"Closely held and family businesses represent 99.7 percent of U.S. employer firms and 42 percent of private payroll. These entrepreneurs are hungry for simple and cost-effective solutions to compete with large corporate employers in attracting and retaining talented executives. The financial professional who develops these dynamic individuals as a target market will find a personally satisfying and lucrative career focus. This session: • Teaches winning strategies to present yourself as an executive benefit compensation consultant rather than a salesperson • Explores the nuances between bonus, split dollar and deferred compensation plans • Dispels simplistic myths that IRC section 409A is too complex and that split dollar is dead • Impart the secret of tying benefit plans to increasing shareholder value by utilizing plan features that require collaboration with your business owner client's attorney and accountant."