Tim Fuller

President, SRS Inc.

Tim Fuller is President of SRS Inc., a full-service IMO (Independent Marketing Organization) and BGA (Brokerage General Agency) that has connected independent financial professionals with life, annuity, disability income, and long-term care solutions from 60+ carrier partners for more than 50 years. Tim and the SRS team specialize in impaired-risk underwriting, advanced case design, and helping advisors place the cases other IMOs turn away.

Life InsuranceImpaired RiskLong-Term CareDisability IncomeAdvanced MarketsUnderwriting

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Stacking Group, Individual, and Excess Disability Insurance for Executives and Physicians

September 25, 2026October 6, 2021 by Tim Fuller

Professional working confidently at her desk, representing disability income protection

Executives, physicians, and other high earners often have group disability and even an individual policy, yet are still badly underinsured. Carrier issue limits and group caps leave a gap that only a third layer of coverage can fill.

Key takeaways

Group plans for physicians and executives often cap benefits at a small fraction of actual income.
Traditional individual DI carriers have maximum issue limits that high earners quickly exceed.
High-limit excess DI, a third tier, can bring clients earning over $250,000 closer to 65–75% replacement.

Earn $600,000, and group plus individual coverage might replace only a third of it. The third tier closes the gap.

The three tiers

Group LTD: employer-provided, often 60% of salary up to a monthly cap, typically taxable. See the limits of group coverage.
Individual DI: portable, usually tax-free benefits, but limited by carrier issue and participation limits.
Excess or high-limit DI: coverage from specialty markets that sits on top of the first two, often with higher limits and flexible financial underwriting.

Who needs a third tier

Clients earning over roughly $250,000, including physicians, attorneys, accountants, and executives, should generally aim for 65–75% of earnings in total protection. Many can’t reach that with group and individual coverage alone. Bonuses, deferred compensation, and K-1 income are common sources of uncovered earnings. See also closing the income protection gap for high earners.

How we build it

We coordinate all three layers so benefits fit together within carrier participation limits. The plan can be simple or comprehensive depending on the client’s needs.

Frequently asked questions

What is excess disability insurance?

High-limit coverage, often from specialty markets, that sits on top of group and individual policies for high earners.

How much disability coverage should a high earner have?

Many advisors target 65–75% of total earnings, which often requires group, individual, and excess coverage combined.

Why can’t high earners get enough individual disability insurance?

Traditional carriers have maximum issue and participation limits that high incomes quickly exceed.

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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Family LLCs and Valuation Discounts: Still a Powerful Gifting Tool

September 25, 2026October 5, 2021 by Tim Fuller

Advisor and client reviewing an advanced markets estate planning strategy in a private office

Parents who want to pass wealth to children often worry about handing over control too soon. A family LLC solves that, and it can also make every dollar of gift exemption go further through valuation discounts.

Key takeaways

A family LLC with voting and non-voting interests lets parents gift ownership while keeping control of the assets.
Non-voting, non-marketable interests can often be valued at a discount, so more value passes per dollar of exemption used.
2021 proposals to eliminate discounts on passive assets were not enacted; discounts remain available but require a qualified appraisal and careful structure.

Gift 50% of a $1 million LLC with a 25% valuation discount, and the reportable gift is $375,000 — not $500,000.

How a family LLC works

The family consolidates assets in an LLC with two classes of interest: voting (often 1–2%) and non-voting (the rest). Parents gift non-voting interests to children, using annual exclusions or lifetime exemption. Growth on the gifted interests happens outside the parents’ estate, while parents keep all voting control. If income allocations to the parents fall, a reasonable management salary can help.

How valuation discounts work

An interest with no vote and no ready market is worth less than its proportionate share of the underlying assets. So a 50% non-voting interest in a $1 million company might be appraised at a 25% discount, making the gift $375,000 instead of $500,000. The discount must be supported by a qualified appraisal and a real business purpose.

Current status

In 2021, the Build Back Better proposal would have disallowed discounts on transfers of “non-business” passive assets, such as marketable securities, held in a family entity. That provision was not enacted. Discounts remain available, but the IRS scrutinizes them, especially on entities holding mostly passive investments, so structure and documentation matter.

