word
sp
GOD
sp
BUT
sp
NO
FOR
EASE
OF
ER
sp
MANAGEMENT
WHAT
WE'LL
sp
DO
sp
IS
WE'LL
STICK
sp
TO
sp
THE
TEAMS
sp
ON
sp
THE
sp
TABLES
sp
WHERE
YOU
sp
ARE
NOW
ERM
sp
WORKING
IN
sp
WHAT
ONE
TEAM
OF
FOUR
AND
TWO
TEAMS
sp
OF
THREE
sp
CAN
I
ASK
YOU
THOUGH
sp
TO
sp
DEVISE
A
NAME
sp
THAT
sp
YOU
AS
sp
A
TEAM
sp
WOULD
WISH
sp
TO
sp
BE
sp
KNOWN
sp
BY
sp
AND
THEN
sp
I
sp
CAN
sp
START
ER
ON
sp
THE
sp
SCOREBOARD
SO
MARCH
RIGHT
sp
HAVE
YOU
sp
GOT
A
sp
NAME
THE
sp
LOSERS
THE
LOSERS
sp
I
SHOULD
BAN
THAT
sp
AS
sp
ER
sp
TOTALLY
UNACCEPTABLE
sp
MIDDLEMARCH
sp
BECAUSE
sp
NO
I
MEAN
THE
EXPERTS
sp
WITH
YOU
WERE
YOU
ALL
WATCHING
THE
EXPERTS
YES
THEY
ARE
MYSTIC
I
sp
DON'T
sp
DID
sp
YOU
MISS
IT
LAST
NIGHT
THEN
LAST
sp
NIGHT
sp
SO
IS
IT
MIDDLEMARCH
OR
sp
EXPERTS
SORRY
sp
MIDDLEMARCH
IT'S
MIDDLEMARCH
IT'S
TO
SAY
ANYTHING
sp
ELSE
sp
YOUNG
sp
MALES
sp
MARCH
sp
AND
THE
THIRD
TEAM
sp
WALL
STREET
sp
WALL
sp
STREET
ALRIGHT
sp
GOOD
sp
NOW
sp
ALL
GOOD
TEAMS
sp
ALL
GOOD
QUIZZES
HAVE
ERM
sp
RULES
sp
AND
PHRASES
sp
COME
ON
THIS
IS
ABBEY
LIFE
sp
COME
sp
ON
ERM
sp
ALL
QUIZZES
HAVE
RULES
THERE'S
BASICALLY
sp
JUST
ONE
RULE
sp
THAT
ANYTHING
I
SAY
OR
DO
IS
sp
RIGHT
sp
BUT
AND
sp
THAT'S
THE
RULES
sp
YES
sp
IT
SEEMS
REASONABLE
sp
DEATHLY
SILENCE
YOU'RE
THE
OMBUDSMAN
sp
THAT
EXPLAINS
IT
A
BIT
MORE
THEN
WHAT'S
sp
THE
DIFFERENCE
BETWEEN
YOU
sp
I'LL
ASK
YOU
A
QUESTION
sp
IF
sp
YOU
GET
IT
RIGHT
sp
WITHOUT
ANY
HELP
FROM
YOUR
TEAM
OR
ANYBODY
ELSE
YOU'RE
GOING
TO
GET
THREE
POINTS
FOR
YOUR
sp
TEAM
sp
IF
YOU
NEED
A
LITTLE
BIT
OF
NUDGING
BY
THE
PEOPLE
sp
WORKING
WITH
YOU
sp
ER
THEN
sp
THERE'S
A
POSSIBLE
TWO
POINTS
sp
FOR
THE
TEAM
sp
IF
YOU
THEN
sp
PICK
UP
A
BONUS
BECAUSE
sp
THE
TEAM
COULDN'T
ANSWER
IT
MAYBE
sp
ER
sp
YOU
WILL
GET
A
BONUS
sp
FOR
YOUR
TEAM
sp
HOWEVER
sp
I
AM
NOT
sp
FAIR
sp
BECAUSE
sp
THE
WORLD
ISN'T
sp
FAIR
sp
SO
IF
FOR
ANY
REASON
I
FEEL
LIKE
ADDING
ON
SOME
POINTS
I
WILL
DO
AND
sp
EQUALLY
I'LL
DECIDE
TO
TAKE
SOME
POINTS
OFF
IF
I
FEEL
LIKE
IT
sp
SO
AS
sp
I
sp
SAY
WE
GO
BACK
TO
RULE
ONE
sp
EVERYTHING
I
DO
sp
IS
RIGHT
sp
YES
sp
O
K
ANY
QUESTIONS
sp
EXCELLENT
sp
LOOKING
AT
ME
TOTALLY
CONFUSED
THAT'S
THE
BEST
WAY
TO
sp
START
sp
RIGHT
DAVID
WE'LL
START
WITH
YOU
THEN
sp
WE'RE
TALKING
COVERMASTER
HERE
sp
WHAT'S
THE
PURPOSE
OF
THE
COVERMASTER
sp
PLAN
sp
DESCRIPTION
OF
IT
OR
PURPOSE
OF
sp
IT
THE
PURPOSE
sp
THE
PURPOSE
sp
ER
ER
sp
PROTECTION
sp
PROTECTION
sp
THERE
YOU
ARE
sp
NOTHING
DIFFICULT
sp
RIGHT
sp
JOHN
sp
CAN
YOU
DEFINE
sp
THE
sp
COVERMASTER
PLAN
FOR
ME
sp
FLEXIBLE
sp
WHOLE
OF
sp
LIFE
ASSURE
sp
ALMOST
sp
ANYTHING
sp
TO
ADD
TO
THAT
FLEXIBLE
WHOLE
sp
OF
LIFE
sp
ASSURANCE
sp
ANYTHING
ELSE
sp
ER
LA
LA
LA
LA
sp
A
LITTLE
BIT
OF
HELP
FROM
YOUR
sp
FRIEND
sp
UNIT
LINKED
sp
UNIT
LINKED
OH
YES
sp
YES
sp
YES
sp
RIGHT
YES
O
K
sp
SO
JUST
THE
TWO
sp
FOR
MIDDLEMARCH
ER
sp
GERALD
sp
HERE
AM
sp
I
sp
MRS
JOE
sp
PUBLIC
sp
AND
YOU'VE
GOT
TO
EXPLAIN
TO
ME
UNIT
sp
LINKING
HM
sp
MM
sp
ER
sp
BASICALLY
ER
WHAT
sp
ACTUALLY
sp
HAPPENS
IS
sp
WITH
sp
YOUR
sp
PREMIUMS
sp
EACH
MONTH
IT
BUYS
sp
X
AMOUNT
OF
UNITS
sp
RIGHT
ER
sp
THOSE
UNITS
ARE
USED
sp
TO
PURCHASE
sp
X
AMOUNT
OF
LIFE
COVER
sp
DEPENDING
ON
HOW
MUCH
sp
YOU
sp
W
ER
ASSURANCE
YOU
WANT
sp
IN
YOUR
sp
CLAIM
sp
HOW
MUCH
IS
sp
TO
GO
sp
TOWARDS
SAVINGS
HOW
MUCH
sp
TO
GO
TOWARDS
WHATEVER
YOU
WANT
IN
YOUR
sp
PLAN
sp
THE
sp
PRICE
OF
sp
THE
UNITS
ARE
ACTUALLY
ALLOCATED
sp
ERM
sp
TO
EACH
OF
THOSE
sp
IN
INDIVIDUAL
sp
AREAS
ERM
sp
SORT
OF
sp
SORT
OF
sp
LET'S
THINK
ER
sp
TELL
ME
MORE
ABOUT
THE
UNITS
THEMSELVES
sp
WELL
THE
UNITS
sp
THEMSELVES
ARE
ACTUALLY
sp
ERM
BOUGHT
sp
EACH
sp
MONTH
sp
RIGHT
sp
AND
THEY'RE
ACTUALLY
BOUGHT
sp
IN
sp
ERM
sp
AT
sp
THE
OFFER
sp
PRICE
sp
RIGHT
sp
AND
WHAT
YOU
HAVE
TO
WHAT
ACTUALLY
HAPPENS
sp
YOU
HAVE
WHAT
IS
sp
KNOWN
AS
AN
OFFER
sp
PRICE
sp
AND
A
BID
sp
PRICE
sp
RIGHT
THE
OFFER
PRICE
IS
WHEN
sp
YOU
sp
BUY
sp
INTO
sp
THE
sp
PLAN
sp
AND
sp
BID
sp
PRICE
IS
WHEN
YOU
ACTUALLY
ERM
sp
SELL
O
sp
K
sp
EXCELLENT
sp
EXCELLENT
I
THINK
I'LL
ERM
I'LL
sp
GIVE
YOU
sp
THREE
MARKS
FOR
IT
BUT
I'LL
GIVE
YOU
THE
OPPORTUNITY
FOR
THREE
BONUS
MARKS
sp
NOW
sp
BECAUSE
HERE
AM
I
sp
MRS
PUBLIC
sp
AND
I
DIDN'T
UNDERSTAND
A
WORD
OF
THAT
sp
I
WANT
TO
sp
KNOW
WHAT
UNIT
LINKING
sp
WILL
DO
FOR
ME
WILL
I
ACTUALLY
BE
BUYING
A
UNIT
LINKING
LIFE
ASSURANCE
PLAN
sp
AND
NOT
A
WITH
PROFITS
sp
LIFE
sp
ASSURANCE
sp
PLAN
sp
SO
WHAT'S
THE
BENEFITS
FOR
ME
IN
sp
THE
UNIT
LINKING
sp
THE
sp
BENEFITS
FOR
sp
YOU
IN
UNIT
LINKING
sp
IS
ACTUALLY
sp
IT'S
GOING
TO
RELATE
sp
TO
sp
LIKE
THE
sp
COST
OF
INFLATION
sp
YES
GOOD
ERM
sp
ERM
A
A
NO
NOT
sp
REALLY
sp
THEY'RE
QUALIFYING
sp
TIMES
sp
ERM
sp
O
K
YOU
PICK
UP
A
BONUS
FOR
THAT
ANYBODY
ELSE
ON
THE
TEAM
COME
UP
WITH
SOMETHING
POSITIVE
ABOUT
UNIT
LINKING
THAT'LL
MAKE
ME
SAY
YES
I
LIKE
THIS
sp
ONE
sp
YOU
ER
MA
sp
IT
sp
BALANCES
sp
OUT
sp
THE
ER
sp
BENEFITS
sp
FROM
LIKE
sp
THE
sp
WHOLE
sp
OF
THE
TERM
sp
AND
sp
IT'S
sp
NOT
NECESSARILY
LIKE
A
sp
WITH
PROFITS
SYSTEM
sp
YOU
GET
sp
A
sp
LOT
OF
sp
BONUSES
AT
sp
THE
sp
VERY
END
sp
RIGHT
sp
ACTUALLY
THAT'S
VERY
TRUE
sp
THAT'S
sp
A
V
THAT'S
A
VERY
GOOD
POINT
sp
YES
sp
CERTAINLY
I'LL
GIVE
YOU
A
POINT
sp
FOR
THAT
sp
ANYBODY
ELSE
DAVID
HAVE
YOU
GOT
ANYTHING
TO
ADD
sp
NO
NOT
REALLY
sp
NO
sp
LOOK
sp
HE'S
GONE
TO
sp
SLEEP
sp
THEN
THERE
I
AGREE
HE'S
GONE
TO
SLEEP
ANYBODY
ON
THIS
TABLE
ANYTHING
TO
ADD
{OOV}
sp
{OOV}
EASY
TRAVEL
sp
EASIER
OPPORTUNITY
FOR
sp
PEOPLE
TO
sp
TO
SPREAD
THEIR
INVESTMENT
IT'S
AN
EASIER
WAY
INTO
THE
sp
STOCK
sp
MARKET
SO
I
CAN
INVEST
IN
THE
STOCK
MARKET
WITHOUT
HAVING
TO
BE
KNOWLEDGEABLE
ABOUT
IT
YES
AND
I
CAN
sp
SPREAD
MY
INVESTMENT
sp
I
LIKE
BOTH
OF
THOSE
IN
FACT
I'LL
GIVE
YOU
TWO
MARKS
sp
FOR
THAT
sp
BECAUSE
sp
TWO
THINGS
THERE
sp
I
CAN
SPREAD
THE
RISK
BETWEEN
ALL
THE
VARIOUS
ER
HOMES
FOR
THE
UNIT
sp
LINKING
sp
FUNDING
IN
INVESTS
IN
sp
IN
VARIOUS
ASSETS
sp
WHAT
TYPE
sp
OF
ASSETS
sp
THIS
sp
TIME
WHAT
TYPE
OF
ASSETS
DO
ER
sp
FUNDS
sp
INVEST
IN
sp
PROPERTY
sp
PROPERTY
EQUITY
sp
STOCKS
sp
EQUITY
AND
STOCKS
FIXED
sp
INTEREST
sp
FIXED
INTEREST
ARRANGEMENTS
sp
O
K
sp
BONUS
FOR
THAT
sp
TEAM
sp
WELL
DONE
sp
SO
I
CAN
SPREAD
THE
RISK
sp
BY
USING
A
VARIETY
OF
INVESTMENT
AREAS
IT'S
EXACTLY
WHAT
YOU
SAID
sp
AND
THE
OTHER
THING
YOU
SAID
WAS
sp
I
sp
CAN'T
REMEMBER
sp
NOW
SPREAD
THE
RISK
AND
I
DON'T
HAVE
TO
GET
DO
I
sp
NO
sp
I
DON'T
HAVE
TO
MAKE
THE
DECISIONS
sp
WHO'S
MAKING
THE
DECISIONS
sp
FUND
MANAGER
FUND
MANAGER
ANOTHER
BONUS
EXCELLENT
YES
sp
O
K
sp
SO
sp
WE
MUST
BE
GETTING
ROUND
sp
TO
sp
SUE
S
QUESTION
sp
OH
RIGHT
SUE
sp
WHAT
DOES
IT
MEAN
A
WHOLE
OF
LIFE
sp
POLICY
sp
ERM
sp
IT
MEANS
sp
THAT
sp
YOU
TAKE
OUT
THE
POLICY
FOR
THE
WHOLE
OF
sp
YOU
LIFE
sp
NO
MATTER
sp
HOW
LONG
YOU
LIVE
sp
SO
IT
KEEPS
GOING
UNTIL
sp
YOU
DIE
sp
YES
sp
O
K
sp
ERM
sp
NO
THAT'S
sp
RIGHT
sp
NO
sp
I'LL
LEAVE
IT
sp
YOU
WORKED
HARD
FOR
THAT
YOU
DIDN'T
GET
ANY
POINTS
LIFE'S
NOT
FAIR
ANYWAY
IS
IT
sp
RIGHT
sp
A
WHOLE
OF
LIFE
sp
YES
IT
PAYS
OUT
WHEN
YOU
DIE
sp
IT'S
NOT
SOMETHING
sp
LIKE
THE
ONE
TERM
ASSURANCE
YOU
KNOW
WHEN
YOU
HAVE
A
POLICY
FOR
TEN
YEARS
AND
IF
YOU
LIVE
LONGER
THAN
THE
TEN
YEARS
sp
TOUGH
sp
YOU
KNOW
sp
JUST
YOUR
HARD
LUCK
sp
O
K
ERM
sp
MINIMUM
sp
AND
MAXIMUM
AGES
AT
ENTRY
sp
JANET
sp
ERM
sp
SEVENTEEN
sp
AND
SEVENTY
sp
ONE
OH
ER
SEVENTY
sp
MINIMUM
AGE
sp
AT
ENTRY
sp
YES
SEVENTEEN
sp
SEVENTEEN
sp
THE
MAXIMUM
AGE
sp
SEVENTY
ONE
