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Selling Life Insurance
How life insurance is sold
Total needs vs. Single Needs

Markets
Why people buy life insurance
Presenting insurance concepts
Prospecting
Who are prospects?
Fact finding

Sales Considerations
Choosing the life company
Replacing existing insurance
The sales & closing interview

Life Companies
Rating life companies
Life Products
Choosing the life policy
Product descriptions
Disability income insurance
Critical illness insurance
Long term care insurance
Annuities
Segregated funds

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LIFE PRODUCTS
 PRODUCT DESCRIPTIONS

Related Topics:
Choosing the life insurance policy | Disability income insurance | Long term care insurance | Critical illness insurance | Annuities | Segregated funds

Policy
Type:
Permanent Term to 100 Term
Whole Life Universal Life
Period of Coverage: Life Life Life, policy usually paid up at age 100 Depends on term in contract. Usually 5 or 10 years but often renewable for additional terms to age 70, 75 or 80.
Premiums: Guaranteed. Usually remain level. Flexible. Can be increased or decreased by policy holder within limits. Guaranteed in the contract. Remain level. Guaranteed in the contract.

Death Benefits:

Guaranteed in the contract. Dividends, if payable and applied under certain options, may increase the death benefit. Face amount is defined and guaranteed in the contract. Fund values may be paid in addition depending on options selected. Guaranteed in the contract. Remain level. Guaranteed in the contract.
Cash Values: Guaranteed in the contract. They are part of the guaranteed death benefit and are not paid out in addition to it. Flexible. Increase or decrease according to the investment returns and level of policy holder deposits. Usually none. Usually none.
Buyer Appeal: Most elements of coverage are guaranteed. Requires little involvement on part of the insured. Unbundled approach makes policy easier to understand. Side fund investments if properly managed can produce significant additional value. Provides lifetime protection for the least outlay of cash but premiums must be paid to continue coverage. Requires the least initial cash outlay. Well suited to covering temporary needs.

Adapted from "A guide to buying Life insurance" published by the Canadian Life and Health Insurance Association.

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Related Topics:
Choosing the life insurance policy | Disability income insurance | Long term care insurance | Critical illness insurance | Annuities | Segregated funds
 

 
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