The life insurance doesn’t pay, and the healthy owner has no way to fund the buyout.

Key takeaways

A standard buy-sell funded only with life insurance leaves a gap if an owner becomes unable to work but doesn’t die.
An indemnity-style LTC rider on the same policy can pay monthly benefits to the policy owner to fund an installment buyout.
In the example, a $350,000 policy paying 2% a month ($7,000) completes the buyout over 50 months.

A $350,000 policy with an LTC rider paying 2% a month funds a $7,000 monthly installment buyout, completed in 50 months.

The gap in most buy-sell agreements

If a partner can no longer participate because of cognitive impairment or a health condition, the business still needs to buy them out. Surrendering the life policy provides only its cash value, which is usually far short, especially on a newer policy. The alternatives are a bank loan or draining company assets.

How the LTC rider solves it

An indemnity-style LTC rider is an accelerated death benefit that pays when the insured is cognitively impaired or can’t perform two or more activities of daily living (ADLs). Because it’s indemnity-style, the benefit is paid to the policy owner, the co-owner or business, rather than reimbursing care expenses. Those payments fund an installment buyout.

Example: Sam and Dave

Sam and Dave value their business at $700,000 and each buys a $350,000 policy with an LTC rider on the other.
Dave becomes ill and can no longer work, and qualifies for benefits under the rider.
After a 90-day elimination period, the rider pays 2% of the death benefit monthly: $7,000.
Sam uses the payments to buy out Dave’s share in installments over 50 months.

Planning notes

The buy-sell agreement should be drafted to include a disability or long-term care trigger that matches the rider’s benefit terms. Tax treatment of accelerated benefits paid to a business owner depends on the policy and structure, so confirm with the client’s tax advisor. Disability buy-out coverage is another option; see including disability coverage in buy-sell planning.

Frequently asked questions

What happens to a buy-sell agreement if an owner becomes disabled?

Unless the agreement and its funding address disability or long-term care, the business may have no funds to buy the owner out. Life insurance only pays at death.

How can an LTC rider fund a buy-sell?

An indemnity-style LTC rider pays monthly benefits to the policy owner when the insured qualifies, which can fund installment buyout payments.

What triggers LTC rider benefits?

Typically cognitive impairment or inability to perform two or more activities of daily living, after an elimination period.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

Tim leads SRS Inc., a full-service IMO (Independent Marketing Organization) and BGA (Brokerage General Agency), connecting independent financial professionals with life, annuity, disability income, and long-term care solutions from 60+ carrier partners.

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Documenting Health Improvements to Earn Underwriting Credit

September 25, 2026February 25, 2022 by Tim Fuller

Underwriter reviewing medical and financial data with a client during risk assessment

Underwriters apply credits only for what they can see in the file. Clients often have positives, such as a clean driving record, recent normal tests, or improved blood pressure, that never make it into the application. Making sure they do can change the offer.

Key takeaways

Credits are applied based on documented evidence in medical records and the application.
Common creditable factors include lifetime non-smoking, favorable driving record, higher income, negative cardiac testing, and controlled blood pressure.
In one case, credits moved a Type 2 diabetic from Table 4 to Table 2.

If it isn’t in the file, the underwriter can’t credit it. Help clients get their positives on the record.

Positives worth documenting

Lifetime non-smoking
Preferred or better driving record
Income level and stable employment
Recent negative cardiac testing (stress test, echocardiogram, calcium score)
Controlled blood pressure and cholesterol trends
Regular exercise noted by a physician
Normal cancer screenings
Weight loss maintained over time

How to get them on the record

Ask clients about recent tests and results during field underwriting, and mention them in a cover letter. If a client has made improvements, such as better blood pressure or weight loss, make sure their doctor has recorded them before applying.

The result

In one case, a 54-year-old woman with Type 2 diabetes and a heavier build started at Table 4. Credits for non-smoking, driving record, income, negative cardiac tests, and controlled blood pressure brought the offer to Table 2. See the full case.

