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1 Key Person Coverage Prepared for: Date: Presented by:

2 PURPOSE This presentation is for the purpose of helping you understand how life and disability income insurance can be used to overcome the shock to the business of the loss of a key person. There are a variety of insurance options available. Neither the Blue Ridge Benefit Design Group, Inc. nor its employees or agents may give legal or tax advice. Consult your attorney or tax advisor for complete up to date information and the preparation of documents. This presentation is not valid unless accompanied by a NAIC compliant illustration.

3 OVERVIEW What is Key Person Insurance? Key person insurance reimburses the business for the loss incurred when a key employee dies or becomes disabled. This is accomplished through purchasing life and/or disability policies on key employees. Key person coverage may also be used to recover the costs associated with various company benefits usually executive benefit programs. Who is a Key Person? The Need In general the factors are: Compensation an indication of worth Decision making power influence Special skills or talent difficult or costly to replace Source of capital necessary for credit Occupies a key position makes it happen Lack of back-up management Limited liquidity Significant debt Rapid growth Special abilities and skills Customer relationships

4 REPLACEMENT COST Assuming insurable interest based on the factors previously discussed, the two most common methods of determining the value of a key person are: Multiple of compensation usually 1 to 3 times annual compensation Replacement value Present value of lost revenue attributed to lost key employee Less estimated present value of revenue generated by the new Employee Plus the hiring and training expense for the new employee STRUCTURING THE POLICY The company purchases and is the owner and beneficiary of a key person policy with the proceeds paid to the company upon the death or disability of the key employee. The proceeds are used to: Replace lost revenues Recruit and train replacements Recover costs associated with key employee benefit programs Cash values are a company asset and can be used to reimburse the company or as an employee benefit. Waiver of premium insures the continuation of coverage in the event of disability.

5 ASSUMPTIONS Company Name: Key Person: Date of Birth: Underwriting Class: ILLUSTRATION SUMMARY Carrier Policy Type Policy Name Face Amount Premium Payment Period Death Benefit 10 Years 20 Years 30 Years Cash Value 10 Years 20 Years 30 Years Coverage Period Guaranteed Current

6 APPENDIX Neither The Blue Ridge Benefit Design Group nor its employees or agents may give legal or tax advice. These statements are of a general nature only and may not apply to a customer's particular situation. TAX DEFINITION OF LIFE INSURANCE A policy will qualify as life insurance under IRC Sec if the policy qualifies as life insurance under applicable state law and meets one of two alternative tests: (a) the sum of premiums paid at any time does not exceed the greater of the guideline single premium or the sum of the guideline level premium at such time, and the death benefit payable under the policy at any time is at least equal to an applicable percentage of the cash surrender value (the "guideline premium and cash value corridor test"); or (b) the cash surrender value of the policy must not at any time exceed the net single premium which would be necessary to fund future benefits under the policy (the "cash value accumulation test"). Failure to qualify as life insurance will result in taxation of all cash value increases, and only the excess of the death benefit over the net surrender value will be excludable from the income of the beneficiary as a death benefit. MODIFIED ENDOWMENT CONTRACT 1 As defined in IRC Sec. 7702A, a Modified Endowment Contract ("MEC") is a life insurance policy in which the cumulative premium payments in any one of the first seven policy years, exceeds the sum of the net level premiums which would have been paid to provide a paid-up policy after the payment of seven level annual premiums (the "7-pay test"). Distributions from a MEC, either a withdrawal or loan (or use of the policy as collateral for a loan), are taxed to the extent there is a gain in the policy. Also, a 10% penalty will be assessed on the taxable amount of any distributions made prior to the policy owner's attaining age 59 1 /2, unless the policy owner is disabled or receives the cash value under a life annuity settlement option. Note, however, that the 10% penalty tax is always applicable if the policy owner is a "non-natural" person (e.g., a corporation or trust). 1 For a life insurance policy that is rat a Modified Endowment Contact as defined in MC Sec. 7702A: Withdrawals in the first 15 policy years may be taxable under IRC 7702(f)(7)(B); after 15 years, withdrawals up to pdicy tax basis are nontaxable; and policy bans are not taxable provided that the policy remains in force until the insured dies.

7 If there has been a "material change" in the terms or benefits of the policy, the 7-pay test will be applied as if this was a new contract at the date of the material change. Generally, once a policy is a MEC, it is always a MEC. However, if premiums in excess of the 7-pay limit are paid, the MEC rules will not apply if such premium payments, plus interest (which is taxable), are returned to the policy owner within 60 days after the end of the policy year in which the premium payment was made. TAX DEFERRED GROWTH OF CASH VALUES Annual increases in the cash value of a life insurance policy are taxable only upon withdrawal, surrender, or other distribution. WITHDRAWALS 2 Assuming the life insurance policy is not a MEC as described above, withdrawals are taxed under the "cost recovery rule" and are taxable only to the extent the withdrawal exceeds the cost basis of the policy. Basis equals the gross premiums paid less prior untaxed withdrawals. POLICY LOANS 1 Assuming the life insurance policy is not a MEC as described above, policy loans from a life insurance policy are not treated as withdrawals or distributions and are not subject to income tax i. If a life insurance policy loan is still outstanding when a policy is surrendered or lapses, the loan is automatically repaid from the cash value of the policy. This will result in taxable income to the extent the net surrender value plus the amount of the repaid loan exceeds the cost basis of the policy. If a life insurance policy loan is still outstanding at the time of death, the loan is automatically repaid from the policy's death benefit. This use of the death benefit to repay a policy loan does not cause the recognition of taxable income. DEATH BENEFITS Proceeds from a life insurance policy paid because of the death of the insured are generally excludable from the beneficiary's gross income for income tax purposes. ESTATE TAX If an insured has any incidents of ownership of the life insurance policy at the time of his or her death, or within three years of his or her death, or the proceeds are payable to or for the benefit of the insured's estate, the death benefit will be includable in his or her gross estate and may be subject to federal estate tax and or state inheritance tax. z Withdrawals and potty bans may reduce the death benefit and amount value. There may be penalties and fees associated with the use of loans and withdrawals.

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