Where life insurance fits

With the federal exemption now $15 million per person, family LLCs are most relevant for larger estates and for clients who want to shift future growth out of the estate. Life insurance, often owned by an irrevocable trust, can provide liquidity for any remaining estate tax and equalize inheritances. See gifting strategies under the permanent $15 million exemption.

Frequently asked questions

What is a family LLC?

A limited liability company that holds family assets, typically with voting interests kept by parents and non-voting interests gifted to children.

Are valuation discounts for family LLCs still allowed?

Yes. Proposals in 2021 to limit them were not enacted, but discounts must be supported by a qualified appraisal and are closely reviewed by the IRS.

How big are family LLC discounts?

It depends on the assets and structure; the appraisal determines it. The example in this article uses a 25% discount for illustration.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Gifting Strategies Under the Permanent $15 Million Exemption

September 25, 2026October 4, 2021 by Tim Fuller

In 2021, advisors were racing to help clients use their exemption before it shrank. That urgency is gone: the exemption is now $15 million per person and no longer scheduled to drop. The planning question has shifted from “how fast” to “what’s the smartest way to use it.”

Key takeaways

The federal gift and estate exemption is $15 million per person from 2026, with no scheduled sunset.
Lifetime gifts move future appreciation out of the estate, but heirs inherit the donor’s income tax basis rather than a step-up.
Life insurance premiums gifted to an irrevocable trust can multiply the value of exemption and annual exclusion gifts.

Gifts shift future growth out of the estate — but gifted assets keep the donor’s basis. Give low-gain assets; keep highly appreciated ones for the step-up at death.

What changed since 2021

Back then, proposals would have cut the exemption early, and the 2017 law’s increase was scheduled to expire at the end of 2025. Neither happened as feared: the One Big Beautiful Bill Act set a permanent $15 million per-person exemption from 2026. See what the permanent exemption means.

Considerations before making large gifts

Control: clients may be uneasy giving away large amounts outright. A family LLC lets them gift non-voting interests while keeping control.
Basis: recipients take the donor’s income tax basis. Gift assets with little built-in gain, and leave highly appreciated assets to pass at death with a step-up.
Married couples: each spouse has an exemption. Consider which spouse’s exemption to use first, and watch community property rules when retitling assets.
Future law changes: “permanent” means no scheduled sunset, not immunity from future legislation. Using exemption now locks in the benefit.

Where life insurance adds leverage

Gifts to an irrevocable life insurance trust (ILIT) used to pay premiums can turn a modest annual gift into a much larger, income-tax-free death benefit outside the estate. Premium gifts can often be covered by the annual exclusion ($19,000 per recipient in 2025) using Crummey withdrawal powers, preserving lifetime exemption for other planning. For larger single-premium designs, part of the lifetime exemption can be used.

Frequently asked questions

How much can I gift without paying gift tax in 2026?

Each person can give up to $15 million over their lifetime free of federal gift tax, in addition to annual exclusion gifts to each recipient.

Is it better to gift assets now or leave them at death?

It depends. Gifting removes future growth from the estate, but assets left at death generally get a step-up in basis. Low-gain assets are often better gifts.

How does life insurance fit into lifetime gifting?

Gifts to an irrevocable trust can pay premiums on a policy whose death benefit passes outside the estate, multiplying the value of the gift.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Selling Assets to an Intentionally Defective Grantor Trust: Where Life Insurance Fits

September 25, 2026October 1, 2021 by Tim Fuller

An intentionally defective grantor trust (IDGT) is one of the most effective tools for high-net-worth clients who want to move a growing asset out of their estate. It’s also a natural home for life insurance.

Key takeaways

An IDGT is outside the grantor’s estate for estate tax purposes but treated as the grantor for income tax purposes.
Because the grantor and trust are the same taxpayer, selling appreciated assets to the trust for a note generally triggers no capital gain, and note interest isn’t taxable income.
Life insurance can be transferred to a grantor trust without triggering the transfer-for-value rule, and can fund liquidity or repay the note.