Frequently asked questions

How can I improve my life insurance rating?

Make sure positive factors, such as normal tests, controlled blood pressure, and exercise, are documented in your medical records before applying.

Do underwriters give credit for a good driving record?

Some carriers include driving record in their credit programs.

Should I get a checkup before applying for life insurance?

Often it helps, so recent favorable results are on file. Discuss timing with your advisor.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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When Asset-Based Long-Term Care Is a Fit: 4 Client Profiles

September 25, 2026February 24, 2022 by Tim Fuller

Many clients avoid traditional long-term care insurance because they don’t want to pay for something they may never use. Asset-based (hybrid) long-term care solves that by combining LTC benefits with a death benefit, so the money does something either way.

Key takeaways

Asset-based LTC combines long-term care coverage with a life insurance death benefit, so premiums aren’t lost if care is never needed.
Premiums can be paid as a single premium or over 5, 10, or 20 years, or for life.
Four client profiles fit especially well: those with idle cash, pre-retirees, retirees with unneeded income, and high earners not yet wealthy.

If they need care, the policy pays for it. If they don’t, their family receives a death benefit. The premium isn’t wasted either way.

1. Clients with idle assets (ages 40–80)

Clients holding maturing CDs or bonds, proceeds from a business or home sale, or a recent inheritance. Their concern is the effect a care event would have on their spouse, family, and finances. Typical payment: single premium.

2. Pre-retirees (ages 55–67)

Clients at peak earnings with excess income for premiums, ideally 59½ or older so they can reposition qualified money not needed for retirement income. Their concern is the financial and lifestyle risk to their spouse. Typical payment: 5-, 10-, or 20-pay, or pay for life.

3. Retirees with income to reposition

Retirees with IRA required minimum distributions, annuities, or Social Security income they don’t need for living expenses. Their concern is protecting assets and not depending on family for care. Typical payment: 5-, 10-, or 20-pay.

4. High earners not rich yet (ages 40–55)

Clients with excess annual cash flow, often after caring for a parent or grandparent, who see the value of buying earlier. Some also want to insure their parents to protect their own savings. Their concern is protecting income and assets across generations. Typical payment: 5-, 10-, or 20-pay.

Next steps

Hybrid products differ in benefit structure, inflation options, and whether benefits are indemnity or reimbursement. Compare them with traditional LTC design options, and let our LTC team help you match the product to the client.

Frequently asked questions

What is asset-based long-term care?

A hybrid product, usually life insurance or an annuity with LTC benefits, that pays for long-term care if needed and a death benefit if not.

Who is a good fit for hybrid long-term care?

Clients with idle cash, pre-retirees with excess income, retirees with unneeded RMDs or annuities, and high earners who want to lock in coverage early.

Can I pay for hybrid LTC with a single premium?

Yes. Many clients use a single premium from idle assets, and multi-pay options of 5, 10, or 20 years are also common.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Case Study: $50 Million Key Person Disability Placement for a Hedge Fund CEO

September 25, 2026February 23, 2022 by Tim Fuller

In investment management, clients often invest because of one person. When that person is also CEO, president, and chief investment officer, a serious disability could threaten the entire firm. Here’s how one firm protected against that risk.

Key takeaways

Key person disability insurance pays the business if a critical person can’t work.
This firm’s CEO was central to performance at a fund that grew from $3.5 billion to $17 billion.
A $50 million lump-sum policy, payable after 12 months of disability, funded succession and wind-down planning.

$50 million, paid to the company in a lump sum after 12 months if the CEO can’t perform his duties.

The client

A Southern California asset management and investment firm with a $17 billion portfolio. Its CEO also served as president, chief investment officer, and market strategist, and oversaw all U.S. equity and hedge fund strategies. Assets under management had grown from $3.5 billion to $17 billion in ten years.

