2. FOR TRAINING PURPOSES ONLY. NOT FOR USE WITH THE PUBLIC. ICAE Fall 2000 Exchange Ten Questions That Keep Me Up at Night….. Steve Toretto, Vice President, Insurance Counsel Pacific Life Insurance Company

3. FOR TRAINING PURPOSES ONLY. NOT FOR USE WITH THE PUBLIC.  What’s in those Files???!!!! (Toretto’s Mantra: Document, document, document!!!)

4. FOR TRAINING PURPOSES ONLY. NOT FOR USE WITH THE PUBLIC.  Have all sales materials been reviewed by the Compliance Dept. and the Broker-Dealer?

5. FOR TRAINING PURPOSES ONLY. NOT FOR USE WITH THE PUBLIC. WHAT IS SALES MATERIAL? Material that is designed to create public interest in: –life insurance or annuities, –an insurer, –an insurance producer OR……...

6. FOR TRAINING PURPOSES ONLY. NOT FOR USE WITH THE PUBLIC. material designed to induce the public to: –purchase, –increase, –modify, –reinstate, –borrow on, –surrender, –replace or –retain a policy.

7. FOR TRAINING PURPOSES ONLY. NOT FOR USE WITH THE PUBLIC. EXAMPLES OF SALES MATERIAL INCLUDE……... Brochures Flyers Newsletters Letters to Potential Customers Newspaper Ads Magazine Ads Directory Ads Performance Reports or Summaries Customized Illustrations Generic Concept Materials Proposals Websites

8. FOR TRAINING PURPOSES ONLY. NOT FOR USE WITH THE PUBLIC.  Do sales materials distinguish the features of the sales concept from the “life insurance” features of the product?

9. FOR TRAINING PURPOSES ONLY. NOT FOR USE WITH THE PUBLIC.  Is anyone watching out for Fraud... And Other White Collar Crimes?

10. FOR TRAINING PURPOSES ONLY. NOT FOR USE WITH THE PUBLIC.

14.  Is the NASD interested in state insurance laws, and are insurance regulators interested in the NASD Rules???

15. FOR TRAINING PURPOSES ONLY. NOT FOR USE WITH THE PUBLIC.  Has coverage been replaced only when in the best interest of the policyowner (See Toretto’s Mantra)?

16. FOR TRAINING PURPOSES ONLY. NOT FOR USE WITH THE PUBLIC. 79 Year Old Woman Has 4 Pretty Much Paid Up Life Insurance Policies Replace with Variable Life Insurance Allocated Totally to an International Account Good Replacement? REPLACEMENTS CASE STUDY

17. FOR TRAINING PURPOSES ONLY. NOT FOR USE WITH THE PUBLIC. What are the guaranteed and the non-guaranteed elements of the existing and the proposed policies? How will the surrender charges – both those that may be assessed on the surrender of the existing policy and those applicable to the proposed policy – affect policy values? How do new incontestability and suicide provisions potentially impact the client’s protection? REPLACEMENTS CASE STUDY

18. FOR TRAINING PURPOSES ONLY. NOT FOR USE WITH THE PUBLIC. Will changes in the insured’s health adversely impact mortality costs? How will mortality costs for the proposed policy increase due to the insured’s increased age? What are the differences between the existing and proposed policies’ contractual provisions, loan interest rates, and/or tax treatment? REPLACEMENTS CASE STUDY

19. FOR TRAINING PURPOSES ONLY. NOT FOR USE WITH THE PUBLIC. What costs are associated with issuing a new policy, including new sales loads and other start-up expenses? How will these affect policy values? What goals does your client want to achieve that the existing policy cannot provide? Can the existing policy be modified to meet his or her objectives? REPLACEMENTS CASE STUDY

20. FOR TRAINING PURPOSES ONLY. NOT FOR USE WITH THE PUBLIC.  Did someone ask about In Force Policy and Concept Management?

21. FOR TRAINING PURPOSES ONLY. NOT FOR USE WITH THE PUBLIC.  Are applications completed in the presence of the applicant? And hope nothing is added after the application is signed!

22. FOR TRAINING PURPOSES ONLY. NOT FOR USE WITH THE PUBLIC.  What exactly is SUITABILITY ???

23. FOR TRAINING PURPOSES ONLY. NOT FOR USE WITH THE PUBLIC.  Do they still think after all this that compliance is the enemy????