Sell a growing asset to the trust for a note, and future appreciation above the note’s interest rate passes to heirs outside the estate.

Why the “defect” is intentional

Grantor trust rules were originally written to stop income shifting, when trusts were taxed at lower rates than individuals. Today trust tax brackets are highly compressed, so paying the trust’s taxes personally is usually preferable. Trusts are therefore deliberately drafted to be grantor trusts for income tax while remaining outside the estate. Proposals in 2021 to curb grantor trusts were not enacted.

How an installment sale works

The grantor makes a “seed” gift to the trust, often around 10% of the value of the asset to be sold.
The grantor sells an appreciating asset, such as business interests, to the trust for a promissory note at the IRS’s applicable federal rate.
Because the grantor and trust are one taxpayer, the sale generally doesn’t trigger capital gain, and interest payments aren’t taxable income to the grantor.
Growth above the note’s interest rate stays in the trust, outside the estate.

Where life insurance fits

Ownership: the trust can own life insurance on the grantor, keeping the death benefit outside the estate.
Transfer-for-value: transferring an existing policy to a grantor trust is generally treated as a transfer to the insured, an exception to the transfer-for-value rule. See how transfer-for-value can hurt a death benefit.
Liquidity: the death benefit can repay any outstanding note or provide cash for estate taxes.

Planning notes

Assets in the trust don’t receive a step-up in basis at the grantor’s death. The strategy requires careful drafting, a qualified appraisal, and ongoing administration, so it should always be designed with the client’s attorney and tax advisor. We can help model the life insurance piece. More on how grantor trusts work.

Frequently asked questions

What is an intentionally defective grantor trust?

An irrevocable trust drafted so its assets are outside the grantor’s estate, while the grantor is still treated as owner for income tax purposes.

Does selling assets to an IDGT trigger capital gains tax?

Generally no, because the grantor and the trust are treated as the same taxpayer for income tax purposes.

Can a life insurance policy be moved into a grantor trust?

Yes. A transfer to a grantor trust is generally treated as a transfer to the insured, an exception to the transfer-for-value rule.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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5 Steps to Build a Long-Term Care Business Plan for Your Practice

September 25, 2026September 30, 2021 by Tim Fuller

Most advisors intend to write more long-term care business. Without a plan, months slip by. A simple, written business plan keeps LTC on the agenda all year.

Key takeaways

Write the plan down, keep it visible, and review it weekly.
Set realistic, measurable goals such as applications, meetings, or referrals.
Track results and adjust what isn’t working.

Instead of “sell more LTC,” commit to making long-term care part of every planning conversation.

1. Stay motivated all year

Write your plan down and put it where you’ll see it every day. Set a recurring weekly calendar entry to review progress. Start small with goals you can actually hit.

2. Set realistic, measurable goals

A vague goal like “increase LTC business” is hard to act on. Instead, commit to integrating long-term care into your practice and attach numbers: applications written, client meetings held, or referrals received.

3. Create a strategy

Decide how you’ll reach those goals. That might mean raising LTC in every financial planning review, or hosting quarterly education events. Set monthly or quarterly milestones. Ideas for building visibility are in four ways to become the LTC expert in your community.

4. Take action

Begin each day with one task tied to a specific goal. Small, consistent steps build momentum.

5. Track results and adjust

Review whether you’re ahead or behind. Keep what works, drop what doesn’t, and stay flexible.

Frequently asked questions

How do I grow my long-term care insurance sales?

Set measurable goals, make LTC part of every planning conversation, build referral relationships, and track your results.

What goals should an LTC business plan include?

Measurable targets such as applications, client meetings, seminars, and referrals, with monthly or quarterly milestones.

How often should I review my business plan?

Weekly for progress, with a deeper review quarterly to adjust strategies.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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The Transfer-for-Value Rule: How to Avoid Turning Tax-Free Death Benefits Taxable

September 26, 2026September 28, 2021 by Tim Fuller

Life insurance death benefits are usually income tax-free, but a policy transferred for value can lose much of that advantage. Knowing the rule, its exceptions and how to fix a tainted policy helps advisors protect clients during ownership changes.

