LIFE INSURANCE NEEDS Mark Sasko

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1 LIFE INSURANCE NEEDS Do your clients have sufficient life insurance? Are both the Client and Spouse insured? Life Insurance coverage can be calculated in many ways. Below is a quick Multiple of Earnings calculation based on your clients current annual income. We used a quick assumption of a 45 year old client and a 15 times annual income calculation. The listed results show the potential insurance need of your clients. Below is a list of clients that have less than 15 times annual income in highest to lowest need order. Client Name Home Phone Cell Phone Address Current Income Current Death Benefit Additional Insurance Needed Bill and Nancy (514) (514) $690,000 $2,500,000 $7,535,000 Kathleen Wilson (212) (646) $340,000 $0 $5,000,000 Bob and Kathy (312) (917) $450,000 $2,000,000 $4,750,000 Daniel and Maggie (413) (609) $425,000 $2,556,800 $3,818,200 Mark and Jenna (856) (856) $228,800 $0 $3,432,000 Maney Andrew and Eileen (609) (856) $301,000 $1,200,000 $3,315,000 Silverman Joshua and Carolyn (610) (346) $273,000 $1,000,000 $3,098,000 Rosen Madeleine and Mark (212) (212) $430,000 $3,250,000 $3,200,000 Simpson Stephen and Mary (215) (215) $273,000 $1,000,000 $3,098,000 Donahue Russell and Debbie (618) (856) $182,000 $250,000 $2,480,000 David and Carol (215) (267) $176,000 $1,200,000 $1,440,000 Casey Keith and Margo (609) (847) $90,000 $250,000 $1,100,000 Klein John and Anita (610) (267) $100,000 $500,000 $1,000,000 Thomas and Sharon D Angelo (212) (212) $164,000 $1,500,000 $960,000 TOTAL BENEFIT NEED POTENTIAL $44,226,200 1

2 DISABILITY NEEDS Disability insurance replaces a portion of your clients income when they are unable to work because of injury or illness. Normal industry standards suggest on replacing at least 60% of your clients salary or preferably 80% if they can afford the additional coverage. The listed results below show the potential disability insurance need of your clients that have less than 60% of their annual income covered in highest to lowest need order. Client Name Home Phone Cell Phone Address Current Monthly Income Bill and Nancy Richard and Sarah Lords Bob and Kathy Madeleine and Mark Simpson Tom and Lonnie Daniel and Maggie Russell and Debbie David and Carol Casey Mary and Robert Evan and Connie Lewis Thomas and Sharon D Angelo John and Anita Warren and Carey Fox Current Monthly Disability Additional Disability Needed (514) (514) $57,500 $17,000 $17,500 (215) (215) $45,500 $10,167 $17,133 (312) (917) $35,417 $6,300 $14,950 (212) (212) $57,579 $20,000 $14,548 (245) (245) $26,177 $4,000 $11,706 (413) (609) $29,167 $6,000 $11,500 (618) (856) $15,166 $0 $9,099 (215) (267) $14,666 $3,500 $7,060 (917) (917) $16,667 $2,800 $7,200 (858) (858) $27,083 $10,500 $5,750 (212) (212) $13,666 $2,500 $5,700 (610) (267) $8,333 $0 $5,000 (610) (610) $11,126 $2,000 $4,676 TOTAL DISABILITY NEED POTENTIAL $136,322 2

3 INSURANCE PREMIUM DUE It is always a good practice to make sure your clients insurance is up-to-date. When is a good time for an insurance review? An excellent time to show your clients a fresh look of their current coverages and risks is right before the due date for the policy premium. The results listed below are showing client and policy information of any insurance premiums due within the next 120 days. The results are listed in date order starting with upcoming premiums due. Client Name Home Phone Cell Phone Address Insurance Name Due Date Bill and Nancy (514) (514) Mass Mutual Universal Life Policy John and Anita (610) (267) Prudential Whole Life Policy PA Bob and Kathy (312) (917) NY Life 20 Year Term Policy Stephen and Mary (215) (215) MET VUL Donahue Policy Bruce Carter (610) (610) Mass Mutual VUL Policy Madeleine and (212) (212) Liberty Whole Life Mark Simpson Policy Daniel and Maggie (413) (609) Prudential Universal Life Policy Warren and Carey (610) (610) MET Whole Life Fox Policy Russell and Debbie (618) (856) Mass Mutual VUL Policy Keith and Margo (609) (847) Mass Mutual VUL Klein Policy David and Carol (215) (267) AIG Disability Casey Policy DI Andrew and Eileen (609) (856) AIG Whole Life Silverman Policy Evan and Connie (858) (858) Colony 15 Year Term Lewis Policy Sherry and John (614) (973) Provident Disability Matthews Policy /8/08 5/9/08 5/10/08 5/11/08 5/15/08 5/15/08 5/18/08 5/19/08 6/1/08 6/14/08 6/20/08 6/20/08 3