sp
NEXT
BIRTHDAY
NEXT
BIRTHDAY
NEXT
BIRTHDAY
sp
ONLY
THE
TWO
sp
YOU
sp
MISSED
OFF
THE
NEXT
BIRTHDAY
sp
I
WILL
GIVE
THEM
A
BONUS
FOR
NOT
MAKING
A
FUSS
sp
ABOUT
sp
LOSING
THEIR
MARKS
sp
EARLIER
sp
RIGHT
sp
JUNE
sp
ER
sp
FOUR
WAYS
THAT
YOU
CAN
WRITE
sp
THE
POLICY
sp
ERM
sp
ON
sp
JOINT
sp
LIFE
sp
JOINT
LIFE
sp
ERM
OWN
LIFE
sp
YES
sp
JOINT
sp
LIFE
sp
LAST
sp
SURVIVOR
sp
YES
sp
AND
LIFE
OF
THE
EXCELLENT
A
LITTLE
BIT
sp
OF
THE
FIRST
ONE
YOU
JUST
SAID
JOINT
LIFE
IF
YOU
WANT
TO
BE
FIRST
CLAIM
sp
FIRST
CLAIM
sp
FIRST
sp
CLAIM
sp
O
K
sp
ONLY
THE
TWO
MARKS
BECAUSE
HE
JUMPED
IN
TOO
QUICKLY
THERE
SO
YOU
GET
DOCKED
ONE
OF
YOUR
MARKS
YOU
SEE
sp
RIGHT
ER
PHILIP
PHILIP
ERM
WHAT'S
THE
MINIMUM
MONTHLY
sp
AND
sp
ANNUAL
sp
LEVEL
PREMIUM
ER
MINIMUM
sp
MONTHLY
PREMIUM
IS
TWENTY
POUNDS
MHM
AND
sp
THE
MINIMUM
sp
ANNUAL
sp
PREMIUM
sp
IS
sp
TWO
sp
HUNDRED
sp
GOOD
sp
ILIAS
sp
IF
THE
MINIMUM
sp
MONTHLY
PREMIUM
sp
IS
TWENTY
POUND
A
MONTH
sp
LEVEL
sp
AND
THE
MINIMUM
sp
ANNUAL
PREMIUM
sp
IS
TWO
HUNDRED
POUND
A
MONTH
sp
DOES
THAT
MEAN
IF
I
PAY
ANNUALLY
sp
I
GET
A
DISCOUNT
sp
IT
sp
COSTS
ME
LESS
sp
YES
sp
YES
ANDREW
sp
WHAT
DO
YOU
RECKON
sp
IF
sp
YES
AT
LEYTON
BUZZARD
THEY
GIVE
DISCOUNT
TO
PAY
ANNUALLY
WHAT
DO
THEY
DO
IN
CAN'T
REMEMBER
HANLEY
sp
WELL
sp
NO
BECAUSE
THEY
RECKON
THEY'D
BE
sp
INVESTED
TWO
HUNDRED
POUNDS
RIGHT
AT
THE
VERY
BEGINNING
sp
YOU'D
sp
MOST
PROBABLY
MAKE
sp
THE
sp
THE
F
sp
FALL
SHORT
OVER
THE
REST
OF
THE
YEAR
sp
IN
THE
INVESTMENT
sp
YOU'RE
STILL
SORT
OF
SAYING
I
GET
A
DISCOUNT
REALLY
sp
YOU'RE
STILL
SAYING
sp
IT'S
ONLY
GOING
TO
COST
ME
TWO
HUNDRED
A
YEAR
YES
sp
YES
YES
sp
YES
I
SUPPOSE
SO
YES
sp
WHAT
ABOUT
IN
HAVERFORD
WEST
sp
WELL
I
WOULD
HAVE
THOUGHT
YOU'D
GET
A
DISCOUNT
sp
IF
YOU'RE
BUYING
UNITS
IN
THE
sp
FUND
sp
THEN
YOU
BENEFIT
DUE
TO
PAYING
ANNUALLY
sp
IF
sp
IF
YOU
sp
PAID
IN
sp
A
LUMP
SUM
ERM
sp
YOU'RE
GOING
TO
HAVE
MORE
UNITS
sp
YOU
KNOW
sp
AT
THE
sp
START
sp
WHICH
IS
ALMOST
LIKE
SAYING
I
GET
A
DISCOUNT
sp
NO
sp
YOU'RE
STILL
sp
PAYING
THE
SAME
IT'S
JUST
AH
sp
LET
ME
sp
PUT
IT
MORE
CLEARLY
BECAUSE
I
DON'T
sp
THINK
I'VE
PUT
THE
QUESTION
sp
CLEARLY
sp
ENOUGH
LET'S
SAY
sp
THAT
ME
sp
AS
AN
INDIVIDUAL
IF
I
sp
WAS
ERM
sp
BUYING
A
COVERMASTER
PLAN
sp
FOR
sp
TWENTY
POUND
A
MONTH
sp
THE
MINIMUM
PREMIUM
sp
LET'S
SAY
I
COULD
GET
FIFTY
THOUSAND
POUNDS
WORTH
OF
COVER
sp
IF
I
WANTED
TO
PAY
ANNUALLY
sp
WOULD
I
STILL
GET
FIFTY
THOUSAND
POUNDS
WORTH
OF
sp
COVER
sp
OR
WOULD
I
HAVE
TO
PAY
sp
TWO
HUNDRED
AND
FORTY
POUNDS
sp
PER
YEAR
sp
THAT'S
sp
CHANGING
THE
QUESTION
SLIGHTLY
sp
SO
LET'S
GO
BACK
TO
ILIAS
WHAT
DO
YOU
RECKON
sp
TWO
sp
HUNDRED
sp
PARDON
TWO
sp
HUNDRED
AND
sp
YOU
GET
sp
TWO
HUNDRED
sp
SO
YOU
STILL
YOU
STILL
RECKON
YOU
RECKON
IT'S
A
DISCOUNT
sp
YES
O
K
sp
ER
LET'S
GO
BACK
TO
ANDREW
sp
HOW
MUCH
WOULD
I
PAY
FOR
MY
FIFTY
THOUSAND
POUNDS
sp
OF
COVER
IF
I
WANTED
TO
PAY
ANNUALLY
WILL
IT
COST
ME
TWO
HUNDRED
OR
TWO
FORTY
sp
TWO
HUNDRED
I
STILL
sp
THINK
YES
TWO
HUNDRED
sp
AND
WHO'S
THE
OTHER
PERSON
I
ASKED
TWO
HUNDRED
sp
TWO
HUNDRED
sp
ANYBODY
DISAGREE
GO
ON
THEN
sp
SUE
DO
sp
YOU
DISAGREE
I
sp
DISAGREE
YOU
sp
CAN
HAVE
A
POINT
FOR
DISAGREEING
BECAUSE
YOU'RE
RIGHT
sp
YES
sp
ERM
sp
YOU
GET
sp
WHAT
YOU
PAY
FOR
sp
RIGHT
sp
SO
IF
sp
IT
WAS
GOING
TO
COST
ME
TWENTY
POUND
A
MONTH
sp
FOR
sp
FIFTY
THOUSAND
POUNDS
sp
WORTH
OF
sp
LIFE
COVER
sp
AND
I
WANTED
TO
PAY
IT
sp
ANNUALLY
sp
I'D
HAVE
TO
PAY
IT
TWELVE
TIMES
sp
I'D
HAVE
TO
PAY
TWO
HUNDRED
AND
FORTY
POUNDS
sp
MINIMUM
PREMIUMS
sp
ARE
JUST
THE
SMALLEST
AMOUNT
THAT
ABBEY
AS
A
sp
COMPANY
CAN
sp
MAKE
A
PROFIT
ON
sp
SO
sp
WE
COULD
HAVE
SOMEBODY
START
AT
TWENTY
POUND
A
MONTH
AND
WE
KNOW
WE
CAN
MAKE
A
PROFIT
AND
WE
CAN
PROVIDE
A
GOOD
SERVICE
TO
THE
CLIENTS
A
GOOD
LEVEL
OF
COVER
sp
WHEN
IT
COMES
TO
ANNUALLY
WE
WILL
ACCEPT
sp
TWO
HUNDRED
POUNDS
sp
PER
sp
YEAR
sp
AS
A
MINIMUM
PREMIUM
sp
BUT
IN
THIS
CASE
sp
THEY'D
PROBABLY
GET
sp
ABOUT
FORTY
FIVE
THOUSAND
POUNDS
WORTH
OF
COVER
sp
THEY'D
GET
LESS
COVER
sp
YOU
GET
WHAT
YOU
PAY
FOR
IN
THIS
sp
WORLD
sp
O
K
sp
ANY
ANY
QUESTIONS
sp
IS
sp
THE
sp
DIFFERENCE
sp
THEN
BECAUSE
sp
THEY'RE
SAVING
sp
IT
IN
sp
IT'S
sp
IT'S
sp
YES
IN
IN
THAT
RESPECT
WE
CAN
MAKE
A
PROFIT
FROM
TWO
HUNDRED
POUNDS
sp
A
YEAR
ER
sp
YOU
sp
MIGHT
sp
JUST
SAY
WELL
WHY
DON'T
WE
PASS
THAT
ON
TO
sp
THE
CLIENTS
sp
BUT
WE
DON'T
RIGHT
sp
THEY
sp
THEY'VE
GOT
TO
PAY
TWELVE
TIMES
sp
I
THINK
IT
JUST
GETS
TOO
COMPLICATED
WHEN
YOU
LOOK
AT
THE
VARIOUS
CONTRACTS
IF
YOU
HAVE
DIFFERENT
LEVELS
OF
PAYMENT
sp
IT
JUST
GETS
VERY
VERY
COMPLICATED
sp
ANY
FU
EVERYBODY
HAPPY
WITH
THAT
sp
EXCELLENT
WHO
sp
HAD
THE
LAST
QUESTION
ILIAS
sp
ILIAS
WHO
HAD
THE
LAST
QUESTION
sp
ILIAS
sp
EXCELLENT
A
sp
BONUS
FOR
BEING
HONEST
ON
THIS
sp
TEAM
AND
BEING
AWAKE
sp
SO
IT
MUST
BE
ANDREW
YOUR
QUESTION
sp
ALRIGHT
ERM
sp
WHAT'S
sp
THE
MINIMUM
sp
MONTHLY
AND
ANNUAL
sp
ESCALATING
PREMIUM
sp
ERM
sp
PHILIP
OR
SOMEBODY
GAVE
ME
THE
LEVEL
PREMIUM
sp
WELL
THE
MINIMUM
MONTHLY
IS
STILL
TWENTY
POUNDS
sp
RIGHT
sp
SO
WHAT'S
THE
MINIMUM
ANNUALLY
THE
sp
MINIMUM
WE
CAN
MAKE
A
sp
PROFIT
ON
sp
I
SAY
THAT'S
STILL
sp
STILL
AT
sp
STILL
AT
sp
TWO
HUNDRED
POUNDS
AGAIN
ABSOLUTELY
sp
TRIED
I
TRIED
TO
PUT
YOU
OFF
sp
BUT
I
DIDN'T
MANAGE
IT
DID
sp
I
O
K
sp
GOOD
sp
SO
WE
MUST
sp
BE
ARE
WE
BACK
WITH
YOU
DAVID
OR
sp
WITH
sp
YOU
SUE
sp
BACK
WITH
DAVID
sp
AH
sp
RIGHT
HOW
sp
DOES
THE
ESCALATING
sp
PREMIUM
WORK
sp
ER
sp
INCREASES
sp
BY
sp
TEN
PERCENT
SIMPLE
INTEREST
sp
PER
YEAR
sp
FOR
sp
THE
FIRST
FIVE
YEARS
sp
AND
THEN
sp
STAYS
LEVEL
sp
EXCELLENT
sp
WELL
sp
DONE
WELL
sp
DONE
RIGHT
sp
LET'S
YES
sp
SHIRLEY
CAN
sp
I
sp
HAVE
sp
THE
sp
LAST
QUESTION
HOW
DOES
THE
sp
ESCALATING
sp
PREMIUM
sp
WORK
sp
THEN
SHIRLEY
JUST
AS
JOHN
SAID
sp
JOHN
sp
YOU
sp
GOT
MY
NAME
sp
WRONG
NEXT
QUESTION
sp
JOHN
sp
ER
sp
RIGHT
ERM
sp
WHAT'S
THE
CURRENT
IT'S
sp
A
BIT
D
sp
DIFFICULT
TERMINOLOGY
HERE
sp
WHAT'S
sp
THE
sp
CURRENT
sp
COST
sp
TAKEN
OUT
OF
THE
sp
FUND
sp
EACH
MONTH
sp
FOR
sp
EXPENSES
sp
THE
EXPENSE
CHARGE
sp
IS
USUALLY
IT'S
sp
CALLED
BUT
JUST
OCCASIONALLY
IT
COMES
OUT
AS
POLICY
FEE
sp
ERM
sp
HOW
sp
MUCH
IS
IT
sp
WHAT
THE
ACTUAL
sp
FEE
ITSELF
sp
YES
sp
IN
POUNDS
AND
PENCE
sp
OH
sp
ONE
sp
POUND
NINETEEN
sp
ONE
POUND
NINETEEN
sp
WHAT
DO
YOU
RECKON
KIM
sp
I
sp
THOUGHT
IT
WAS
A
sp
PERCENTAGE
sp
AH
NO
THIS
IS
THE
BIT
THAT
COMES
OUT
ANNUALLY
RIGHT
I
KNOW
WHAT
YOU'RE
THINKING
ABOUT
sp
WHAT
DO
YOU
RECKON
TABLE
AT
THE
TOP
sp
YES
WE'LL
GO
ALONG
WITH
sp
ONE
NINETEEN
YOU'LL
GO
ALONG
WITH
sp
ONE
NINETEEN
WHAT
ABOUT
THE
OTHERS
YES
sp
YOU'LL
sp
GO
ALONG
sp
WITH
IT
YES
sp
ABSOLUTELY
sp
RIGHT
sp
YES
WELL
DONE
ONE
sp
TWO
THREE
sp
WAS
sp
THAT
sp
ME
sp
OR
NO
sp
RIGHT
sp
ERM
AH
sp
I
sp
THINK
THE
BEST
THING
WE
CAN
DO
IS
TO
LOOK
AT
THE
RATE
BOOK
FOR
THIS
QUESTION
BECAUSE
YOU
MAY
sp
HAVE
REMEMBERED
IT
sp
FROM
ER
YOU
sp
MAY
NOT
KIM
sp
COULD
I
ASK
sp
YOU
TO
PASS
THOSE
THE
COVERMASTER
sp
RATE
BOOKS
sp
THAT
sp
UNDER
sp
PLEASE
YOU
sp
OBVIOUSLY
sp
KEEP
sp
TAKING
THE
RATE
NO
BUT
BUT
sp
THIS
sp
THIS
PROBLEM
THIS
WAS
ON
THIS
sp
WAS
ON
ACTUALLY
HAVE
WE
GOT
ONE
sp
YET
sp
YES
YOU
sp
HAVEN'T
HAD
THEM
YET
sp
ER
AND
WE'LL
BE
LOOKING
AT
sp
THEM
sp
LATER
sp
THAT'S
sp
GREAT
sp
THANK'S
sp
KIM
IS
THE
ON
THE
sp
C
V
sp
T
sp
BUT
AGAIN
IT'S
IT'S
sp
EASIER
sp
TO
LOOK
AT
SOMETHING
WHEN
WE'RE
TALKING
sp
ABOUT
sp
THIS
SO
I'M
GOING
TO
ASK
YOU
TO
LOOK
AT
THE
COVERMASTER
RATE
sp