Key takeaways

If a policy is transferred for valuable consideration, the death benefit may be taxable except to the extent of the buyer’s basis.
Key exceptions include transfers to the insured, a partner of the insured, a partnership that includes the insured, or a corporation in which the insured is a shareholder or officer.
A policy tainted by a transfer for value can often be cleansed by a transfer back to the insured, since only the last transfer governs.

Consideration doesn’t have to be cash; the IRS can treat almost any benefit received in exchange for a policy as value.

What the rule says

Under Internal Revenue Code Section 101, death proceeds are generally excluded from income. But if a policy (or an interest in it) was acquired for valuable consideration, the exclusion is limited to what the new owner paid plus later premiums. The rest may be taxable income.

Consideration isn’t limited to cash. Services, other property, or any benefit given in exchange for the policy may qualify. Life settlements and business transactions are where this most often shows up.

The main exceptions

The rule does not apply when the policy is transferred to:

The insured
A partner of the insured
A partnership in which the insured is a partner (including LLCs taxed as partnerships)
A corporation in which the insured is a shareholder or officer

Transfers where the new owner’s basis carries over, such as most gifts between family members, are also generally protected. Note that a transfer to a co-shareholder is not on the list, which is a common trap in cross-purchase buy-sell planning when corporate owners swap policies.

Two common gray areas

Collateral assignments. The regulations state that pledging or assigning a policy as collateral security is not a transfer for value. Using a policy to secure a loan is generally safe; an assignment for another purpose may not be.

Beneficiary changes. The regulations focus on creating an enforceable contractual right to the proceeds. A revocable beneficiary change doesn’t create that right, so it is unlikely to be a transfer for value on its own, though there may be other reasons not to name someone in exchange for something.

Because these areas depend on facts, the client’s attorney or tax advisor should review any transfer before it happens.

How to fix a tainted policy

There is good news. A transfer back to the insured is never a transfer for value, and generally only the last transfer determines the tax result. So a policy tainted by an earlier transfer may be cleansed by transferring it back to the insured and then planning forward from there.

Keep in mind that sales of policies to unrelated parties now carry additional reporting requirements. Contact us with any questions about transferring ownership of an existing policy, and our team will help you think it through with the client’s advisors.

Frequently asked questions

What is a transfer for value in life insurance?

It occurs when a life insurance policy or an interest in it is transferred in exchange for valuable consideration. The death benefit may then be taxable except to the extent of the new owner’s basis.

What are the exceptions to the transfer-for-value rule?

Transfers to the insured, a partner of the insured, a partnership that includes the insured, or a corporation where the insured is a shareholder or officer are exceptions, as are most transfers where basis carries over, such as gifts.

Can a transfer-for-value problem be fixed?

Often yes. Since a transfer back to the insured is never a transfer for value and generally only the last transfer counts, moving the policy back to the insured can cleanse it. Clients should confirm with their tax advisor.

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Reviewed by Tim Fuller on 2026-09-26

Tim Fuller

President, SRS Inc.

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Business Continuation Planning: Using Life Insurance to Fund a Buy-Sell Agreement

September 26, 2026September 27, 2021 by Tim Fuller

Small business owners wear many hats, and succession planning rarely makes it to the top of the list. Yet without a plan, a death, disability or retirement can leave the business, the family and the remaining owners in limbo. A funded buy-sell agreement brings order to that moment.

Key takeaways

Many small business owners have thought about who would run the business without them, but far fewer have a formal continuation plan.
A buy-sell agreement guarantees a buyer, sets a price in advance and separates the family from the ongoing business.
Life insurance provides the cash to complete the buyout exactly when it’s needed.

A business can fail simply because no one agreed ahead of time on who would take over and how they would pay for it.

The planning gap

Surveys of small business owners have long shown a gap between thinking and doing: many owners say they have considered who would run the business in their absence, but far fewer have a documented continuation plan. When an owner dies, becomes disabled or retires without one, confusion over ownership, value and control can damage or even end the business.