4 PRODUCT ANNIVERSARIES When is a good time to provide clients a product review? What better time to show your clients the benefit of a product than right before a current product they hold is now about to renew. The results listed below are showing client and policy anniversary information of any product due to renew within the next 90 days. The results are listed in date order starting with upcoming anniversaries first. Client Name Home Phone Cell Phone Address Insurance Name Anniversary Date Bill and Nancy (514) (514) Guardian Whole Life Policy Bob and Kathy (312) (917) AIG 10 Year Term Policy Chris and Frances (215) (215) Mass Mutual Whole Life Quinn Policy Allison Parks (856) (856) Guardian 15 Year Term Policy Madeleine and (212) (212) Liberty Whole Life Mark Simpson Policy Daniel and Maggie (413) (609) Mass Mutual VUL Policy Mark and Joan (215) (267) AIG Term to 65 Mitchell Policy Russell and Debbie (618) (856) Mass Mutual VUL Policy Keith and Margo (609) (847) NY Life Universal Life Klein Policy 4789 Peter and Lisa (610) (610) AIG Whole Life Cassidy Policy Evan and Connie (858) (858) NY Life Universal Life Lewis Policy Sherry and John (614) (973) Colony Whole Life Matthews Policy Doug and Maria (610) (610) Prudential VUL Kelly Policy BA /20/08 4/20/08 4/23/08 4/28/08 5/12/08 5/15/08 5/16/08 5/15/08 5/30/08 6/2/08 4

5 EXCESS CASH BALANCE Cash balances should never be under-employed. Reviewing the client cash balances within explicit guidelines and a framework designed to protect capital is best practice. As the client s trusted advisor, you may look to put that money to work or make sure it is earning the highest possible return based on the client s risk tolerances. The listed results below show clients with cash values which cash values which exceed 10% of their total investment portfolio. This is represented in a percent of total in highest to lowest order. Client Name Home Phone Cell Phone Address Current Cash Value Portfolio Cash Percentage Sue and Bill (867) (867) $653, % Rogers Mike and Debbie (847) (847) $359, % Mackinnon Sharon and (203) (203) $263, % Lauren Tasker John and Anita (610) (267) $34, % Mark and Joan (215) (267) $154, % Mitchell Dianne and (207) (207) $433,510 29% Roger Barron Tom and Lonnie (245) (245) $196, % Allison Parks (856) (856) $39, % Peter and Lisa (610) (610) $84, % Cassidy Thomas and (212) (212) $57,802 19% Sharon D Angelo Richard and (215) (215) $340,602 18% Sarah Lords Mary and Robert (917) (917) $569, % Jacinta and Jack (513) (513) $144, % Keller Chris and Frances Quinn (215) (215) $67, % 5

6 OPTION VESTS Do any of your clients have stock options? Another opportunity to provide your clients with proactive service is by being aware of their specific lots or grants that are about to vest in their stock option plan. Making the client aware by inquiring on their stock option plan is the first step toward you offering a solution for these proceeds. Below is a list of clients who have options set to vest in the next 60 days. The results are listed in date order starting with upcoming vesting first. Client Name Home Phone Cell Phone Address Asset Name Grant Number Vest Date Sue and Bill (867) (867) Lehman ISO /1/08 Rogers Mike and Debbie (847) (847) ADP Restricted /1/08 Mackinnon Sharon and (203) (203) Apple NQL /1/08 Lauren Tasker Glenn and Lori (215) (267) IBM ISO /15/08 Allen Dianne and (207) (207) General Mills NQL /15/08 Roger Barron Tom and Lonnie (245) (245) General Mills ISO /15/08 Doug and Maria (610) (610) Daimler Chrysler /30/08 Kelly Richard and (215) (215) Yahoo Restricted /30/08 Sarah Lords Mary and Robert (917) (917) Goldman Sachs /30/08 Restricted Jacinta and Jack (513) (513) Goldman Sachs ISO /30/08 Keller John and Anita (610) (267) XM Satellite Radio /30/08 Restricted Mark and Joan (215) (267) Sunoco NQ /30/08 Mitchell Bruce Carter (610) (610) Home Depot NQ /30/08 Warren and Carey Fox (610) (610) Toll Brothers Restricted /30/08 6