BOOK
sp
WHICH
DOESN'T
sp
HAVE
sp
PAGE
NUMBERS
sp
BUT
I
WANT
YOU
TO
FIND
THE
ALLOCATION
TO
UNITS
sp
TABLE
WHICH
IS
sp
ABOUT
FOUR
OR
FIVE
sp
PAGES
IN
sp
ONE
sp
TWO
NO
I'M
WRONG
THREE
PAGES
IN
sp
ALLOCATION
TO
UNITS
sp
TABLE
sp
THAT'S
RIGHT
sp
YES
sp
THAT'S
sp
RIGHT
sp
RIGHT
sp
EVERYBODY
THERE
sp
OH
YES
sp
YES
sp
ALLOCATION
sp
TO
UNITS
THIRD
PAGE
IN
sp
NOW
sp
THIS
CONCEPT
IS
sp
THE
SAME
WHATEVER
PRODUCT
WE'RE
TALKING
sp
ABOUT
sp
AND
WE'LL
BE
TALKING
sp
ABOUT
sp
FOUR
sp
PRODUCTS
THIS
WEEKS
AND
SEVERAL
MORE
sp
NEXT
WEEK
sp
AND
I'VE
GOT
TO
TELL
YOU
sp
IT'S
ERM
AN
sp
AREA
sp
WHICH
THEY
ASK
QUESTIONS
ABOUT
VERY
FREQUENTLY
sp
SO
IF
WE
CAN
BE
QUITE
CLEAR
IN
OUR
MINDS
FROM
sp
NOW
sp
YOU
MIGHT
GET
QUESTIONS
ON
IT
TOMORROW
YOU
MIGHT
GET
QUESTIONS
ON
IT
AT
sp
SOME
POINT
IN
THE
FUTURE
DURING
THE
sp
WEEK
sp
BUT
THEY
INEVITABLY
COME
sp
AT
SOME
sp
POINT
sp
AND
WE'RE
TALKING
ABOUT
ALLOCATION
TO
UNITS
sp
WE'RE
TALKING
ABOUT
sp
HOW
MUCH
OF
THE
CLIENT'S
PREMIUM
sp
LET'S
SAY
HE
WAS
PAYING
THIRTY
POUNDS
A
MONTH
sp
ACTUALLY
sp
ENDS
BUYING
UNITS
sp
IN
HIS
FUND
sp
NOW
IF
YOU
LOOK
AT
THAT
sp
TABLE
sp
YOU
sp
CAN
SEE
sp
THAT
IT'S
SET
OUT
sp
ON
THE
LEFT
HAND
SIDE
sp
THE
AGE
AT
ENTRY
AND
sp
THE
TOP
sp
WHETHER
HE
sp
PAYS
HIS
PREMIUMS
ESCALATING
OR
LEVEL
sp
SO
THE
VERY
SIMPLE
QUESTION
IS
sp
IF
I
WANTED
A
HIGHER
sp
ALLOCATION
TO
UNITS
sp
WHO
AM
I
ASKING
THE
QUESTION
sp
TO
SUE
IS
sp
IT
sp
YOURS
sp
YES
sp
IT
sp
MUST
BE
YOURS
sp
SUE
OR
SOMETHING
sp
YES
IT'S
sp
YOURS
NOW
sp
IF
I
WANTED
TO
GET
sp
THE
HIGHEST
ALLOCATION
TO
UNITS
WOULD
I
sp
PAY
LEVEL
sp
OR
ESCALATING
PREMIUMS
BY
LOOKING
AT
sp
THAT
TABLE
sp
LEVEL
sp
LEVEL
sp
ABSOLUTELY
RIGHT
sp
THE
QUESTION
THEY
WILL
ASK
YOU
VERY
FREQUENTLY
IS
sp
DURING
THE
FIRST
YEARS
OF
THE
PLAN
sp
THERE
IS
A
REDUCED
ALLOCATION
sp
TO
UNITS
THEY
sp
BUY
sp
LESS
UNITS
WITH
THE
sp
CLIENT'S
sp
PREMIUMS
sp
ONE
THE
REASONS
WE
CAN
SEE
ONE
THE
THINGS
THAT
sp
AFFECTS
THE
ALLOCATION
YOU
CAN
SEE
sp
IS
WHETHER
THEY
PAY
LEVEL
OR
ESCALATING
sp
YOU
CAN
SEE
ON
THE
COVERMASTER
ON
AN
ESCALATING
sp
PLAN
IT'S
TWENTY
PERCENT
sp
EACH
YEAR
FOR
sp
THE
FIRST
FOUR
YEARS
sp
SO
sp
ONLY
TWENTY
PERCENT
ONLY
ONE
FIFTH
sp
OF
THIS
CLIENT'S
PREMIUM
IS
GOING
TO
BUY
UNITS
IN
THOSE
FIRST
FOUR
sp
YEARS
sp
SO
ONLY
SIX
POUNDS
A
MONTH
sp
IS
ACTUALLY
GOING
TO
GET
INVESTED
sp
IN
HIS
FUND
sp
IN
sp
THE
FIRST
sp
FOUR
sp
YEARS
sp
AFTER
THAT
sp
THE
TOTAL
AMOUNTS
sp
OR
EVEN
A
BIT
MORE
IF
WE
LOOK
sp
AT
IT
ERM
sp
WHAT
OVER
FACTOR
sp
JANET
sp
NO
JOHN
IT
MUST
sp
BE
sp
JOHN'S
TURN
sp
NOW
sp
AFFECTS
THE
ALLOCATION
TO
UNITS
sp
IN
THOSE
FIRST
FOUR
YEARS
BY
LOOKING
AT
THAT
sp
TABLE
sp
ONE
IS
WHERE
THEY
PAY
IN
ESCALATING
sp
OR
LEVEL
sp
THE
OTHER
sp
WHAT
ELSE
AFFECTS
sp
THE
sp
ALLOCATION
sp
HAVE
YOU
GOT
sp
IT
FROM
sp
THE
TABLES
IS
sp
AGE
sp
IT'S
AGE
YES
I
WOULD
HAVE
SAID
THAT
I
WOULD
HAVE
SAID
THAT
I
THOUGHT
IT
sp
WAS
TOO
EASY
I
KNOW
I
KNOW
sp
WELL
I
LIKE
TO
MAKE
THINGS
EASY
FOR
YOU
JOHN
sp
THANK
YOU
sp
ER
TWO
MARKS
sp
BECAUSE
YOU
CAN
SEE
IF
THE
CLIENT'S
UP
TO
THE
AGE
OF
FORTY
sp
HE
GETS
sp
A
HIGHER
ERM
sp
A
REDUCED
ALLOCATION
BUT
IF
HE'S
SEVENTY
HE
GETS
ACTUALLY
sp
FORTY
PERCENT
sp
ALLOCATED
IN
THE
FIRST
YEAR
AND
HE
GETS
ER
A
sp
FULL
sp
ALLOCATION
sp
FROM
THEN
ON
sp
SO
sp
THOSE
TWO
FACTORS
sp
AFFECT
sp
HOW
MUCH
OF
THE
CLIENT'S
PREMIUM
sp
BUYS
UNITS
sp
IN
THE
FIRST
FOUR
YEARS
sp
WHETHER
THEY
PAY
LEVEL
OR
ESCALATING
PREMIUMS
sp
AND
HIS
AGE
sp
INCOME
MIGHT
sp
INSURANCE
HIS
AGE
AND
OTHER
sp
THINGS
IT
MIGHT
BE
sp
THE
TERM
OF
THE
sp
POLICY
WE'RE
LOOKING
AT
HOW
LONG
sp
HE
PAYS
IT
BECAUSE
IF
YOU
THINK
COVERMASTER
HIS
AGE
AFFECTS
sp
THE
TERM
IF
SOMEBODY
TAKES
A
COVERMASTER
PLAN
OUT
AT
sp
TWENTY
sp
FIVE
sp
WE
EXPECT
THEM
sp
TO
BE
PAYING
sp
IT
FOR
A
sp
LONG
TIME
sp
IF
sp
HE
sp
TAKES
IT
OUT
AT
FIFTY
sp
FIVE
sp
WE
sp
EXPECT
sp
HIM
sp
TO
PAY
sp
LESS
sp
PHILIP
sp
TH
sp
THE
AG
THE
sp
MAXIMUM
AGE
OF
ENTRY
IS
SEVENTY
ONE
sp
NEXT
BIRTHDAY
ISN'T
IT
sp
THAT'S
sp
RIGHT
WHY
ON
THE
HM
sp
WHY
ON
THE
CHART
DO
THEY
SHOW
sp
IT
SEVENTY
ONE
TO
A
HUNDRED
sp
AND
FIVE
sp
BECAUSE
PEOPLE
CAN
STILL
BE
PAYING
THEIR
PREMIUMS
ONCE
THEY
GO
PAST
SEVENTY
ONE
THEY
HAVEN'T
sp
GOT
sp
TO
sp
CASH
sp
IT
sp
IN
SO
sp
YOU'RE
SAY
sp
AH
RIGHT
sp
NO
IT'S
JUST
A
sp
ER
sp
IT
SAYS
NEXT
BIRTHDAY
AT
ENTRY
IT
SAYS
sp
IT
sp
SAYS
IN
sp
THE
sp
FIRST
sp
B
YES
WELL
MM
IT
sp
DOESN'T
MAKE
SENSE
sp
BECAUSE
sp
THEY
CAN'T
HAVE
IT
AFTER
SEVENTY
ONE
CAN
THEY
sp
ER
sp
INITIALLY
sp
O
K
SO
THOSE
ARE
THE
TWO
sp
FACTORS
THAT
AFFECT
THE
ALLOCATION
TO
UNITS
IN
sp
THE
FIRST
FOUR
YEARS
sp
THE
sp
NEXT
QUESTION'S
GOT
TO
BE
TO
sp
KIM
sp
IF
sp
ONLY
SIX
POUNDS
OF
HIS
PREMIUM
sp
IS
BUYING
UNITS
sp
IN
IF
HE
HAS
AN
ESCALATING
sp
PLAN
IN
HIS
FIRST
sp
FOUR
YEARS
sp
WHAT'S
THE
OTHER
TWENTY
FOUR
POUNDS
sp
GOING
sp
TOWARDS
sp
ADMINISTRATION
sp
ADMINISTRATION
YES
WHICH
IS
A
NICE
WAY
OF
PUTTING
IT
sp
ANOTHER
WAY
OF
sp
PUTTING
IT
ERM
sp
THE
sp
ASSOCIATE'S
sp
COMMISSION
sp
ABSOLUTELY
sp
ONE
sp
TWO
sp
THREE
sp
AND
A
BONUS
sp
IT'S
THE
TYPE
OF
CLIENT
sp
LIFE
ASSURANCE
CLIENTS
ARE
THE
TYPE
sp
OF
sp
CLIENT
WHERE
THE
sp
COMMISSION'S
sp
ALL
COME
OUT
IN
THE
FIRST
FOUR
YEARS
sp
WHICH
IS
WHY
THE
CLIENTS
sp
ARE
SOLD
A
PLAN
INAPPROPRIATELY
sp
AND
THEY
CASH
IT
IN
sp
THEY
GET
VERY
LITTLE
BACK
sp
YOUR
COMMISSIONS
ARE
PAID
BY
THE
CLIENT
OVER
THOSE
FIRST
FOUR
sp
YEARS
sp
ERM
sp
THAT
sp
ACCOUNTS
sp
FOR
THE
REDUCED
ALLOCATION
sp
AND
THE
SETTING
sp
UP
FEES
AS
WELL
sp
BUT
IT'S
MAIN
IT'S
MAINLY
YOUR
COMMISSION
sp
NOW
IF
YOU'VE
GOT
SOMEBODY
WHO
sp
YOU
ARE
sp
PROTECTING
THEIR
FAMILY
AND
THEY'LL
BE
PAYING
THAT
sp
PLAN
sp
TWENTY
sp
FIVE
YEARS
OR
sp
MORE
sp
THE
FACT
THAT
THEY
PAY
sp
COMMISSIONS
OUT
sp
FOR
sp
THE
sp
FIRST
FOUR
YEARS
sp
IS
IMMATERIAL
WHAT
THEY
WANT
IS
PEACE
OF
MIND
sp
AND
PROTECTION
sp
ERM
sp
IT
COULD
HAVE
BEEN
SPREAD
OUT
OVER
THE
WHOLE
TWENTY
FIVE
YEARS
AS
IT
IS
WITH
OTHER
PRODUCTS
sp
BUT
IN
LIFE
ASSURANCE
AT
THE
MOMENT
IT'S
OUT
OF
THOSE
FIRST
FOUR
YEARS
sp
BUT
YOU
CAN
SEE
WHY
IF
YOU'RE
SELLING
INAPPROPRIATELY
sp
IF
YOU
SELL
SOMEONE
FOR
EXAMPLE
A
SAVINGS
PLAN
AND
THEY
CASH
sp
IT
IN
THE
FIRST
FOUR
YEARS
sp
AND
THEY
DON'T
EVEN
GET
WHAT
THEY
PAID
IN
IT
sp
HOW
THEY'RE
GOING
TO
BE
VERY
sp
ANNOYED
sp
BECAUSE
sp
FROM
WHAT
THEY
COULD
SEE
THEY
WERE
GETTING
sp
A
SAVINGS
PLAN
sp
IF
IT
RUNS
FOR
THE
TEN
YEARS
sp
THEY'RE
GOING
TO
OUT
PERFORM
THE
BANKS
AND
BUILDING
SOCIETIES
AND
THEY'RE
sp
GOING
TO
BE
VERY
HAPPY
sp
SO
APPROPRIATELY
SOLD
THERE
IS
NO
sp
PROBLEM
sp
BUT
IF
IT'S
NOT
APPROPRIATELY
sp
SOLD
YOU
sp
CAN
SEE
THAT
PEOPLE
REALLY
DO
DON'T
GET
sp
BACK
WHAT
sp
THEY
sp
PUT
IN
sp
SO
THAT'S
THE
ALLOCATION
TO
UNITS
sp
ERM
sp
AND
sp
I'VE
JUST
sp
ASKED
JOHN
SO
I
MUST
BE
NOW
WITH
sp
NO
I'VE
JUST
ASKED
KIM
SO
I
MUST
BE
NOW
WITH
PHILIP
sp
YES
sp
PHILIP
LOOKING
AT
THAT
PAGE
sp
ERM
sp
AFTER
sp
THE
FIRST
FOUR
YEARS
sp
TWO
OTHER
FACTORS
sp
AFFECT
THE
ALLOCATION
TO
UNITS
sp
AND
THAT
sp
INFORMATION
IS
IN
THE
BOTTOM
OF
THAT
SECOND
sp
PAGE
sp
CAN
YOU
GIVE
ME
ONE
OF
THEM
sp
AND
OBVIOUSLY
JANET
YOU'LL
BE
GIVING
ME
THE
OTHER
ONE
SO
IF
sp
YOU
sp
CAN
TAKE
THE
sp
TIME
sp
TO
sp
LOOK
AT
IT
sp
ERM
sp
WELL
IT'S
THE
sp
ER
YEAR
RULER
sp
ABSOLUTELY
YES
IT'S
THE
sp
SEX
sp
IT'S
THE
SEX
sp
DO
YOU
SEX
IT'S
THE
SEX
THAT
DOES
sp
IT
IT'S
THE
SEX
THAT
DOES
IT
WHAT'S
THIS
OR
SOMETHING
sp
OR
EVEN
IF
sp
OR
EVEN
IF
sp
IT
sp
GREAT
THAT
YOU'VE
GOT
ME
TOTALLY
CONFUSED
