Updated needs-based selling resources for insurers and advisors now available
CLHIA recently updated the following three Reference Documents, which describe best practices, including examples, for needs-based selling.
- Advisor Disclosure, which describes disclosures about the advisor which should be given in writing to the client before the sales transaction.
- The Approach: Serving the Client Through Needs-Based Sales Practices, which describes practices that address the principle that advice be appropriate to the client's needs.
- IVIC Suitability: Needs-Based Sales Practices, which describes practices intended to clarify the relation of the features of an Individual Variable Insurance Contract (IVIC) to the client's needs.