| 1. | Analysis of Face Amounts Required: Use of Survivor Needs Analysis (SNA) forms a basis for your presentation by responding to "Do I need any? If so, how much?". |
| Note: If you're involved in a package sale (as opposed to needs selling), you should skip this step. |
| 2. | The Recommended Insured Plan: Your primary illustration goes next (or first if you have skipped step #1). This illustration is the one you prepared from illustration selections located under one of our tabbed sections, e.g., Personal Insurance, Executive Benefits, or Private Split Dollar. For those times when you have no specific InsMark illustration available, use the Illustration of Values module and customize the header to reflect the circumstances of your presentation. Illustration of Values is located under both the Personal Insurance tab and the Executive Benefits tab. |
| 3. | Dollars of Benefits for Pennies of Cost: This module will emphasize the efficiency of life insurance death benefit. It measures the cost of life insurance per $1.00 of death benefit and it can be an effective part of CheckMate. The illustration is located under the Personal Insurance tab. |
| 4. | Term and Invest the Difference: Running your source data through this InsMark illustration lets you "head off" the issue of term insurance when you are not present to rebut it. (This can occur when your prospect happens to discuss your planning solutions with other advisors.) There are many who believe term insurance is always the "best buy". It usually is not -- at least for those with the cash flow to purchase either form of coverage. However, this point may need to be demonstrated forcefully. Term and Invest the Difference is located under the Personal Insurance tab. |
| 5. | Various Financial Alternatives: Use of this illustration is designed to eliminate other funding considerations. As you run the source data from the recommended insured plan through this illustration module, it almost always proves that your insurance solution is superior to other funding alternatives that do not include the invaluable life insurance death benefit. The "eggs in your omelet" test out very well in this fashion. You may illustrate up to four financial alternatives. Various Financial Alternatives is located under the Personal Insurance tab. |
| Note: Some users prefer to compare the life policy to one financial alternative. If so, we suggest you use the Other Investments vs. Your Policy illustration module located under the Personal Insurance tab. |
| 6. | Insurance Company Source Proposal: This, of course, should be included in all cases. |
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