HERE
ERM
IT
sp
ACTUALLY
IS
sp
PART
sp
OF
THE
sp
ANSWER
sp
THAT
IF
YOU
sp
QUITE
sp
AMAZE
sp
ME
YES
A
COMBINATION
sp
OF
ER
OF
AGE
AND
SEX
REALLY
sp
ER
sp
A
MALE
sp
A
MALE
UP
TO
sp
ERM
sp
WELL
A
sp
MALE
OR
FEMALE
UP
sp
TO
ERM
sp
IF
YOU
JUMP
sp
YES
YOU'RE
LOOKING
AT
THE
RIGHT
PLACE
BUT
YOU'VE
JUMPED
AHEAD
sp
WHAT
sp
IS
DETERMINED
sp
BY
THE
CLIENT'S
sp
AGE
sp
AND
GENDER
RIGHT
sp
OH
THE
ER
THE
AMOUNT
sp
OF
sp
ERM
sp
ADDITIONAL
UNITS
sp
OR
LOOKING
NOT
QUITE
sp
NOT
sp
QUITE
sp
HE'S
JUMPED
AHEAD
A
LITTLE
BIT
sp
CAN
YOU
HELP
HIM
OUT
ON
THE
TABLE
WAIVER
OF
sp
PREMIUM
sp
IT'S
WAIVER
OF
PREMIUM
ABSOLUTELY
SO
IT'S
THE
COST
OF
WAIVER
OF
PREMIUM
sp
WAIVER
OF
PREMIUM
sp
YOU
KNOW
AS
A
sp
BENEFIT
YOU
KNOW
ABOUT
WAIVER
OF
PREMIUM
I'LL
PICK
IT
UP
LATER
sp
BUT
IT'S
THE
ONE
THING
THAT
ACTUALLY
COMES
OUT
OF
THE
PREMIUM
BEFORE
THE
UNITS
ARE
BOUGHT
sp
BECAUSE
IT'S
A
PERCENTAGE
sp
AND
IT'S
A
PERCENTAGE
OF
THE
PREMIUM
SO
IT'S
A
FIXED
AMOUNT
sp
AND
IF
YOU
LOOK
AT
THE
BOTTOM
OF
THAT
sp
TABLE
sp
SOMEBODY
UP
TO
THE
AGE
OF
THIRTY
NINE
sp
WILL
PAY
TWO
PERCENT
OF
THEIR
PREMIUM
sp
ERM
sp
FOR
THE
WAIVER
OF
PREMIUM
BENEFIT
sp
ANYBODY
FROM
FORTY
TO
FORTY
NINE
WILL
sp
PAY
THREE
PERCENT
AND
sp
THEN
THEY'VE
GOT
THIS
STRANGE
IDEA
THAT
LADIES
OVER
THE
AGE
OF
FIFTY
ARE
GOING
TO
HAVE
MORE
TIME
OFF
sp
WORK
THROUGH
ILLNESS
SO
THEY'RE
GOING
TO
CHARGE
US
FOUR
PERCENT
sp
AND
THE
MEN
sp
THREE
PERCENT
sp
ER
sp
THAT'S
THE
COST
TO
WAIVER
OF
PREMIUMS
sp
SO
sp
JANET
YOUR
QUESTION
WHICH
sp
IS
sp
NOT
AS
I
IN
sp
INTIMATED
IT
MIGHT
BE
AT
ALL
SO
YOU
sp
YOU
CAN
BE
sp
WELL
ANNOYED
sp
ERM
sp
IF
YOU'RE
SETTING
UP
sp
A
A
JOINT
LIFE
POLICY
WITH
WAIVER
PREMIUM
sp
ON
BOTH
PEOPLE
sp
AND
sp
THE
WIFE
sp
IS
FIFTY
ONE
sp
AND
THE
HUSBAND
sp
IS
FORTY
sp
HOW
MUCH
WILL
BE
DEDUCTED
FROM
THEIR
UNITS
sp
ACCORDING
TO
sp
WAIVER
OF
PREMIUMS
sp
TAKE
sp
THE
sp
WIFE'S
sp
AGE
sp
THE
WIFE
IS
FORTY
sp
THREE
sp
THE
sp
THE
WIFE
IS
FIFTY
ONE
AND
THE
HUSBAND
sp
IS
FORTY
OH
sp
I
sp
GET
sp
YES
sp
I
SEE
sp
YES
sp
ERM
sp
SEVEN
sp
PERCENT
sp
SEVEN
PERCENT
YOU
HAVE
TO
ADD
THEM
TOGETHER
sp
YOU
HAVE
TO
ADD
THE
COST
OF
WAIVER
ON
A
JOINT
LIFE
POLICY
YOU
HAVE
TO
ADD
ADD
THE
sp
COSTS
TOGETHER
sp
ABSOLUTELY
sp
GOOD
sp
SHE
EVEN
GOT
ROUND
GIVING
ME
THE
WRONG
ANSWER
FIRST
WHICH
sp
I
sp
THOUGHT
WAS
QUITE
SUBTLE
sp
WELL
sp
DONE
ERM
SO
THE
NEXT
QUESTION
MUST
COME
TO
sp
TO
JOHN
OR
IS
IT
KIM
IT
sp
MUST
BE
ANDREW
IT
MUST
BE
ANDREW
sp
RIGHT
sp
LOOKING
AT
THAT
PAGE
sp
ONCE
THE
PLAN
HAS
BEEN
SET
UP
AFTER
THOSE
sp
FIRST
FOUR
YEARS
sp
WHETHER
THE
CLIENT
HAS
WAIVER
OF
PREMIUM
OR
NOT
sp
ACTUALLY
AFFECTS
THE
ALLOCATIONS
TO
UNITS
sp
WE'VE
ESTABLISHED
THAT'S
A
NICE
TABLE
THERE
TO
sp
TELL
YOU
sp
THERE'S
ONE
OTHER
FACTOR
AT
sp
THE
BOTTOM
OF
sp
THAT
ER
PAGE
WILL
TELL
YOU
SOMETHING
ABOUT
THE
ALLOCATION
TO
UNITS
sp
IF
THEY
DON'T
HAVE
THE
WAIVER
OF
PREMIUMS
sp
THEY
GET
sp
MORE
sp
UNITS
BECAUSE
THE
MORE
MONEY
GOES
INTO
sp
THE
ER
sp
WHATSIT
sp
ABSOLUTELY
TRUE
BUT
IT
WASN'T
WHAT
I
WAS
ASKING
SO
I'M
GOING
TO
GIVE
sp
YOU
THE
POINTS
sp
BUT
IT'S
ABSOLUTELY
TRUE
SO
WE
sp
MUST
MOVE
ON
TO
sp
PHILIP
sp
NO
NOT
sp
AGAIN
sp
NOT
AGAIN
IT
MUST
BE
JOHN
THEN
sp
JOHN
OH
SORRY
sp
NO
NO
sp
IT'S
GOOD
DAVID
DAVID
IT'S
sp
DAVID
YOU
OUGHT
TO
GET
A
sp
BONUS
SCHEME
sp
UP
sp
JUST
sp
FOR
THAT
sp
NO
NO
NO
sp
NO
sp
NO
sp
NO
sp
THAT'S
TOO
GENEROUS
sp
ERM
sp
WHAT
sp
OTHER
FACTOR
sp
OTHER
THAN
WHETHER
THEY
HAVE
sp
WAIVER
OF
PREMIUM
OR
sp
NOT
sp
AFFECTS
THE
ALLOCATION
sp
TO
UNITS
sp
WELL
sp
WRIGGLED
THERE
ANDREW
THAT
WAS
ER
sp
A
GOOD
sp
WRIGGLING
EFFORT
sp
READ
ANOTHER
sp
PAGE
sp
TOTAL
PREMIUM
sp
AH
RIGHT
sp
WHAT
ABOUT
THE
sp
TOTAL
sp
PREMIUM
sp
WELL
WHETHER
IT'S
UP
sp
TO
sp
SEVEN
HUNDRED
AND
SEVENTY
NINE
POUNDS
NINETY
NINE
sp
P
PER
ANNUM
sp
YES
sp
ERM
sp
IF
IT'S
sp
UP
TO
THAT
IT'S
A
HUNDRED
AND
THREE
sp
PERCENT
sp
RIGHT
sp
AND
IF
IT'S
SEVEN
HUNDRED
AND
EIGHTY
sp
PER
sp
ANNUM
sp
OR
SEVENTY
sp
POUNDS
sp
PER
sp
MONTH
sp
ER
sp
AND
sp
AND
sp
OVER
sp
IT'S
A
HUNDRED
AND
FOUR
sp
ABSOLUTELY
sp
HOW
MUCH
sp
THEY
PAY
sp
THROUGHOUT
OUR
POLICIES
ANYBODY
PAYING
UP
TO
SEVENTY
EIGHT
POUNDS
A
MONTH
sp
GETS
ONE
ALLOCATION
sp
ANYBODY
WHO
CAN
AFFORD
AND
WILL
PAY
MORE
THAN
SEVENTY
EIGHT
POUNDS
A
MONTH
WILL
GET
A
HIGHER
ALLOCATION
sp
AN
EXTRA
ONE
PERCENT
sp
RIGHT
sp
THIS
WILL
KEEP
COMING
UP
sp
THROUGHOUT
sp
THE
ER
PRODUCTS
CAN
sp
WE
JUST
BE
CLEAR
IN
OUR
MINDS
BEFORE
WE
MOVE
ON
sp
HOW
IT
AFFECTS
WE'RE
TALKING
ABOUT
THE
ALLOCATION
sp
OF
THE
PREMIUM
sp
TO
BUY
UNITS
sp
TWO
FACTORS
AFFECT
IT
IN
THE
FIRST
FOUR
YEARS
sp
THAT'S
WHETHER
YOU
PAY
LEVEL
OR
ESCALATING
sp
AND
THE
AGE
OF
THE
CLIENT
sp
AFTER
THAT
sp
THROUGHOUT
THE
REST
OF
sp
THE
TERM
sp
THEY
HAVE
A
REDUCED
ALLOCATION
IF
THEY
HAVE
WAIVER
OF
PREMIUM
sp
AND
THEY
HAVE
AN
INCREASED
ALLOCATION
IF
THEY
PAY
MORE
THAN
SEVENTY
EIGHT
POUNDS
A
MONTH
sp
OR
SEVEN
HUNDRED
AND
EIGHTY
sp
POUNDS
A
YEAR
sp
SO
THE
PREMIUM
LEVEL
sp
AND
WHETHER
OR
NOT
THEY
HAVE
WA
sp
WAIVER
OF
THE
PREMIUM
sp
AFFECTS
IT
sp
ER
sp
NEXT
sp
QUESTION
sp
JOHN
sp
YOU
HAVE
A
CLIENT
WHO
HAS
WAIVER
OF
PREMIUM
sp
AND
HE'S
STILL
PAYING
HIS
sp
PREMIUM
FOR
sp
HIS
COVERMASTER
sp
WILL
WE
ACTUALLY
GIVE
HIM
sp
MORE
UNITS
sp
NO
NO
WE
DON'T
sp
WE
DON'T
ACTUALLY
MAKE
UP
HE
STILL
CARRIES
ON
sp
PAYING
sp
THE
sp
SAME
WE
DON'T
WE
DON'T
INCREASE
THE
ALLOCATION
sp
WHEN
HE
GETS
sp
TO
sp
SIXTY
sp
OR
sp
SIXTY
FIVE
OR
WHENEVER
sp
SO
sp
WHERE
ARE
WE
JOHN
ONE
TWO
THREE
WELL
sp
DONE
sp
ANY
QUESTIONS
ON
ALLOCATIONS
BEFORE
WE
MOVE
ON
sp
YES
sp
HOW
sp
DO
YOU
DECIDE
ON
A
HUNDRED
AND
THREE
OR
A
HUNDRED
OR
FOUR
FOR
ALLOCATION
sp
JUST
TO
BE
AWKWARD
sp
I
MEAN
LITERALLY
YOU'LL
GET
sp
ER
sp
YOU
INVEST
sp
THE
THIRTY
THOUSAND
UNITS
ER
sp
AND
YOU'LL
GET
A
sp
HUNDRED
AND
THREE
POUNDS
EXTRA
PERCENT
OF
THE
MONEY
sp
OF
sp
THE
MONEY
INVESTED
sp
SO
IF
THREE
PERCENT
IS
WHAT
sp
I
DON'T
KNOW
sp
WHAT
sp
IS
IT
NINETY
sp
P
OR
sp
SOMETHING
sp
YOU
GET
AN
EXTRA
NINETY
sp
P
sp
BUYING
UNITS
sp
FOR
YOU
sp
ALRIGHT
ERM
WE'VE
JUST
ASKED
JOHN
SO
WE
MUST
BE
NOW
WITH
KIM
ARE
WE
NO
WE'RE
NOT
WE'RE
WITH
GERALD
GERALD
sp
GERALD
sp
YES
sp
ABSOLUTELY
ERM
WE
sp
HAVE
sp
A
CLIENT
sp
WE
DO
HAVE
CLIENTS
WE
HAVE
sp
LOTS
OF
CLIENT
sp
WE
HAVE
A
CLIENT
WHO
SHALL
WE
HAVE
sp
AS
sp
THE
sp
CLIENT
sp
ERM
RIGHT
sp
WE'LL
HAVE
sp
SHIRLEY
AS
THE
CLIENT
sp
AND
WE'RE
A
LIFE
COMPANY
sp
AND
WE'RE
LOOKING
AT
THE
sp
COST
sp
OF
PROVIDING
SHIRLEY
WITH
LIFE
COVER
sp
SO
WE'RE
sp
LOOKING
AT
sp
THE
AMOUNT
WE
TAKE
OUT
OF
sp
HER
PLAN
sp
EACH
MONTH
sp
TO
COVER
sp
FOR
LIFE
sp
COVER
sp
WE
CALL
IT
THE
LIFE
COVER
CHARGE
sp
OR
TECHNICALLY
sp
ER
A
PHRASE
I'M
SURE
YOU'RE
USED
IT
THE
MORTALITY
sp
REDUCTION
sp
WHAT
FACTORS
WILL
WE
TAKE
INTO
ACCOUNT
sp
WHEN
WE'RE
ASSESSING
THE
COST
OF
LIFE
sp
COVER
sp
FOR
SHIRLEY
WE
TAKE
sp
INTO
sp
ACCOUNT
sp
HER
AGE
sp
AGE
sp
YES
sp
ERM
sp
THE
LEVEL
OF
sp
LIFE
COVER
REQUIRED
ABSOLUTELY
THE
LEVEL
OF
COVER
REQUIRED
sp
GOOD
ERM
sp
MEDICAL
sp
FACTORS
sp
HEALTH
sp
YES
sp
ERM
sp
OCCUPATION
sp
OCCUPATION
sp
YES
sp
ERM
THERE'S
sp
ONE
MORE
I
sp
THINK
sp
SO
WE
LOOK
AT
THE
sp
AGE
LOOK
AT
THE
LEVEL
OF
COVER
sp
HEALTH
sp
YOU
LOOK
HEALTHY
SHIRLEY
ARE
YOU
sp
IN
GOOD
HEALTH
sp
RIGHT
{OOV}
YOU
DON'T
DO
ANY
DANGEROUS
OCCUPATIONS
NOT
A
sp
STEEL
SCAFFOLDER
OR
ANYTHING
sp
YOU
KNOW
sp
NO
sp
I
sp
THINK
sp
SEX
sp
ON
sp
PREMIUMS
ER
THE
PREMIUMS
WE
DO
TAKE
INTO
ACCOUNT
SEX
OR
GENDER
sp
YES
sp
ERM
sp
IT
ACTUALLY
AFFECTS
