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What life insurance illustrations don’t tell you

Richard M. Weber, MBA, CLU

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Since the introduction of paradigm-shifting universal life policies in the late 1970s, producers and clients have had to reconcile optimistic sales illustrations with the in-force reality of values that are often less than expected. Forty years later, we still struggle with illustration disclaimers. Weber demonstrates new ways to advise clients about making current assumption life insurance policies meet their expectations and be in their best interest. This process diagnoses new and in-force IUL and VUL policies and explains how to discuss best (not lowest) premiums and outcomes. You will learn how to achieve consistency with the client’s expectations and conduct a conversation with a client who already owns a current assumption policy.


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