What a buy-sell agreement does

A buy-sell agreement is a contract that says what happens to an owner’s interest when a triggering event occurs. A well-designed agreement:

Establishes a guaranteed buyer for the owner’s interest
Sets the price or valuation method while everyone is healthy and able to negotiate fairly
Lets surviving owners avoid running the business with a deceased owner’s family if they choose not to
Gives the family a fair price and liquidity when they need it most

Why life insurance is the natural funding tool

An agreement is only as good as the money behind it. Life insurance provides a known, generally income tax-free sum at the moment of death, so the buyer doesn’t have to borrow, drain business cash or pay in installments. Disability buy-out coverage can fund the agreement if an owner becomes disabled.

The structure matters. Choosing between a cross-purchase and an entity redemption affects taxes, basis and, after the Supreme Court’s 2024 Connelly decision, how corporate-owned insurance is counted in valuing the business. Our post on cross-purchase buy-sell agreements walks through one common approach.

How SRS helps

We can help you gather business valuation information, design the right coverage for each owner and compare options across our carrier partners. Contact us with your next business owner case and we’ll help you bring a clear, funded plan to the table.

Frequently asked questions

What is business continuation planning?

It is planning for what happens to a business when an owner dies, becomes disabled or retires, usually through a buy-sell agreement that sets a buyer, a price and a funding source.

Why use life insurance to fund a buy-sell agreement?

Life insurance delivers a known sum at the owner’s death, so the buyer has cash to complete the purchase without borrowing or straining the business.

What triggering events should a buy-sell agreement cover?

Most agreements address death, disability and retirement, and many also cover divorce, termination of employment and an owner’s desire to sell.

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Reviewed by Tim Fuller on 2026-09-26

Tim Fuller

President, SRS Inc.

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How Life Insurers Treat Family History for Older Applicants and Gender-Specific Cancers

September 25, 2026September 24, 2021 by Tim Fuller

Adverse family history can cap a client’s rate class, but not always. Two carrier rules often surprise advisors: family history may be ignored for older applicants, and gender-specific cancers in a parent of the opposite sex may not count.

Key takeaways

Some carriers don’t consider family history at all once the applicant is over 65.
Gender-specific cancers, such as prostate cancer in a father, may not count against an applicant of the opposite sex.
Two applicants with significant family history both received Preferred Best.

Both parents died of heart disease and cancer by 60 — and at 67, the client still got Preferred Best.

Rule 1: family history after 65

Some carriers stop considering family history once the proposed insured is older than 65, since the client has already outlived the risk period.

67-year-old male, 5’10”, 190 lbs
Blood pressure averaging 140/84; total cholesterol 218, ratio 4.6
Father died at 45 of a heart attack; mother died at 60 of breast cancer
No other adverse history

Decision: Preferred Best. Family history had no bearing because of his age.

Rule 2: gender-specific cancers

Some carriers don’t count gender-specific cancers against an applicant of the opposite sex.

42-year-old female, 5’3”, 154 lbs
Blood pressure 130/80 and cholesterol 220 (ratio 4.2), both treated with medication
Father died at 59 of prostate cancer

Decision: Preferred Best. Her father’s prostate cancer didn’t affect her rating.

Know the rules by carrier

Family history rules vary widely. Our Underwriting Team can match clients to the carriers whose rules favor them. See also family history of heart disease and family history of cancer.

Frequently asked questions

Does family history matter for life insurance after 65?

At some carriers, no. They stop considering family history once the applicant is over 65.

Does my father’s prostate cancer affect my life insurance?

For female applicants, some carriers don’t count gender-specific cancers of the opposite sex.

How much does family history affect life insurance rates?

It can limit the best rate classes, but rules vary widely by carrier, age, and the specific conditions.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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4 Ways to Become the Long-Term Care Expert in Your Community

September 25, 2026September 23, 2021 by Tim Fuller

In a crowded financial services market, becoming the local long-term care resource is one of the clearest ways to stand out. It builds trust and a steady flow of referrals.