sp
THE
THE
RATE
YES
sp
BUT
IT
IS
TAKEN
INTO
sp
ACCOUNT
sp
IF
sp
WE'RE
TALKING
ABOUT
THE
sp
COST
sp
OF
LIFE
sp
COVER
sp
ONE
MORE
ANYBODY
ON
sp
THE
sp
TABLE
sp
HOBBIES
AND
PASTIMES
HOBBIES
AND
PASTIMES
HAVE
YOU
GOT
ANY
DANGEROUS
sp
PASTIMES
sp
SHIRLEY
sp
I
GO
HAND
GLIDING
YOU
GO
sp
HAND
GLIDING
RIGHT
sp
ONE
sp
TWO
sp
JUST
THE
TWO
BECAUSE
sp
ER
sp
ANDREW
HELPED
YOU
OUT
sp
GOOD
sp
ACTUALLY
ER
AS
A
POINT
IF
YOU
FIND
A
CLIENT
WHO
GOES
HAND
GLIDING
WHO
GOES
STOCK
CAR
RACING
sp
DON'T
ALWAYS
ASSUME
THAT
THEY'RE
GOING
TO
BE
sp
RATED
YOU
JUST
sp
SUBMIT
IT
sp
TO
sp
THE
UNDERWRITERS
sp
AND
THEY
MAKE
THEIR
OWN
DECISION
sp
I'VE
GOT
A
CLIENT
WHO
RACES
STOCK
sp
CARS
sp
BUT
AS
HE
ONLY
DOES
IT
sp
THREE
OR
FOUR
sp
TIMES
A
sp
YEAR
THEY
DON'T
ACTUALLY
CHARGE
HIM
ANY
sp
EXTRA
AT
sp
ALL
sp
SO
sp
IT'S
NOT
ESSENTIAL
sp
BUT
WE
WILL
LOOK
sp
AT
sp
IT
GOOD
sp
WELL
sp
DONE
RIGHT
ERM
sp
PHILIP
sp
SUSAN
IT'S
ME
I
THINK
sp
SUE
SUE
sp
YES
sp
ERM
sp
WHEN
sp
CAN
A
CLIENT
sp
CLAIM
UNDER
THE
TERMINAL
ILLNESS
sp
BEN
sp
BENEFIT
sp
WHAT
sp
ILLNESSES
sp
DO
YOU
MEAN
sp
NO
NOT
WHAT
ILLNESSES
sp
TERMINAL
sp
ILLNESS
sp
OH
TERMINAL
ILLNESS
OH
SORRY
WHEN
sp
CAN
sp
HE
WHEN
CAN
HE
CLAIM
ERM
sp
IF
HE'S
sp
BEEN
GOING
TO
ER
sp
ERM
IN
THE
UNLIKELY
ER
sp
TWELVE
MONTHS
THAT
IT'S
UNLIKELY
sp
THAT
HE'S
GOING
TO
HAVE
sp
MORE
THAN
sp
TWELVE
sp
MONTHS
sp
TO
sp
LIVE
sp
YES
sp
IF
HE'S
BEEN
DIAGNOSED
AS
ER
AS
sp
A
TERMINAL
ILLNESS
sp
I
sp
E
HE'S
sp
LIKELY
sp
TO
DIE
sp
WITHIN
THE
NEXT
sp
TWELVE
MONTHS
THEN
THE
SUM
ASSURED
IS
PAYABLE
sp
JUST
AS
IF
HE
HAD
ACTUALLY
sp
HAD
DIED
sp
O
K
sp
GOOD
sp
SORRY
JUST
sp
A
QUICK
sp
QUESTION
THERE
sp
THE
sp
THERE'S
TWO
THERE'S
TWO
PARTS
OF
sp
IT
{OOV}
A
DIAGNOSIS
sp
AND
sp
TWELVE
MONTHS
sp
WELL
TH
THE
DEFINITION
OF
A
TERMINAL
ILLNESS
AS
REGARDS
THAT
IS
sp
ACCORDING
TO
sp
THE
UNDERWRITERS
sp
IS
THAT
THE
sp
CLIENT'S
LIFE
IS
LIKELY
TO
DIE
sp
IN
sp
THE
NEXT
sp
TWELVE
MONTHS
sp
RIGHT
O
K
I
UNDERSTOOD
IT
WAS
sp
THE
TIME
sp
FACTOR
THAT
WAS
sp
RIGHT
sp
YES
sp
THAT'S
WHEN
sp
THAT'S
sp
WHEN
sp
THEY
sp
PUT
NO
LIMIT
sp
ON
IT
RIGHT
ERM
REVIEWS
ERM
REVIEWS
sp
REVIEWS
WE'RE
UP
SUE
sp
SO
IT
sp
MUST
BE
JOHN
JOHN
JOHN
AGAIN
sp
RIGHT
sp
WHEN
ARE
THE
REVIEWS
HELD
ON
A
COVERMASTER
PLAN
sp
TEN
sp
FIVE
AND
ONE
sp
TEN
sp
FIVE
sp
AND
ONE
sp
MM
sp
INTERESTING
sp
EXPLAIN
sp
OH
RIGHT
sp
ERM
sp
ON
sp
THE
TENTH
ANNIVERSARY
OF
THE
sp
YES
GOOD
sp
THE
sp
POLICY
sp
YES
sp
EVERY
FIVE
YEARS
AFTER
THE
AGE
OF
sp
FIFTY
OR
sp
FIFTY
FIVE
I
CAN'T
sp
REMEMBER
sp
QUITE
sp
WHICH
AND
THEN
sp
ONE
YEAR
sp
AFTER
THE
sp
AGE
sp
OF
sp
AFTER
sp
SIXTY
FIVE
RIGHT
sp
AND
ONE
OTHER
TIME
sp
ER
sp
PASS
sp
THE
END
OF
sp
THE
sp
ERM
sp
YES
RIGHT
sp
THE
sp
SELECTED
TIME
THE
TIME
THE
SELECTED
PERIOD
THE
SELECTED
PERIOD
GOOD
sp
THE
FIRST
REVIEW'S
AFTER
TEN
YEARS
THEN
EVERY
FIVE
YEARS
UP
TO
THE
AGE
OF
SIXTY
FIVE
sp
THEN
ANNUALLY
sp
BUT
IF
YOU
GET
TO
THE
END
OF
THE
SELECTED
PERIOD
sp
THERE'S
ALWAYS
sp
ONE
BUT
I
I
sp
MISUNDERSTOOD
I
OBVIOUSLY
GOT
IT
WRONG
THEN
I
sp
THOUGHT
IT
WAS
AT
sp
THE
TENTH
ANNIVERSARY
sp
EVERY
sp
FIVE
YEARS
sp
AFTER
sp
THAT
I
DIDN'T
REALISE
THAT
CAME
sp
INTO
sp
JOHN
SAID
IT
WAS
sp
YES
YES
sp
UP
sp
TO
THE
AGE
sp
OF
SIXTY
FIVE
sp
UP
TO
THE
AGE
OF
SIXTY
sp
FIVE
AND
THEN
OH
I'M
SORRY
I
MISUNDERSTOOD
JOHN
THEN
I'VE
AND
sp
THEN
sp
AND
sp
THEN
ANNUALLY
AFTER
sp
THAT
YES
I
THOUGHT
HE
sp
SAID
AFTER
sp
THE
sp
AGE
OF
FIFTY
FIVE
I
sp
DID
sp
HE
sp
DID
YES
YES
YES
sp
SOME
PEOPLE
HAVE
sp
THEN
THE
EXTRA
FIVE
FOR
UP
THERE
YOU
HAVE
LET'S
HAVE
IT
BACK
FOR
HONESTY
NO
NO
sp
YOU
WERE
ONLY
HONEST
BECAUSE
THEY
MADE
YOU
BE
HONEST
sp
RIGHT
I
ER
I
HEARD
YOU
SAY
THE
RIGHT
ANSWER
SO
I
WAS
OBVIOUSLY
INCORRECT
sp
BUT
IS
EVERYBODY
QUITE
CLEAR
THEN
sp
THE
FIRST
ONE
AT
TEN
EVERY
FIVE
YEARS
UP
sp
TO
THE
AGE
OF
SIXTY
FIVE
sp
THEN
ANNUALLY
sp
AND
THERE'S
ONE
AT
THE
END
OF
THE
SELECTED
PERIOD
sp
O
K
sp
GOOD
sp
KIM
sp
ERM
HOW
sp
DOES
THE
sp
CLIENT
sp
OH
WHAT
IS
THE
SELECTED
PERIOD
IT'S
sp
DEFINED
AT
sp
THE
ONSET
OF
THE
POLICY
MHM
sp
THE
sp
TEN
sp
PERIOD
sp
BEING
THE
sp
QUALIFYING
sp
PERIOD
sp
SO
sp
FOR
sp
A
MINIMUM
OF
sp
TEN
sp
YEARS
YES
sp
OR
WHATEVER
ERM
THE
CLIENT
sp
CHOOSES
sp
TO
COVER
sp
THE
sp
SPECIFIC
PERIOD
sp
OF
sp
THEIR
LIFE
THAT
THEY
sp
NEED
LIFE
sp
COVER
FOR
sp
ABSOLUTELY
RIGHT
GOOD
sp
SO
IN
EFFECT
sp
IT
COULD
LOOK
sp
LIKE
THAT
sp
YES
sp
WHERE
WE
HAVE
A
CLIENT
sp
WHO
HAS
A
NEED
FOR
THE
FIRST
TEN
YEARS
sp
FOR
IT
sp
LOOKS
LIKE
A
HUNDRED
AND
NINETY
THOUSAND
POUNDS
WORTH
sp
OF
LIFE
COVER
AT
sp
THE
END
OF
THE
TEN
YEAR
PERIOD
sp
THE
NEED
IS
REDUCED
MAYBE
THE
CHILDREN
sp
HAVE
LEFT
sp
HOME
sp
SO
sp
SUM
{OOV}
ASSURED
sp
REDUCES
sp
DOWN
sp
TO
IN
THIS
sp
CASE
IT
LOOKS
LIKE
TO
sp
BE
ABOUT
FIFTY
THOUSAND
sp
FOR
THE
REST
OF
THE
TIME
sp
GOOD
sp
WELL
DONE
sp
CAN
I
ASK
ANOTHER
QUICK
sp
QUESTION
sp
IN
sp
PRACTICE
sp
DOES
sp
THAT
HAPPEN
sp
VERY
OFTEN
sp
THAT
sp
PEOPLE
WILL
WILL
DELIBERATELY
PUT
IT
sp
DOWN
sp
HALF
WAY
sp
THROUGH
sp
THE
sp
TERM
WELL
LET'S
sp
LET'S
sp
BEFORE
WE
ANSWER
THAT
sp
LET
ME
ASK
sp
ERM
PHILIP
A
QUESTION
sp
WE
GET
TO
THE
END
OF
THE
SELECTED
PERIOD
YES
sp
WHAT
OPTIONS
DOES
THE
CLIENT
sp
HAVE
sp
WELL
HE
CAN
ER
sp
HE
sp
CAN
sp
COME
DOWN
TO
THE
ORIGINAL
sp
REDUCED
sp
FIGURE
sp
ABSOLUTELY
YES
sp
ER
sp
OR
WITH
ERM
sp
WITH
sp
FURTHER
FURTHER
sp
UNDERWRITING
sp
HE
sp
CAN
sp
ER
SUBJECT
TO
sp
FURTHER
sp
UNDERWRITING
sp
HE
sp
CAN
sp
ER
sp
CHOOSE
ER
AN
sp
ADDITIONAL
sp
HE'S
sp
CHEWING
sp
HIS
HE'S
CHEWING
HE'S
WOFFLING
HE'S
WOFFLING
HE'S
WOFFLING
SO
WELL
HOW
DO
WE
DO
IT
HE
CAN
EITHER
ERM
CONTINUE
AT
THE
SAME
sp
LEVEL
sp
BUT
HE
PAYS
sp
MORE
sp
PREMIUMS
sp
YES
sp
HE
CAN
CONTINUE
AT
THAT
LEVEL
OF
A
HUNDRED
AND
NINETY
BUT
HE'S
OBVIOUSLY
GOING
TO
HAVE
TO
PAY
MORE
sp
BECAUSE
HE'S
ONLY
PAID
FOR
IT
sp
FOR
TEN
YEARS
sp
OR
HE
sp
CAN
REDUCE
IT
sp
DOWN
sp
TO
sp
THE
ORIGINAL
AMOUNT
IS
sp
THAT
sp
THAT'S
NOT
WHAT
I
sp
SAID
IS
IT
NO
IT'S
NOT
WHAT
YOU
SAID
I'M
NOT
GOING
TO
REPEAT
WHAT
YOU
sp
SAID
sp
BUT
TO
ALLOW
YOU
TO
GET
A
BONUS
POINT
sp
IF
HE
CONTINUES
AT
THE
sp
SAME
LEVEL
sp
WILL
WE
REQUIRE
FURTHER
ANNUALISING
FROM
sp
HIM
sp
FOR
A
HUNDRED
AND
NINETY
sp
THOUSAND
sp
NO
NO
sp
WHO
ANSWERED
sp
THESE
sp
TWO
sp
I
DIDN'T
I
DIDN'T
sp
I
sp
THOUGHT
sp
THE
sp
THREE
OF
YOU
DID
VERY
WELL
sp
THANK
sp
YOU
BECAUSE
YOU'RE
ABSOLUTELY
RIGHT
sp
YOU
sp
DON'T
NEED
ANY
FURTHER
sp
UNDERWRITING
TO
CARRY
ON
AT
THAT
sp
LEVEL
sp
BUT
sp
YOU
sp
CAN
DO
TWO
BONUS
POINTS
FOR
VENTRILOQUISM
AND
NO
WHY
NOT
sp
WHY
NOT
sp
COME
ON
YES
sp
ONE
FOR
VENTRILOQUISM
sp
O
K
sp
ER
sp
WHERE
sp
AM
sp
I
sp
JANET
sp
HAVE
sp
YOU
GOT
MISSED
OUT
SOMEWHERE
ALONG
THE
LINE
sp
BUT
NEVER
MIND
sp
AND
YOU
OH
sp
I
sp
SEE
sp
I'M
sp
SORRY
NO
I'D
NOTICED
IT'S
JANET'S
TURN
NOW
BUT
I
THINK
I
MISSED
YOU
OUT
OH
WELL
ANYWAY
sp
FORGET
IT
ERM
sp
WHAT
HAPPENS
IF
A
CLIENT
sp
HAS
sp
HAS
ESTABLISHED
ER
sp
A
COVERMASTER
sp
PLAN
FOR
A
sp
SELECTED
sp
PERIOD
sp
AND
THEN
FOR
WHATEVER
REASON
HAS
A
NEED
TO
INCREASE
sp
THAT
sp
COVER
sp
MAYBE
HAS
ANOTHER
CHILD
MAYBE
A
BETTER
sp
LIFESTYLE
THAT
THEY
NEED
sp
TO
sp
PROTECT
sp
WHAT
CAN
THEY
ACTUALLY
DO
THEY
sp
DO
THEY
sp
PROBABLY
ASK
sp
FOR
sp
ERM
sp
WELL
WHAT
WH
sp
CAN
THEY
ACTUALLY
INCREASE
THIS
ON
THEIR
THEIR
PLAN
sp
INCREASE
THEIR
PLAN
FURTHER
sp
TABLE
CAN
YOU
HELP
YES
sp
YES
sp
THEY
CAN
INCREASE
THEIR
PLAN
FURTHER
WHAT
EFFECT
WOULD
THAT
ACTUALLY
HAVE
sp
TO
sp
THE
PLAN
THOUGH
sp
TO
THE
SELECTED
PERIOD