The risk

Investors choose funds largely on performance attributed to the manager. If the CEO became seriously disabled, the firm would need cash to retrain staff and, if the disability were permanent, manage an orderly wind-down. The board also required an accelerated divestiture clause allowing investors to withdraw faster if the manager became incapacitated.

The solution

We designed a $50 million key person disability policy, paid to the company in a lump sum after 12 months if the CEO couldn’t perform his duties. The firm then built a broader succession plan and sought coverage for four additional sub-managers identified as critical.

For advisors

The annual premium on this case exceeded $200,000 plus taxes and fees. Most key person disability placements are smaller, often $2 million to $10 million, and are usually cross-sold with key person life insurance. See how business owners protect their business with key person DI.

Frequently asked questions

What is key person disability insurance?

Coverage owned by and payable to a business if a key employee or owner becomes disabled and can’t work.

How much key person disability coverage can a business buy?

It depends on the person’s value to the business. Large specialty placements can reach tens of millions of dollars.

Is key person disability paid as a lump sum?

It can be. Many policies pay a lump sum or monthly benefit after a set elimination period, such as 12 months.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Folding Long-Term Care Into the Retirement Income Conversation

September 25, 2026February 17, 2022 by Tim Fuller

Retirement income planning carefully tallies living expenses and income sources. It rarely accounts for long-term care, one of the largest expenses a retiree can face. Adding it to the conversation makes the plan more realistic, and more complete.

Key takeaways

Health insurance doesn’t cover long-term care, and Medicare’s coverage is limited to short-term skilled care.
In 2025, a private nursing home room cost a national median of about $129,600 a year and assisted living about $74,400.
Without a plan, care is paid from retirement savings, often by selling assets or drawing down 401(k)s at the wrong time.

Could your client absorb an extra $75,000 to $130,000 a year from retirement savings? That’s today’s median cost of care.

Conversation starter 1: living a long life

“Let’s talk about how your plan to live a long life could affect your spouse and children.” Then ask: Who would take care of you? Could that person be a full-time caregiver? Where would you live?

Conversation starter 2: who pays

“Did you know health insurance doesn’t cover long-term care, and Medicare only helps for a short time after an illness or injury?” Then ask:

Could you pay an extra $75,000 to $130,000 a year from retirement savings?
Which assets would you use? Would you have to sell investments or draw down your 401(k)?

See what Medicare and Medicaid actually cover.

Build it into the plan

Treat long-term care as a line item in the retirement income plan. Options include traditional coverage, hybrid products funded with assets that aren’t needed for income, or annuity-based LTC for older clients. See asset-based LTC profiles.

Frequently asked questions

Should long-term care be part of retirement planning?

Yes. It’s one of the largest potential retirement expenses and isn’t covered by health insurance or, for the most part, Medicare.

How much should I budget for long-term care in retirement?

It depends on location and type of care. In 2025, national medians ranged from about $74,400 a year for assisted living to about $129,600 for a private nursing room.

Can retirement assets be used to buy long-term care coverage?

Yes. Some clients reposition idle assets or annuities into hybrid long-term care products.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Expanded Disability Underwriting Guidelines: Foreign Nationals, High Net Worth, and IT Professionals

September 25, 2026February 16, 2022 by Tim Fuller

Disability carriers update their guidelines regularly, and some changes open the door to clients who were previously hard to place. One carrier’s updates expanded eligibility for foreign nationals, high-net-worth clients, and technology professionals.

Key takeaways

Acceptable visas expanded beyond H-1B, L-1, and J-1 to include O-1 and TN holders at one carrier.
Clients with net worth up to $10 million could be considered in the traditional market, with $6–10 million reviewed individually.
IT professionals such as programmers, analysts, developers, and database administrators became eligible for top occupation classes.

High-net-worth clients up to $10 million may be placed in the traditional DI market before turning to surplus lines.