7 OPTION EXPIRES Do any of your clients have stock options? Another opportunity to provide your clients with proactive service is by being aware of their specific lots or grants that are about to expire in their stock option plan. Making the client aware by inquiring on their stock option plan is the first step toward you offering a solution for these proceeds. Below is a list of clients who have options set to expire in the next 60 days. The results are listed in date order starting with upcoming expirations first. Client Name Home Phone Cell Phone Address Asset Name Grant Number Expiration Date Sue and Bill (867) (867) Lehman ISO /18/08 Rogers Mike and Debbie (847) 645- (847) ADP Restricted /23/08 Mackinnon 8795 Sharon and Lauren (203) 654- (203) Apple NQL /30/08 Tasker 2154 Dianne and Roger (207) 518- (207) General Mills NQL /15/08 Barron 7954 Glenn and Lori (215) 499- (267) IBM ISO /15/08 Allen 7282 Tom and Lonnie (245) 345- (245) General Mills ISO /18/ Richard and Sarah (215) 654- (215) Yahoo Restricted /5/08 Lords 8954 Mary and Robert (917) 895- (917) Goldman Sachs NQ /12/ Jacinta and Jack (513) 352- (513) Goldman Sachs ISO /25/08 Keller 8579 Mark and Joan (215) 435- (267) Sunoco NQ /25/08 Mitchell 1265 Bruce Carter (610) 489- (610) Home Depot NQ /30/ Joe and Melissa (856) 354- (609) Sun Trust Banks /30/08 Thomas 9482 Restricted Matthew and Debb (215) 873- (215) Apple NQL /1/08 Bell 2382 Warren and Carey Fox (610) (610) Toll Brothers Restricted /1/08 7

8 EXCESSIVE CREDIT CARD DEBT Excessive credit card debt is always a difficult conversation to have with clients. This list is showing clients with credit card debt exceeding 20% of their total debt. You may want to use this information as a way for you to understand your client s situation better. Client Name Home Phone Cell Phone Address Credit Card Debt CC Total Debt Percentage Linda Bailey (215) (267) ($25,780) 33.67% Derek and Danielle (609) (609) ($21,897) 30.15% Castleton Connor and Mary (856) (856) ($17,934) 26.78% Parker Sara Daniels (610) (610) ($7,623) 24.56% Eric and Angela Russo (215) (215) ($27,900) 22.43% 8

9 NET WORTH RANKING REPORT Measuring your client s net worth is the first step to increasing their net worth. Net worth refers to the value of all assets in their estate minus the value of all liabilities in their estate. It is simply your client s net financial position. The results listed below are showing your client s information and net worth listed in order of value starting from highest to lowest. Client Name Home Phone Cell Phone Address Client/Spouse Age Net Worth Bill and Nancy (514) (514) /61 $12,759,987 Bob and Kathy (312) (917) /54 $10,874,231 Madeleine and Mark (212) (212) /44 $9,432,987 Simpson Daniel and Maggie (413) (609) /45 $8,344,982 Kathleen Wilson (212) (646) $5,432,964 Andrew and Eileen (609) (856) /44 $5,178,423 Silverman Joshua and Carolyn (610) (346) /62 $4,567,232 Rosen Stephen and Mary (215) (215) /38 $4,198,898 Donahue Mark and Jenna (856) (856) /37 $2,984,484 Maney David and Carol (215) (267) /51 $2,723,544 Casey Russell and Debbie (618) (856) /49 $2,450,783 Richard and Sarah (215) (215) /39 $1,235,987 Lords Tom and Lonnie (245) (245) /37 $1,078,982 Mary and Robert (917) (917) /65 $988,232 Evan and Connie Lewis (858) (858) /35 $867,453 9

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