sp
REDUCE
sp
THE
PLAN
sp
TO
sp
THE
SELECTED
sp
PERIOD
sp
MM
sp
AH
OH
CHRIST
sp
NOW
HE'S
GOING
sp
WOFFLE
TIME
WOFFLE
TIME
ARE
WE
READY
I'M
SORRY
I'M
THINKING
ABOUT
IT
sp
RIGHT
sp
ERM
sp
THE
SELECTED
PERIOD
GETS
sp
ADJUSTED
sp
THEN
IT
DOES
sp
YES
NO
BUT
I
MEAN
IT
BECOMES
IT
sp
BECOMES
SHORTER
IT
BECOMES
SHORTER
sp
YES
YOU'RE
ABSOLUTELY
RIGHT
sp
AND
THIS
SCENARIO
WE'VE
GOT
A
CLIENT
WHO
STARTED
WITH
ER
IT
LOOKS
sp
LIKE
A
HUNDRED
AND
FIFTY
THOUSAND
POUNDS
WORTH
OF
LIFE
COVER
sp
AFTER
FIVE
YEARS
HE
sp
HAD
A
sp
FURTHER
NEED
sp
PERHAPS
ERM
A
sp
FURTHER
sp
CHILD
OR
sp
AS
sp
I
SAY
ER
sp
A
LIFESTYLE
sp
INCREASE
sp
OR
sp
WHATEVER
sp
SO
HE
WANTED
sp
MORE
LIFE
COVER
sp
BUT
HE
OBVIOUSLY
ON
HIS
OLD
PLAN
COULDN'T
SUSTAIN
THAT
sp
TO
sp
THE
SAME
sp
PERIOD
OF
sp
TIME
sp
SO
HE
HAD
IT
FOR
A
SHORTER
PERIOD
OF
TIME
THE
TEN
YEARS
sp
AND
WHEN
IT
DROPPED
sp
HE
DROPPED
DOWN
AGAIN
sp
SO
sp
WHAT
YOU
ACTUALLY
DO
sp
IS
HAVE
A
HIGHER
LEVEL
OF
COVER
sp
BUT
FOR
A
sp
SHORTER
sp
SELECTED
sp
PERIOD
TO
sp
FIT
IN
sp
WITH
sp
YOUR
CIRCUMSTANCES
sp
O
K
sp
GOOD
sp
I
THINK
WE'LL
GIVE
sp
YOU
THE
MARKS
FOR
THAT
ONE
THEN
JOHN
ER
WE
sp
MUST
sp
NOW
BE
WITH
sp
ANDREW
sp
QUESTION
sp
YOU
GO
TO
sp
SEE
MR
AND
MRS
CLIENT
TONIGHT
sp
AND
THEY
NEED
LET'S
SAY
THEY
NEED
A
HUNDRED
THOUSAND
POUNDS
WORTH
OF
LIFE
COVER
sp
AND
TO
sp
FIT
THEIR
LIFESTYLE
sp
OR
THEIR
CHILDREN
THEIR
FAMILY
THEY
NEED
IT
FOR
sp
EIGHTEEN
YEARS
sp
THEY
CAN'T
AFFORD
THAT
sp
WOULD
YOU
GIVE
THEM
sp
A
HUNDRED
THOUSAND
POUNDS
WORTH
OF
LIFE
sp
COVER
sp
FOR
A
SHORTER
PERIOD
sp
LOOKING
AT
THEM
MAKING
UP
THE
DIFFERENCE
PERHAPS
LATER
WHEN
THEY
COULD
AFFORD
IT
sp
OR
WOULD
YOU
GIVE
THEM
INITIALLY
A
REDUCED
AMOUNT
OF
LIFE
sp
COVER
sp
SAY
EIGHTY
THOUSAND
sp
FOR
THE
EIGHTEEN
YEARS
WHAT
DO
YOU
THINK
WOULD
CONSTITUTE
BEST
ADVICE
I
sp
THINK
sp
PERHAPS
GIVE
sp
THEM
THE
THE
sp
SHORTER
sp
YEARS
YOU'RE
sp
ABSOLUTELY
RIGHT
sp
ER
YOU'RE
sp
ABSOLUTELY
RIGHT
sp
SO
WHERE
ARE
YOU
ONE
TWO
THREE
YES
sp
IF
THIS
IS
WHAT
THEY
NEED
NOW
sp
THIS
IS
WHAT
YOU
GIVE
THEM
ER
ON
sp
THE
sp
UNDERSTANDING
THAT
PERHAPS
sp
THEY
ONLY
HAVE
IT
FOR
sp
FIFTEEN
OR
sp
TEN
YEARS
sp
BUT
IN
FIFTEEN
OR
sp
TEN
YEARS
TIME
THEY
MIGHT
WELL
BE
ABLE
TO
AFFORD
TO
EXTEND
IT
AND
sp
PAY
MORE
sp
SO
IT
MAKES
SENSE
DOESN'T
IT
YOU'RE
DOING
sp
ER
sp
THE
BEST
sp
FOR
YOUR
CLIENTS
sp
GOOD
WELL
sp
DONE
sp
ERM
sp
RIGHT
sp
OH
ER
sp
JOHN
IT
sp
MUST
sp
BE
MUST
sp
BE
sp
JOHN
BECAUSE
sp
ER
sp
MUST
BE
DAVID
sp
YES
I
sp
THINK
sp
YOU
LEFT
IT
TOO
LATE
MIGHT
sp
EVEN
sp
BE
JOHN
DAVID
sp
ERM
sp
HE'S
THIS
WELSH
TWIT
ON
THE
sp
RIGHT
DID
HE
DID
HE
NO
sp
NO
HE
sp
DID
GET
sp
THE
RIGHT
TO
I
I'D
ASK
THE
IT
MUST
sp
BE
sp
DEFINITELY
A
POINT
OFF
FOR
sp
RACISM
HERE
ABSOLUTELY
I
sp
WAS
sp
JUST
TRYING
TO
HELP
YOU
sp
REALLY
YOU
SEE
I
WAS
TRYING
TO
HELP
YOU
YOU
WERE
TRYING
TO
sp
HELP
ME
sp
PUT
THE
NAMES
IN
PLACE
WITHOUT
FINISHING
IT
OFF
sp
YES
sp
BIT
OF
NICE
sp
CREEPING
THERE
BUT
IT
DIDN'T
WORK
sp
JOHN
sp
O
K
sp
SO
sp
DAVID
sp
AT
WHAT
STAGE
CAN
YOU
CLAIM
UNDER
A
TERMINAL
ILLNESS
BENEFIT
sp
FOR
A
JOINT
LIFE
sp
LAST
SURVIVOR
PLAN
AT
sp
WHAT
sp
STAGE
CAN
YOU
CLAIM
FOR
sp
A
sp
TERMINAL
sp
ILLNESS
BENEFIT
ON
A
JOINT
LIFE
sp
LAST
SURVIVOR
sp
PLAN
sp
YOU
CAN'T
GET
IT
sp
YOU'RE
ABSOLUTELY
RIGHT
SUE
WAS
DESPERATE
TO
TELL
sp
YOU
BUT
ABSOLUTELY
DESPERATE
sp
NOT
AVAILABLE
ON
A
JOINT
sp
LIFE
LAST
SURVIVOR
sp
PLAN
sp
YOU'RE
ABSOLUTELY
RIGHT
sp
GOOD
ERM
sp
AT
sp
WHAT
AGE
MUST
sp
THE
SELECTED
sp
PERIOD
sp
FINISH
sp
PHILIP
IT
sp
STARTS
A
MINIMUM
OF
TEN
YEARS
BUT
WHAT
AGE
sp
MUST
IT
ALWAYS
sp
FINISH
sp
BY
sp
THIRTY
sp
FIVE
sp
ER
THAT'S
HOW
LONG
IT
CAN
BE
BUT
IT
sp
AS
sp
REGARDS
THE
CLIENT'S
sp
AGE
sp
IT
CAN
BE
IT
CAN
RUN
FROM
TEN
TO
THIRTY
FIVE
YEARS
BUT
IT
CAN'T
RUN
PAST
A
CLIENT
BEING
A
sp
CERTAIN
sp
AGE
sp
TEAM
SIXTY
sp
FIVE
sp
SIXTY
FIFTY
FIVE
IT'S
ONE
OF
THOSE
THREE
ANYWAY
ANY
ANY
ER
ANYBODY
ELSE
EVERYBODY
PUT
UP
YOUR
HANDS
FIFTY
FIVE
SIXTY
FIVE
sp
SEVENTY
FIVE
sp
SEVENTY
FIVE
sp
SIXTY
sp
SIXTY
SEVENTY
ONE
SEVENTY
ONE
ANYBODY
ANYTHING
ELSE
FIFTY
EIGHT
AND
A
HALF
O
K
THAT'S
I'M
SORRY
THAT
WON'T
GO
GO
FOR
THAT
ONE
sp
WELL
DONE
sp
SEVENTY
FIVE
sp
BONUS
FOR
GERALD
sp
TAKEN
AT
THE
END
sp
ER
sp
BUT
I
WILL
GIVE
YOU
A
MARK
FOR
SAYING
sp
IT'S
sp
TEN
TO
sp
THIRTY
sp
FIVE
YEARS
BECAUSE
YOU'RE
ABSOLUTELY
RIGHT
sp
IT
sp
CAN
BE
sp
ESTABLISHED
sp
FOR
THIRTY
sp
FIVE
sp
YEARS
RIGHT
O
K
ERM
sp
GERALD
sp
POLICY
REVIEWS
sp
POLICY
REVIEWS
sp
WHY
ARE
THEY
CARRIED
OUT
sp
ERM
sp
TO
MAKE
SURE
THAT
THE
sp
SUM
ASSURED
THAT
THE
sp
CLIENTS
HAVE
sp
GOT
sp
OR
THE
sp
FUNDS
CAN
ACTUALLY
MEET
sp
IT
ERM
ABSOLUTELY
sp
ABSOLUTELY
YOU'RE
LOOKING
AT
sp
THE
SUM
ASSURED
THAT
THE
CLIENT
HAS
sp
GOT
sp
BEING
SUPPORTED
sp
BY
THE
FUND
I
E
YOU
CAN
TAKE
THE
CHARGES
OUT
REGULARLY
sp
AND
sp
SUSTAIN
sp
THE
LIFE
sp
COVER
sp
SO
WHO
ACTUALLY
sp
HOLDS
THE
REVIEWS
THE
COMPANY
OR
THE
CLIENT
ER
THE
sp
COMPANY
HAS
TO
REVIEW
THE
COMPANY
IT'S
A
COMPANY
THING
sp
YOU
WILL
ACTUALLY
HOLD
sp
A
sp
POLICY
REVIEW
WITH
YOUR
CLIENT
I
E
YOU'RE
GOING
TO
SEE
THEM
EACH
YEAR
AT
LEAST
sp
BUT
THE
POLICY
REVIEWS
AS
REGARDS
THE
COMPANY
sp
ARE
HELD
TO
MAKE
SURE
sp
THERE'S
ENOUGH
GROWTH
IN
THE
CLIENT'S
sp
FUNDS
sp
TO
sp
SUSTAIN
ALL
THE
CHARGES
sp
EXCELLENT
sp
SO
sp
ER
sp
SUE
WHAT
sp
AMOUNT
OF
GROWTH
ARE
WE
LOOKING
AT
sp
TRADITIONALLY
OR
HISTORICALLY
WITH
ABBEY
sp
TO
sp
ER
sp
BE
ABLE
TO
DO
THAT
sp
ER
EIGHT
sp
POINT
sp
TWO
sp
FIVE
sp
EIGHT
POINT
TWO
FIVE
sp
THESE
QUESTIONS
ARE
OBVIOUSLY
GETTING
FAR
TOO
EASY
YOU'RE
ER
sp
ANSWERING
sp
THEM
SO
WELL
sp
HOW
MANY
FUNDS
sp
SHIRLEY
sp
MAY
THE
CLIENTS
INVEST
IN
sp
INITIALLY
sp
IF
THEY
CHOOSE
sp
WELL
WE
ALL
sp
WELL
WE
ALL
PUT
FIVE
INITIALLY
BUT
WE
sp
WERE
sp
TOLD
YOU
COULD
PUT
sp
IT
UP
sp
TO
TEN
sp
INITIALLY
sp
FIVE
sp
FIVE
sp
YOU'RE
RIGHT
sp
INITIALLY
sp
FIVE
sp
ONCE
THE
POLICY'S
ESTABLISHED
sp
UP
sp
TO
sp
TEN
O
sp
K
KIM
sp
WHAT
FUND
WOULD
YOU
RECOMMEND
YOUR
CLIENTS
PUT
THEIR
MONEY
sp
IN
ER
WITH
A
sp
WITH
A
sp
COVERMASTER
PLAN
sp
A
sp
MANAGED
sp
FUND
sp
A
sp
MANAGED
FUND
ABSOLUTELY
sp
RIGHT
sp
ERM
sp
WHAT
HAPPENS
THEN
sp
PHILIP
sp
IF
THE
CLIENT
SAYS
sp
TO
YOU
AND
sp
IT'S
UNLIKELY
WITH
COVERMASTER
BUT
IT'S
THE
SAME
PRINCIPLE
IF
YOU'RE
TALKING
OF
sp
A
SAVINGS
sp
PLAN
OR
A
sp
PENSION
sp
ERM
sp
I
DON'T
LIKE
THE
IDEA
OF
MY
MONEY
BEING
INVESTED
sp
IN
A
MANAGED
sp
FUND
I'VE
BEEN
READING
THE
FINANCIAL
PRESS
sp
AND
sp
I'M
VERY
sp
INTERESTED
AND
EXCITED
AT
THE
sp
THOUGHT
OF
THE
JAPANESE
MARKET
GOING
UP
sp
THROUGH
THE
ROOF
sp
SO
I
WOULD
LIKE
TO
INVEST
MY
COVERMASTER
MONEY
sp
IN
sp
THE
JAPANESE
FUNDS
sp
CAN
YOU
DO
THAT
sp
WHAT
WOULD
YOU
DO
sp
WHAT'S
sp
THE
CIRCUMSTANCES
sp
HOW
WOULD
YOU
sp
COVER
YOUR
BACK
sp
ETCETERA
ETCETERA
TELL
HIM
sp
YOU
sp
CAN
ONLY
sp
YOU
CAN
ONLY
sp
ADVISE
YOU
TO
ACTUALLY
sp
INVEST
sp
IN
THE
MANAGED
FUND
sp
BUT
I'M
YOUR
CLIENT
SAYING
I
DON'T
WANT
THAT
ADVICE
sp
IF
YOU
CHOOSE
sp
IF
YOU
CHOOSE
TO
INVEST
IN
OTHER
sp
FUNDS
sp
IT'S
sp
ENTIRELY
sp
UP
TO
YOU
sp
AGAIN
THE
CHOICE
IS
YOURS
sp
YES
RIGHT
sp
BUT
sp
HOW
ARE
YOU
GOING
TO
COVER
YOUR
BACK
IF
I
I'D
sp
CERTAINLY
sp
NEED
sp
TO
ER
ER
NEED
TO
MAKE
A
sp
COMMENT
sp
TO
THAT
sp
EFFECT
ON
THE
sp
BACK
sp
BINDING
sp
AT
THE
sp
END
sp
OF
sp
THE
SIDE
ABSOLUTELY
sp
BECAUSE
HOW
DOES
PHILIP
KNOW
THAT
IN
FIVE
YEARS
TIME
sp
I'M
NOT
GOING
TO
RING
HIM
UP
sp
AND
sp
SAY
HEY
YOU
KNOW
WHEN
YOU
RECOMMENDED
ME
TO
INVEST
MY
MONEY
IN
THE
JAPANESE
FUND
