| 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 under one of the tabs, 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 available located under both the Personal Insurance tab and the Executive Benefits tab. |
| 3. | 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. |
| 4. | Various Financial Alternatives and Other Investments vs. Your Policy: These modules have not been approved by the NASD, nor is it likely they will be. One way to produce a complying illustration that compares a variable policy to an alternative is to utilize the Term and Invest the Difference comparison module and set the term rates to $1.00 in all years (that's not $1.00 per 1000, it's $1.00 total). Various Financial Alternatives and Term and Invest the Difference are located under the Personal Insurance tab. |
| 5. | 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. |
| 6. | Insurance Company Source Proposal: This, of course, should be included in all cases. |
InsMark users who utilize the CheckMate Selling technique tell us it has had a profound impact on their closing ratios. We hope it accomplishes this for you. Good luck with it!
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