Why guideline changes matter

Every guideline update can mean better pricing or new eligibility for clients who were declined or sent to the specialty market. We work with multiple carriers for both white- and blue-collar clients, so we track these changes for you. Guidelines change often; confirm current rules with us before quoting.

The changes

Select occupation discounts: expanded upgrades and discounts for more education, scientific, and physician classes, making qualification by job duties easier.
Foreign nationals: acceptable visas expanded from H-1B, L-1, and J-1 to include O-1 (extraordinary ability in science, education, or business) and TN (Canadian and Mexican professionals).
High net worth: individuals with net worth up to $10 million considered, with $6–10 million reviewed individually based on asset mix. This allows traditional carriers to provide first-dollar coverage before using the surplus market.
IT professionals: top occupation classes for computer programmers, systems analysts, software developers, and database administrators.

How to use this

Revisit clients who were previously declined or placed in a lower class, especially tech workers, visa holders, and affluent professionals. For very high earners, see closing the income protection gap for high earners.

Frequently asked questions

Can foreign nationals get disability insurance in the U.S.?

Often, yes, depending on visa type, time in the U.S., and carrier. Common acceptable visas include H-1B, L-1, and at some carriers O-1 and TN.

Can wealthy clients get individual disability insurance?

Yes, though high net worth can limit coverage. Some carriers consider net worth up to $10 million in the traditional market.

What occupation class are software developers for disability insurance?

Many carriers now place IT professionals in their top occupation classes.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Indexing Asset Value in Financial Underwriting: Estate Plans vs Buy-Sells

September 25, 2026February 15, 2022 by Tim Fuller

Successful clients usually expect to be worth more later, and many would rather buy the coverage now than face tougher medical underwriting at an older age. Whether a carrier will justify that extra coverage depends on why it’s being bought.

Key takeaways

For estate planning, most carriers allow the projected estate to be indexed for growth when justifying coverage.
A common formula uses a reasonable interest rate (often 3–4%) for 75% of life expectancy, capped at 15 years, though it varies by carrier.
For buy-sell funding, carriers generally won’t count anticipated growth in business value; key person coverage may justify additional insurance instead.

A common indexing formula: grow the estate at 3–4% for 75% of the insured’s life expectancy, up to 15 years.

Why clients want to insure future value

Clients funding a future estate tax liability or a business buyout know their numbers will grow. Buying enough coverage now avoids the risk that their health changes and more coverage becomes expensive or unavailable later.

Indexing for estate planning

Most carriers let clients index their estimated taxable estate (usually close to net worth) for growth. A common approach applies a reasonable rate, often 3–4% unless there’s a compelling reason for more, over a period equal to 75% of the insured’s life expectancy, not to exceed 15 years. The details differ by company, so indexing rules can decide which carrier fits a large case. With the federal exemption now set at $15 million per person from 2026, this matters most for clients whose estates will exceed that amount, or who live in states with their own estate tax.

Why buy-sell cases are treated differently

It would seem logical to index a business’s value the same way, since owners expect the company to grow. Carriers generally don’t allow it: coverage for a buy-sell is justified on the current agreed value. One likely reason is that someone other than the insured’s heirs benefits from the extra coverage. If more coverage is needed, key person insurance may be a legitimate way to justify it.

Plan the financials early

Financial underwriting issues are easier to solve at the start of a case than after an application stalls. Talk to us before you apply about the justification and which carrier’s guidelines fit the plan.

Frequently asked questions

Can a client buy life insurance for the estate they expect to have?

Often, yes. Many carriers allow the current estate to be projected forward at a reasonable growth rate when justifying coverage for estate planning.

Can business value be indexed for buy-sell coverage?

Generally not. Carriers usually base buy-sell coverage on the current agreed value. Key person coverage may justify additional insurance.

Does indexing vary by carrier?