WELL
IT'S
sp
JUST
GONE
sp
THROUGH
THE
sp
BOTTOM
OF
THE
sp
MARKET
sp
THAT
WAS
BAD
ADVICE
sp
ETCETERA
ETCETERA
sp
SO
sp
IF
THE
CLIENTS
WANT
TO
INVEST
IN
A
FUND
sp
THEY
CAN
DO
sp
YOU
CAN
ADVISE
THEM
WHETHER
THEY
sp
DECIDE
YOUR
sp
ADVICE
THAT'S
sp
FINE
sp
BUT
WHAT
YOU
MUST
DO
IS
GET
sp
THEM
TO
sp
S
sp
YOU
MUST
WRITE
IT
sp
ON
THE
sp
PLAN
YOUR
sp
FUTURE
sp
DOCUMENT
sp
THE
ADVICE
YOU
GAVE
sp
WHAT
sp
PLAN
YOU
sp
DECIDED
sp
TO
DO
AND
I
WOULD
ACTUALLY
GET
HIM
TO
INITIAL
IT
AS
WELL
sp
O
sp
K
sp
GOOD
sp
SO
WE
NOW
MUST
BE
WITH
sp
JOHN
sp
JOHN
sp
WHEN
CAN
THE
CLIENT
sp
CHANGE
THEIR
FUND
ALLOCATION
sp
SO
sp
LET'S
sp
SAY
sp
THIS
CLIENT
HAS
GOT
HIS
THIRTY
POUNDS
A
MONTH
sp
COVERMASTER
sp
ER
sp
AND
sp
HE'S
DECIDED
THAT
HE
WANTS
TO
INVEST
HIS
COVERMASTER
IN
A
sp
JAPAN
sp
FUND
AND
sp
HE
WANTS
TO
CHANGE
HIS
ALLOCATION
sp
WHAT
DO
WE
MEAN
BY
THAT
AND
WHEN
CAN
HE
DO
IT
I
DON'T
KNOW
WHEN
sp
HE
sp
CAN
DO
IT
THINK
sp
NOW
AT
ANY
sp
TIME
sp
AT
ANY
TIME
AND
sp
WHAT
DOES
IT
ACTUALLY
MEAN
I
sp
THINK
IT'S
sp
IT'S
sp
PROBABLY
sp
PUT
INTO
sp
ANY
CHOSEN
sp
FUND
sp
LET'S
SAY
HE
WANTS
A
MANAGED
sp
FUND
sp
O
sp
K
sp
NOW
WHAT
ARE
WE
ACTUALLY
TALKING
ABOUT
BY
CHANGING
sp
SOMETHING
BEING
sp
THE
sp
THE
UNITS
IN
sp
ONE
sp
FUND
sp
AT
sp
THE
MARKET
sp
PRICE
sp
FOR
sp
THE
sp
ER
UNITS
sp
IN
THE
sp
OTHER
sp
FUND
OH
YOU
MEAN
sp
TIP
IN
THOSE
INTO
FROM
THE
JAPANESE
FUND
INTO
THE
MANAGED
FUND
TIPPING
THEM
FROM
ONE
BUCKET
TO
THE
NEXT
WELL
sp
MM
sp
CHANGE
THEM
FROM
sp
FUND
TO
FUND
sp
CHANGE
THEM
FROM
FUND
TO
FUND
sp
MM
A
sp
BIT
OF
sp
CONFUSION
sp
CAN
YOU
HELP
OUT
THIS
sp
TABLE
sp
ERM
sp
THE
VALUE
sp
WHAT
YOU'D
ACTUALLY
sp
DO
THE
sp
VALUE
OF
THE
sp
JAPANESE
sp
FUND
sp
AT
sp
THE
sp
BID
sp
PRICE
sp
WOULD
BE
ALLOCATED
sp
TO
sp
THE
AT
THE
BID
PRICE
sp
TO
sp
THE
MANAGED
sp
FUND
IT
WOULD
BE
THE
AMOUNT
OF
I
WOULD
sp
ANTICIPATE
sp
THE
sp
MANAGED
sp
FUND
sp
AND
WHAT
DO
WE
CALL
THAT
WE
sp
CALL
IT
sp
A
BID
TO
BID
sp
OR
sp
A
SWITCH
sp
FUND
sp
SWITCHING
sp
WHICH
WAS
A
WONDERFUL
EXPLANATION
AND
ABSOLUTELY
TRUE
DO
YOU
KNOW
HOW
MUCH
IT
COSTS
GERALD
TO
SWITCH
sp
AROUND
sp
{OOV}
sp
NOTHING
FOR
THE
sp
FIRST
sp
ONE
sp
AND
EIGHTEEN
sp
POUNDS
AFTER
THAT
sp
ONE
sp
NO
IT'S
ALL
EIGHTEEN
ACTUALLY
sp
IT'S
ALL
EIGHTEEN
sp
BRILLIANT
ANSWER
BUT
HE
DIDN'T
sp
ANSWER
THE
sp
QUESTION
I
sp
ASKED
sp
WHICH
WAS
sp
I
ASKED
ABOUT
CHANGING
sp
THAT'S
sp
ABSOLUTELY
TRUE
ABOUT
SWITCHING
sp
WHAT
ABOUT
CHANGING
sp
FUTURE
ALLOCATIONS
sp
FUTURE
FUTURE
ALLOCATIONS
YES
sp
SO
HERE
WE
ARE
IN
JANUARY
sp
MY
PREMIUMS
ARE
GOING
INTO
THE
JAPANESE
FUND
sp
I
WANT
NEXT
MONTH'S
sp
FEBRUARY'S
TO
GO
INTO
THE
MANAGED
sp
THAT'S
JUST
CHANGING
sp
AND
IT
LEAVES
THESE
JAPANESE
FUNDS
INVESTED
sp
HERE
sp
IF
I
WANT
TO
SWITCH
I
TIP
FROM
ONE
BUCKET
TO
THE
OTHER
sp
WE'LL
CHARGE
HIM
EIGHTEEN
POUNDS
sp
AND
WE'RE
ABSOLUTELY
RIGHT
AS
GERALD
SAYS
WE
DO
IT
ON
A
BID
TO
BID
BASIS
sp
SO
CHANGING
INTO
THE
FUTURE
YOU
sp
CAN
DO
IT
AT
ANY
TIME
WHAT
IT
ACTUALLY
MEANS
IT'LL
AFFECTS
sp
THE
NEXT
sp
MONTH'S
sp
PREMIUMS
sp
AND
SWITCHING
sp
ER
sp
IT'S
ON
A
sp
BID
TO
BID
BASIS
FROM
ONE
FUND
TO
THE
OTHER
AND
WE
CHARGE
sp
THEM
EIGHTEEN
sp
POUNDS
sp
PER
sp
OCCASION
sp
CAN
sp
I
HAVE
A
POINT
PLEASE
WHAT'S
THIS
SHALL
sp
I
sp
GIVE
sp
HIM
A
POINT
NO
NO
WE
SAID
NO
sp
I
I
I'M
sp
DOING
EVERYTHING
THAT
TABLE
SAYS
AT
THE
sp
MOMENT
SO
NO
BUT
I'M
GOING
TO
GIVE
ONE
TO
SHIRLEY
BECAUSE
SHE
GOT
MOST
OF
THE
ANSWER
AND
THEN
SHE
CAME
BACK
WITH
THE
RIGHT
BIT
AT
THE
END
AS
WELL
sp
SO
sp
RIGHT
SWITCHING
AND
CHANGING
sp
O
K
sp
ERM
LET
sp
ME
JUST
HAVE
A
QUICK
LOOK
THROUGH
AND
SEE
WHAT
sp
I'VE
sp
ASKED
sp
THOSE
sp
DEFINITELY
sp
RIGHT
sp
ER
DAVID
SURRENDER
VALUE
END
sp
OF
SIDE
ONE
WOULD
YOU
LIKE
A
BIT
OF
ADVICE
NO
NO
WE
KNEW
WE
KNEW
WE
SAID
NO
OH
I
sp
I
I'M
DOING
sp
EVERYTHING
THAT
TABLE
SAYS
AT
THE
MOMENT
SO
NO
sp
BUT
I'M
GOING
TO
GIVE
ONE
TO
SHIRLEY
BECAUSE
SHE
GOT
MOST
OF
THE
ANSWER
AND
THEN
SHE
CAME
BACK
WITH
THE
RIGHT
BIT
AT
THE
END
AS
WELL
sp
SO
sp
RIGHT
SWITCHING
sp
AND
CHANGING
sp
O
K
sp
ERM
LET
sp
ME
JUST
HAVE
A
QUICK
LOOK
THROUGH
AND
SEE
WHAT
sp
I'VE
ASKED
sp
FIRST
DEFINITELY
sp
RIGHT
sp
ER
sp
DAVID
sp
SURRENDER
VALUE
A
sp
CLIENT
WANTS
TO
TAKE
sp
TO
CASH
IN
THEIR
PLAN
WHAT
DO
THEY
GET
sp
WHAT
sp
DO
THEY
GET
THEY
GET
sp
THE
sp
BID
sp
PRICE
sp
OF
sp
THE
UNITS
sp
IN
THE
FUND
sp
THEIR
ALLOCATION
OF
THE
sp
UNITS
IN
sp
THE
sp
FUND
sp
YES
IF
sp
THEY
WANT
TO
CASH
IN
THEIR
PLAN
ANY
UNITS
THEY'VE
GOT
sp
ALLOCATED
TO
sp
THEIR
FUND
sp
THEY
GET
THE
BID
PRICE
sp
BRILLIANT
sp
O
K
ERM
sp
JOHN
sp
NO
sp
JANET
IF
sp
SOMEBODY
sp
WANTS
sp
TO
TAKE
A
PARTIAL
SURRENDER
I
E
SOME
OF
THE
sp
CASH
sp
FROM
THEIR
sp
FUND
sp
CAN
THEY
DO
IT
AND
HOW
MUCH
sp
WILL
WE
CHARGE
sp
THEM
YES
sp
THEY
sp
CAN
I
WAS
SORT
OF
sp
TELLING
sp
YOU
THAT
sp
BIT
sp
YES
ER
ELEVEN
POUNDS
sp
ABSOLUTELY
sp
RIGHT
EXCELLENT
ERM
sp
AN
INVESTMENT
BONUS
KIM
IS
sp
PAID
sp
HOW
MUCH
IS
IT
AND
WHEN
IS
IT
sp
PAID
sp
ERM
sp
AN
INVESTMENT
sp
BONUS
IS
PAID
sp
ANNUALLY
THAT
WOULD
BE
NICE
sp
BUT
NO
AH
IT
sp
WOULD
sp
BE
NICE
NO
sp
COULD
YOUR
TEAM
HELP
KIM
OUT
sp
THE
PAY
sp
FIVE
sp
ER
sp
THE
sp
AMOUNT
IF
sp
FIVE
sp
PERCENT
sp
YES
sp
AND
IT'S
sp
PAID
sp
AFTER
sp
THE
sp
CLIENT'S
sp
SEVENTY
sp
FIFTH
sp
BIRTHDAY
BRILLIANT
sp
PROVIDING
sp
THE
sp
PLAN
sp
HAS
sp
BEEN
sp
GOING
FOR
TEN
YEARS
sp
BRILLIANT
sp
FIVE
PERCENT
BONUS
sp
SHOULD
THE
CLIENT
REACH
SEVENTY
FIVE
AND
sp
STILL
BE
HAIL
sp
AND
sp
HEARTY
AND
PAYING
HIS
PREMIUMS
sp
EXCELLENT
sp
O
K
sp
ERM
sp
LET'S
GO
BACK
TO
OUR
FUND
AND
sp
THE
LIST
OF
sp
CHARGES
sp
WE'VE
LOOKED
AT
THE
EXPENSE
CHARGE
OF
ONE
POUND
NINETEEN
THE
sp
COST
OF
RUNNING
A
POLICY
TAKEN
OUT
EACH
MONTH
sp
WE'VE
ESTABLISHED
THAT
IF
SHIRLEY
WAS
OUR
CLIENT
THE
COST
OF
LIFE
COVER
WOULD
BE
TAKEN
sp
OUT
sp
EACH
sp
MONTH
sp
ERM
SUE
sp
CAN
YOU
GIVE
ME
ANOTHER
CHARGE
sp
THAT
sp
IS
sp
LEVIED
sp
DAVID'S
TRYING
DESPERATELY
TO
THROW
HIS
VOICE
AGAIN
IT'S
sp
A
TERRIBLE
SCHEME
I
DON'T
KNOW
OH
sp
YES
sp
THE
sp
INITIAL
MANAGEMENT
sp
CHARGE
sp
THE
sp
INITIAL
MANAGEMENT
CHARGE
HOW
MUCH
IS
THAT
sp
HOW
MUCH
sp
MM
sp
BID
OFFER
sp
ABOUT
sp
FIVE
PERCENT
sp
WHICH
IS
sp
FIVE
PERCENT
FIVE
sp
PERCENT
sp
BID
OFFER
O
K
sp
WELL
sp
DONE
DAVID
BUT
NO
POINTS
FOR
CHEATING
sp
NO
POINTS
FOR
CHEATING
sp
BUT
YOU'RE
ABSOLUTELY
RIGHT
sp
THE
DIFFERENCE
BETWEEN
THE
BUYING
PRICE
AND
THE
SELLING
PRICE
sp
FIVE
PERCENT
sp
WHICH
IS
THE
BUYING
AND
WHICH
IS
THE
SELLING
sp
PRICE
ILIAS
OF
THE
UNITS
sp
THE
BID
PRICE
OR
THE
OFFER
PRICE
sp
IT
sp
WOULD
BE
THE
OFFER
PRICE
sp
THE
PRICE
OF
THE
COMPANY
sp
YES
sp
AND
sp
THE
BID
PRICE
sp
THE
PRICE
sp
THAT
sp
THE
ER
sp
CLIENT
sp
YES
sp
YES
sp
THE
BID
PRICE
IS
WHAT
THE
COMPANY
WILL
GIVE
THE
CLIENT
sp
AND
THE
OFFER
PRICE
IS
WHICH
sp
THE
CLIENT
HAS
TO
BUY
OFF
THE
COMPANY
BID
sp
TO
GET
RID
SO
sp
BID
IS
THE
SELLING
PRICE
sp
IS
sp
THE
EASY
WAY
TO
REMEMBER
IT
sp
O
K
sp
GOOD
sp
ONE
TWO
THREE
ERM
sp
ANDREW
sp
ANOTHER
sp
CHARGE
YOU'VE
GOT
sp
THE
INITIAL
MANAGEMENT
CHARGE
sp
ONE
MORE
ERM
sp
TEAM
sp
WAIVER
sp
OF
PREMIUMS
NO
WE'VE
DONE
THAT
sp
WE'VE
DONE
IT
WE'VE
GOT
sp
THAT
WE'VE
sp
GOT
THE
sp
EXPENSES
CHARGE
sp
YOU'RE
sp
RIGHT
IT
IS
sp
A
sp
CHARGE
ER
SETTING
sp
UP
sp
CHARGE
ESTABLISHMENT
sp
OF
sp
THE
ER
ADDING
CHARGE
sp
ANNUAL
MANAGEMENT
CHARGE
sp
TAKEN
OUT
OF
THE
FUND
HOW
MUCH
IS
IT
sp
ONE
sp
PERCENT
DID
YOU
sp
HEAR
HIM
YES
sp
ONE
PERCENT
sp
YES
sp
PHEW
sp
GIVEN
THEM
THEIR
BONUS
sp
YES
sp
