C4-L2-P13

Positioning (Delivering) the Policy with the Client

With certain policies, it may take some time to provide full and accurate disclosure. Here is one way to position the policy with the client:

"Henry, based on everything we discussed last week, it is my recommendation that one of my company’s Variable Universal Life policies has the potential to meet your needs. This type of policy, called VUL for short, has some unique features that I want to go over with you again.

This policy offers: life insurance protection; tax-favored accumulation; competitive returns on account values; allocation control of cash value accounts; death benefit flexibility; premium flexibility; access to cash values; and more."

You might use the points of Universal Life and Flexible Premium Variable Life learned in Chapter 5.

At this point, the producer should go through each key feature and its benefits, being sure to explain the potential drawbacks as well. The key is to be accurate and balanced in the presentations.

The most important point producers should remember when discussing a product is that while its features and benefits are familiar to the producer, they may confuse the client.

The producer must be sure to explain the policy clearly and completely.

It is important that producers respond in an honest and straightforward manner to questions and concerns. They should not view questions as objections to be overcome. Instead, questions should be treated as signs of interest. They present producers with the opportunity to further explain a particular feature or benefit to the client.