Yes. Growth rates, time periods, and caps differ, which can make indexing rules a deciding factor in carrier choice for large cases.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Convertible Term to Survivorship: An Affordable Estate Planning Bridge for Hesitant Clients

September 25, 2026February 14, 2022 by Tim Fuller

Some affluent clients see the need for estate liquidity but hesitate to commit to a survivorship policy. Uncertainty about markets, taxes or family circumstances keeps them on the sidelines. Convertible term that can later convert to survivorship life offers a lower-cost way to lock in protection now.

Key takeaways

Some carriers allow individual term policies on each spouse to be converted into a survivorship (second-to-die) policy during the conversion period.
Clients get immediate protection and lock in their underwriting class, with a smaller premium commitment than permanent coverage.
ILIT ownership works, but structure matters: covering each spouse for half the need can avoid new evidence of insurability at conversion.

Your clients receive immediate protection while locking in their underwriting class — with far less coming out of the checkbook today.

Why clients hesitate on survivorship life

Survivorship life is often the most efficient way to provide estate liquidity for a married couple, but it’s a long-term, permanent commitment. With the federal estate tax exemption now at $15 million per person ($30 million per couple) under the One Big Beautiful Bill Act, some clients are unsure whether they’ll have a taxable estate at all, while others face state estate taxes or business and illiquidity issues that still require planning.

For clients taking a wait-and-see approach, doing nothing risks losing insurability. Convertible term offers a middle path. See what the $15 million exemption means for your clients for context.

How the conversion strategy works

Certain carriers allow individual term policies to be converted into a survivorship universal life policy during the designated conversion period. The couple buys term now, satisfying the total insurance need at a much lower premium, and retains the right to convert to survivorship coverage at attained age later — without new medical underwriting for the insured lives, subject to the carrier’s rules.

Conversion privileges, eligible products and deadlines vary significantly by carrier, so confirm current availability before recommending the strategy.

Owning the term policies in an ILIT

The policies can be owned individually or by an irrevocable life insurance trust. If a trust is used, keep two points in mind:

If only one spouse is covered by the term policy, the other spouse will generally need to provide evidence of insurability when the policy converts to survivorship coverage.
Having the trust buy half of the total need on each spouse allows the couple to reach the full survivorship amount at conversion without new proof of insurability.

Putting it to work

This approach is a good fit for couples who recognize an estate liquidity need but aren’t ready to commit, those whose estate tax exposure is uncertain, and those who want to lock in health class while it’s favorable. Our team can identify which carriers’ term policies qualify for survivorship conversion and prepare quotes showing the most affordable options.

Frequently asked questions

Can term life insurance be converted to survivorship life?

Some carriers allow individual term policies on each spouse to convert into a survivorship universal life policy during the conversion period. Not all carriers or products offer this, so confirm availability.

Does converting term to survivorship require a new medical exam?

Typically not for the insureds already covered by the term policies, within the carrier’s conversion rules. A spouse not covered by term may need to show evidence of insurability.

Can an ILIT own the convertible term policies?

Yes. A trust can own the policies. Buying half of the total need on each spouse can let the trust convert to the full survivorship amount without new underwriting.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Case Placement: Standard Rates After Hepatitis C and Two Carrier Setbacks

September 25, 2026February 11, 2022 by Tim Fuller

The same impaired-risk case can get wildly different answers from different carriers. This Hepatitis C file went from a decline to Standard, and the only thing that changed was where it was submitted.

Key takeaways

Underwriting for Hepatitis C depends heavily on liver damage (fibrosis stage) and whether treatment achieved a cure.
Sustained virologic response (SVR) after treatment and normal liver function are the strongest positives in the file.
Four carriers produced four outcomes on the same case: decline, Table E, Table B, and Standard Non-Tobacco.

Same client, same file, four carriers: a decline, Table E, Table B — and Standard Non-Tobacco.

