Life Insurance Product Suitability, RevisitedLife Insurance Product Suitability, Revisited
In a January 2010 Trusts & Estates article entitled The Estate Planner's Guide to Product Suitability,1 I suggested that it's imperative to have a process for determining the characteristics of a life insurance policy that's well suited for what a client is trying to accomplish and how that client wishes to accomplish it. I then offered some practical guidelines for determining policies' suitability.
April 1, 2012
Charles L. Ratner
I
n a January 2010 Trusts & Estates article entitled “The Estate Planner's Guide to Product Suitability,”1 I suggested that it's imperative to have a process for determining the characteristics of a life insurance policy that's well suited for what a client is trying to accomplish and how that client wishes to accomplish it. I then offered some practical guidelines for determining policies' suitability.
The process and skill sets associated with determining what a client is trying to accomplish with the insurance he's buying are as critical to a successful, enduring estate plan as those associated with product suitability. However, in the same way that most clients aren't getting the benefit of a rigorous process for dete...
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