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Once selected, an agent will sit down with you to discuss your financial goals.
This is when frankness and trust must be established.
• Be prepared to answer personal questions about your finances and family.
Tell the agent what you need and what you can afford. What you tell the agent
is kept confidential.
• Don't accept only one solution to your life insurance needs. Avoid anyone who
tries to sell you a particular plan and won't suggest alternatives.
• Ask for proposals in writing (policy illustrations).
• Watch out for any suggestion that you surrender your present policies.
(See page 28 for more about "replacements".)
• Ask questions. This booklet helps you to frame questions, such as:
1. What exactly is guaranteed in the policy and what is not — including
premiums and benefits?
2. Are any benefits from the policy subject to income tax?
3. What post-sale service does the agent provide?
• Once you've decided to purchase a policy, read the application form thorough-
ly before signing. Your signature authorizes the insurance company to confirm
your medical history on a confidential basis. (See page 24 for more about
safeguarding the privacy of personal information.)
• Tell the agent you expect delivery of the policy, usually within 30 days, at which
time he/she should fully review the policy with you. If the policy is not what you
thought you had bought, you can change your mind. (See page 27.)
The sales interview
THE IMPORTANCE OF YOUR AGENT