The case

58-year-old male seeking $1 million of term coverage
Non-smoker, 5’11” and 230 lbs; takes medication for cholesterol and blood pressure
Diagnosed with Hepatitis C in his late teens from a contaminated blood transfusion
Liver biopsy showed stage 2 fibrosis, no cirrhosis
Curative treatment with Harvoni in 2015; post-treatment testing showed sustained virologic response
Current liver function tests normal

The results, carrier by carrier

Carrier 1: declined
Carrier 2: tentative Table E Non-Tobacco
Carrier 3: Table B Non-Tobacco, even with its credit program
Carrier 4: Standard Non-Tobacco

What made the difference

Modern Hepatitis C treatments can cure the infection, but carriers haven’t all updated their guidelines at the same pace. Some still weight the original diagnosis heavily; others focus on the cure and current liver health. Knowing which carriers take the second view is what turned this case around. It’s the same pattern we saw in a case that was declined three times before a Standard offer.

How to present a Hepatitis C case

Include treatment dates, the medication used, post-treatment viral load results showing SVR, the most recent liver function tests, and any biopsy or imaging on fibrosis. Send the details to our Underwriting Team first so the case goes to the right carrier the first time.

Frequently asked questions

Can someone with a history of Hepatitis C get life insurance?

Yes. Clients who have been cured, with sustained virologic response and normal liver function, can qualify for Standard or better with the right carrier.

What is sustained virologic response (SVR)?

SVR means the virus is undetectable in the blood months after treatment ends. It’s considered a cure and is the most important positive in a Hepatitis C file.

Why did carriers disagree so much on this case?

Carriers update impairment guidelines at different speeds. Some still rate the original diagnosis heavily, while others focus on the cure and current liver health.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Multi-Life Long-Term Care Sales: Finding Prospects in Your Existing Book

September 25, 2026February 10, 2022 by Tim Fuller

The hardest part of most sales is finding the prospect. For multi-life long-term care, your best prospects may already be in your client files.

Key takeaways

Business owners, professionals, and executives are natural gateways to multi-life LTC sales.
Multi-life cases may qualify for discounts and underwriting concessions not available individually.
Employer-paid premiums are often deductible, and carve-out plans are generally not subject to ERISA.

One business-owner client can open the door to five, ten, or more long-term care policies.

Hidden multi-life triggers in your book

Look for clients who:

Own a business or work in a profession such as law, medicine, accounting, or consulting
Hold a senior role or influence benefits decisions
Run a growing business that wants to offer more benefits
Could use the tax advantages of buying LTC with company dollars
Have employees who could benefit from group discounts and underwriting concessions

Organizations willing to pay some or all premiums for five or more lives are often the strongest prospects.

What’s in it for the business and employees

Carve-out plans are generally not subject to ERISA
Employer-paid premiums are often deductible as a business expense
Possible multi-life discounts and simplified underwriting
Unisex pricing may be available in some multi-life programs

Starting the conversation

Start with the owner’s own coverage, then ask about key employees. The tax angle often opens the door; see how LTC insurance provides tax advantages. Our LTC team can help you structure a multi-life proposal.

Frequently asked questions

What is multi-life long-term care insurance?

LTC coverage sold to several people through the same employer or organization, often with discounts and simplified underwriting.

How many lives are needed for a multi-life LTC discount?

It varies by carrier, but many programs start at three to five lives.

Can a business deduct long-term care premiums for employees?

Employer-paid premiums are often deductible as a business expense; C-corporations generally get the most favorable treatment.

50+ Years in Business60+ Top-Rated Carriers★★★★★ Rated by Advisors

Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Using a Long-Term Care Rider to Fund a Buy-Sell Agreement

The gap in most buy-sell agreements

How the LTC rider solves it

Example: Sam and Dave

Planning notes

Frequently asked questions

Tim Fuller

We’re Here to Help

Positives worth documenting

How to get them on the record

The result

Frequently asked questions

Tim Fuller

We’re Here to Help

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We’re Here to Help

Tim Fuller

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