Key takeaways

Join community organizations and publish local content to build a reputation as the LTC resource.
Educate estate attorneys and CPAs, who see clients’ LTC risk but rarely address it.
Seminars and webinars reach many prospects at once, but follow-up calls turn them into appointments.

Estate attorneys and CPAs see clients’ long-term care risk every day. Be the professional they call about it.

1. Build your brand

Join groups such as your local Council on Aging, Rotary, or Chamber of Commerce and offer to educate members on LTC planning. A bylined article in a local publication also establishes expertise.

2. Create awareness with professionals

Estate planning attorneys and accountants often see clients whose assets are at risk from a care event. Show them how LTC planning protects their clients’ plans and quality of life. Social media is another way to share expertise and ask for referrals.

3. Build relationships

Keep your schedule full and your contact list growing. Long-term care is a topic people need to hear about more than once, so consistent education builds your reputation over time.

4. Generate leads

Seminars and webinars put you in front of many people at once, and we provide marketing materials to use. Always follow up by phone to schedule appointments and answer questions. Then use eight ways to ease into the talk in your meetings.

Frequently asked questions

How can I get more long-term care insurance leads?

Seminars, webinars, community involvement, and referral relationships with attorneys and CPAs are reliable sources.

Should I partner with estate planning attorneys on LTC?

Yes. Attorneys see clients whose plans are at risk from long-term care costs and value a trusted LTC resource.

Does SRS provide LTC marketing materials?

Yes. We offer seminar and marketing materials for advisors presenting long-term care planning.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Short-Term vs. Long-Term Disability Insurance: Differences and When to Use Each

September 25, 2026September 22, 2021 by Tim Fuller

Short-term and long-term disability insurance both replace income when a client can’t work because of illness or injury. The difference is how quickly they start and how long they pay, and most clients benefit from understanding both.

Key takeaways

Short-term disability typically starts after 7 to 30 days and pays for up to two years.
Long-term disability usually starts after 90 to 180 days and can pay for two years, five years, or to age 65 or 70.
Accident-only short-term plans are an affordable option for workers most worried about injuries.

Short-term DI covers the first weeks and months. Long-term DI protects against the disability that keeps a client out of work for years.

Short-term disability

Short-term policies pay after a short elimination period, often 7 to 30 days, and for a limited period up to two years. They’re useful for significant but temporary disabilities, such as recovery from an accident or surgery. Clients often combine them with emergency savings, paid leave, and workers’ compensation.

An accident-only short-term plan is even more affordable and popular with younger and blue-collar workers who are more concerned about injury than illness. See short-term protection for active clients.

Long-term disability

Long-term policies have longer elimination periods, commonly 90 to 180 days, and benefit periods from two years up to age 65 or 70. They protect against disabilities that could otherwise lead to foreclosure, debt default, or depleted retirement savings. Riders can tailor coverage, including cost-of-living adjustments, partial or residual disability benefits, and future increase options.

Using them together

Short-term coverage (or savings) can bridge the elimination period of a long-term policy, allowing a longer, less expensive elimination period on the long-term side.

Questions to ask clients

How long could you meet monthly expenses if you couldn’t work?
How much savings could you use?
Does your employer offer disability coverage, and what does it pay?
What’s your occupation and reported income?

Send us the answers for a side-by-side quote. Availability varies by state.

Frequently asked questions

What is the difference between short-term and long-term disability?

Short-term starts quickly and pays for up to two years; long-term starts after a longer wait and can pay for many years, often to age 65 or 70.

Do I need both short-term and long-term disability insurance?

Many people use savings or short-term coverage to bridge the long-term policy’s elimination period. The right mix depends on savings and employer benefits.

What is accident-only disability insurance?

A short-term plan that pays only for disabilities caused by accidents, not illness, at a lower premium.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Tim Fuller

Stacking Group, Individual, and Excess Disability Insurance for Executives and Physicians

The three tiers

Who needs a third tier

How we build it

Frequently asked questions

Tim Fuller

We’re Here to Help

How a family LLC works

How valuation discounts work

Current status

Where life insurance fits

Frequently asked questions

Tim Fuller

We’re Here to Help

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Tim Fuller

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