WELL
DONE
sp
RIGHT
SO
THOSE
ARE
THE
CHARGES
sp
GOOD
O
K
LET'S
sp
SEE
HOW
WE
sp
GET
SO
sp
FAR
BEFORE
WE
COME
TO
THE
LAST
QUESTION
sp
TEN
TWENTY
sp
THIRTY
sp
THIRTY
EIGHT
sp
TEN
sp
TWENTY
sp
THIRTY
sp
THIRTY
TWO
sp
TEN
sp
TWENTY
sp
THIRTY
THIRTY
sp
EIGHT
OH
DEAR
sp
RIGHT
sp
THIS
IS
HOW
THE
LAST
QUESTION
WORKS
sp
I'M
GOING
TO
GIVE
YOU
sp
AS
sp
A
TABLE
ONE
OF
THE
FEATURES
sp
OF
THE
PLAN
sp
I'M
GOING
TO
ASK
YOU
AS
A
GROUP
BUT
ONLY
ONE
OF
YOU
NEEDS
TO
WRITE
sp
IT
sp
TO
WRITE
sp
EVERY
SINGLE
THING
YOU
CAN
THINK
OF
sp
RELATING
TO
THAT
SET
FEATURE
sp
EVERY
BIT
OF
INFORMATION
sp
THEN
sp
YOU'VE
GOT
A
POSSIBLE
TEN
MARKS
sp
YOU
GIVE
ME
ALL
THE
INFORMATION
sp
IF
THE
OTHER
TWO
TEAMS
CAN
PICK
UP
ON
A
PIECE
OF
INFORMATION
sp
THEY
MISSED
OUT
sp
THEY
GET
A
MARK
AND
YOU
LOSE
ONE
sp
OF
YOUR
TEN
sp
SIMPLE
REALLY
ISN'T
sp
IT
RIGHT
sp
THE
THREE
sp
ER
sp
THINGS
WE'RE
GOING
TO
LOOK
sp
AT
sp
ARE
sp
YOU
ONLY
NEED
ONE
PER
TEAM
BUT
I'LL
TELL
YOU
WHAT
THEY
sp
ARE
sp
WAIVER
OF
PREMIUM
sp
THE
INSURABILITY
OPTION
sp
OR
INDEX
LINKING
AS
IT'S
SOMETIMES
CALLED
sp
AND
THE
PAID
UP
OPTION
sp
RIGHT
WHO'S
IN
THIRD
sp
PLACE
sp
THIRD
sp
PLACE
WE
HAVE
MIDDLEMARCH
WHICH
ONE
WOULD
YOU
LIKE
TO
sp
CHOOSE
sp
AS
sp
A
TEAM
sp
ERM
I'D
sp
LIKE
sp
W
O
sp
P
sp
RIGHT
sp
SO
OFF
YOU
GO
WRITE
AS
MUCH
AS
YOU
CAN
ABOUT
W
O
sp
P
RIGHT
sp
WALL
STREET
sp
WHICH
ONE
ARE
YOU
GOING
TO
GO
sp
FOR
sp
WHAT
DO
sp
YOU
WANT
YOU
PAY
FOR
RIGHT
sp
OF
sp
ALLOCATION
OF
UNITS
ERM
sp
INSURABILITY
OPTION
THE
MIDDLE
sp
ONE
INSURABILITY
OPTION
WHICH
LEAVES
YOU
WITH
sp
THE
PAID
sp
UP
OPTION
sp
THE
sp
PAID
sp
UP
sp
OPTION
sp
RIGHT
O
sp
K
sp
THEN
sp
TWO
sp
MINUTES
sp
WRITE
sp
DOWN
EVERYTHING
sp
YOU
sp
CAN
sp
THINK
sp
ABOUT
sp
IT
sp
THE
sp
PAID
sp
UP
sp
OPTION
sp
THEY'RE
sp
FIGHTING
sp
OVER
sp
HERE
sp
IT'S
ALRIGHT
sp
COULD
BE
CRUCIAL
THIS
sp
WALL
STREET
AND
THE
LOSERS
THEY'RE
NECK
AND
sp
NECK
HERE
YOU
KNOW
sp
I
sp
THINK
sp
WE
sp
SHOULD
sp
HAVE
sp
A
sp
POINT
FOR
sp
BECAUSE
sp
WE'RE
sp
WELL
sp
BEHAVED
I
THINK
sp
YOU'VE
GOT
sp
A
GOOD
sp
POINT
sp
THERE
sp
YES
I
MIGHT
sp
ER
IT
USED
sp
TO
BE
WELL
sp
YOU
sp
REALLY
sp
ARE
AMAZING
sp
ARE
sp
YOU
sp
SURE
sp
THERE'S
sp
ACTUALLY
sp
TEN
sp
THINGS
sp
YOU
CAN
sp
SAY
sp
ABOUT
sp
THESE
THERE
PROBABLY
AREN'T
NO
sp
I'VE
sp
ONLY
DONE
ONE
sp
FOR
sp
ONE
MORE
sp
TIP
WE
CAN
IT'LL
BE
A
MIRACLE
sp
WHAT
sp
HAVE
WALL
sp
STREET
GOT
sp
GERALD
sp
THEY'VE
GOT
WAIVER
OF
PREMIUM
sp
NO
THEY'VE
GOT
sp
INSURABILITY
sp
OPTION
HAVE
sp
THEY
sp
RIGHT
sp
ARE
WE
READY
sp
WE'VE
sp
GOT
sp
MORE
THAN
sp
ONE
sp
OR
sp
SOMETHING
ARE
sp
WE
sp
READY
SORRY
NOBODY'S
sp
ANSWERING
YES
YES
sp
WELL
sp
LET'S
HAVE
sp
THIS
TEAM
FOR
sp
ANSWERING
THEN
I
sp
LIKE
sp
POLITE
sp
TEAMS
sp
OI
sp
YOU
LOT
sp
SORRY
sp
YES
sp
THEY'RE
sp
NOT
sp
POLITE
sp
DEDUCT
sp
A
sp
POINT
sp
RIGHT
sp
WHAT
WE'RE
GOING
TO
DO
NOW
THEN
WE
WILL
START
sp
WITH
sp
WHO'S
GOT
WHAT
sp
O
sp
K
sp
JOHN
ARE
YOU
GOING
TO
sp
JOHN'S
GOING
TO
READ
OUT
ALL
THE
FEATURES
THAT
HIS
sp
TEAM
HAVE
COME
UP
WITH
sp
IF
YOU
CAN
THINK
OF
ANYTHING
THAT
HE'S
MISSED
OUT
sp
YOU
STAND
sp
A
CHANCE
OF
WINNING
A
BONUS
sp
POINT
AND
HE
LOSES
ONE
OF
HIS
TEN
sp
POINTS
sp
RIGHT
sp
SO
OFF
YOU
GO
RIGHT
sp
RIGHT
sp
FINE
sp
WAIVER
OF
ALLOCATIONS
sp
I
E
sp
A
REDUCTION
sp
OF
sp
UNITS
sp
O
sp
K
TWO
ER
REP
UNITS
WHAT
HAVE
sp
I
WRITTEN
sp
SORRY
THE
NUMBER
OF
UNITS
THE
sp
NUMBER
OF
UNITS
IS
REDUCED
BY
AGE
sp
AND
sp
SEX
sp
RIGHT
sp
YES
sp
O
K
ER
NOT
AVAILABLE
ON
HIGH
RISK
JOBS
sp
RIGHT
sp
NOT
AVAILABLE
ON
H
sp
HOUSEWIVES
sp
UNLESS
THEY
CAN
PROVE
THAT
THEY
WOULD
HAVE
BEEN
IN
sp
EMPLOYMENT
sp
WOULD
HAVE
BEEN
ERM
sp
THAT
THEY
WILL
HAVE
BEEN
WILL
sp
BE
sp
GOOD
THEY
WOULD
HAVE
BEEN
IN
sp
EMPLOYMENT
ERM
sp
ONLY
AVAILABLE
sp
UP
sp
TO
THE
AGE
OF
SIXTY
THEN
sp
CANCELLED
sp
TWO'S
CHRISTINE
sp
ERM
sp
EFFECTIVE
DUE
sp
COMES
INTO
EFFECT
sp
AFTER
TWENTY
EIGHT
WEEKS
sp
OF
ILLNESS
OR
sp
DISABILITY
sp
IT
sp
COMES
INTO
EFFECT
AFTER
TWENTY
EIGHT
WEEKS
OF
AN
ILLNESS
OR
A
sp
DISABILITY
YES
sp
ER
sp
AVAILABLE
ON
JOINT
LIFE
sp
FIRST
CLAIM
sp
YES
sp
ERM
ON
sp
JOINT
POLICIES
THE
AMOUNT
OF
UNITS
TAKEN
sp
FROM
THE
sp
FUND
IS
sp
THE
SUM
OF
sp
THE
TWO
sp
LIVES
sp
I
sp
E
UP
TO
sp
SEVEN
sp
PERCENT
YES
YES
sp
GOT
TO
sp
H
sp
I
V
NOT
sp
PERMITTED
sp
YES
sp
ERM
sp
THAT'S
sp
NOT
AVAILABLE
ON
sp
JOINT
PARAGRAPH
sp
RIGHT
THAT'S
WHAT
WE'VE
GOT
sp
THEN
sp
IT
IS
IT
sp
IS
sp
THAT'S
sp
WHAT
WE'VE
sp
GOT
sp
SO
IT'S
ONE
TWO
THREE
FOUR
FIVE
SIX
SEVEN
sp
EIGHT
NINE
sp
RIGHT
sp
NEXT
TABLE
ANYTHING
THAT
THEY'VE
MISSED
OUT
sp
YES
IF
THEY
sp
CAN'T
HAVE
sp
THE
OPTION
IN
sp
THE
sp
LEAVER
sp
THEN
sp
THEY
GET
sp
THE
EXTRA
ALLOCATION
OF
sp
UNITS
sp
HE
LIKES
THIS
ALLOCATION
OF
UNITS
sp
CAN
sp
BE
YES
WHY
NOT
sp
WHY
NOT
sp
YES
sp
A
BONUS
sp
ANYTHING
FROM
THIS
sp
TABLE
sp
YES
sp
THE
BENEFIT
IS
ONLY
sp
PAYABLE
UP
TO
sp
THE
AGE
sp
OF
sp
SIXTY
sp
WE
sp
HAD
sp
THAT
I
sp
SAID
THAT
HE
SAID
sp
THAT
ARE
YOU
SURE
sp
YES
sp
IT
IS
AVAILABLE
sp
TO
HOUSEWIVES
HE
SAID
THAT
YOU'RE
JUST
HE
HE
HE
SAID
THAT
IT'S
AVAILABLE
TO
HOUSEWIVES
BUT
sp
ONLY
IF
THEY
sp
ERM
sp
WILL
BE
GOING
BACK
TO
WORK
sp
PRIOR
TO
sp
THE
CLAIM
sp
BUT
sp
YOU
MUST
sp
BE
EMPLOYED
PRIOR
sp
TO
THE
sp
CLAIM
YES
I
DIDN'T
HEAR
HIM
SAYING
THAT
THEY
WAIVE
THE
PAYMENTS
FROM
YOU
WHEN
sp
I
DIDN'T
KNOW
IF
sp
YOU
WERE
MEANT
TO
sp
I
DIDN'T
SAY
HE
DIDN'T
sp
SAY
sp
ANYTHING
sp
ABOUT
sp
ER
ABBEY
sp
NO
NO
sp
WAIVING
sp
THE
sp
PREMIUMS
sp
NO
sp
SO
BASIC
PAYMENTS
sp
WITH
ER
WELL
I
SUPPOSE
sp
NO
sp
NO
I
WON'T
THEY
SAID
THEY
SAID
THEY
ONLY
DEDUCT
sp
SIX
sp
MARKS
BECAUSE
THEY'RE
ONLY
PAYABLE
UP
sp
TO
SIXTY
sp
WE
DID
sp
DID
sp
YOU
SAY
DEATH
sp
OR
YOU
sp
DON'T
sp
REMEMBER
NO
sp
WE
sp
DIDN'T
sp
SAY
sp
THAT
sp
OH
sp
YOU
JUST
LOST
TWO
MARKS
sp
WORTH
sp
THEN
PAYABLE
UP
TO
sp
THE
END
sp
OF
THE
TERM
OR
ER
ON
sp
DEATH
sp
O
K
sp
WELL
DONE
SO
WE'VE
HAD
TWO
BONUSES
SO
THAT
MUST
GIVE
YOU
EIGHT
MARKS
WHICH
MAKES
YOU
sp
FORTY
ONE
sp
SO
IF
YOU
FIND
LOTS
OF
THINGS
TO
SAY
ABOUT
THE
OTHERS
YOU'RE
STILL
IN
WITH
A
CHANCE
HERE
sp
RIGHT
THEN
WALL
STREET
WHAT
sp
WHAT
IS
ER
sp
INSURABILITY
OPTION
sp
YES
sp
WHO'S
GOING
TO
TELL
US
ABOUT
sp
IT
sp
SO
sp
YOU
DO
IT
AFTER
sp
FIVE
YEARS
sp
EVERY
FIVE
YEARS
YES
sp
THEN
sp
IF
IT'S
NOT
GOING
TO
BE
TAKEN
sp
UP
ON
ONE
OF
THOSE
FIVE
YEARS
YOU
HAVE
TO
sp
LEAVE
THAT
sp
PAYMENT
sp
YOU
LOSE
sp
IT
IF
YOU
DON'T
USE
IT
YOU
LOSE
IT
YOU
LOSE
IT
AND
sp
YOU'VE
sp
GOT
THE
OPTION
sp
TO
TAKE
OUT
A
sp
NEW
PLAN
sp
AFTER
THE
FIVE
YEARS
A
NEW
sp
PLAN
TO
MAKE
UP
TO
sp
MAKE
UP
LIFE
COVER
LIFE
COVER
sp
AS
sp
REQUIRED
TO
sp
MAKE
sp
UP
LIFE
sp
COVER
YES
ERM
IT'S
sp
VALID
UP
sp
UNTIL
THE
AGE
OF
SIXTY
sp
FIVE
sp
YES
sp
NO
sp
FURTHER
MEDICAL
sp
EVIDENCE
IS
sp
NORMALLY
sp
REQUIRED
sp
YES
AND
ALSO
sp
YOU
HAVE
sp
THE
OPTION
sp
TO
sp
INCREASE
sp
ON
sp
SPECIAL
sp
EVENTS
sp
I
E
DIVORCE
ADOPTION
sp
MARRIAGE
OR
sp
ON
sp
MORTGAGES
RIGHT
O
K
GOOD
sp
I
COULDN'T
sp
THINK
sp
OF
sp
ANY
MORE
ANYTHING
WELL
THEY
HAVEN'T
ACTUALLY
SAID
WHAT
IT
IS
TELL
ME
THEN
ALO
ACTUALLY
YOU
HAVE
MISSED
OUT
sp
ONE
VERY
CRUCIAL
POINT
sp
THE
OPPORTUNITY
TO
sp
INCREASE
NO
HE
DID
SAY
YOU
COULD
INCREASE
THE
SUM
sp
ASSURED
sp
HE
sp
DID
sp
SAY
THAT
sp
H
sp
I
sp
V
sp
PEOPLE
CAN'T
HAVE
IT
H
I
sp
V
PEOPLE
sp
CAN'T
HAVE
sp
IT
ANYONE
sp
AND
YOUR
PREMIUMS
IN
LINE
WITH
ERM
INCREASE
sp
IN
INFLATION
sp
WHICH
IS
MEASURED
sp
BY
sp
THE
sp
RETAIL
PRICE
sp
INDEX
I
THOUGHT
sp
HE
SAID
sp
THAT
ONCE
OR
A
PROPORTION
OF
IT
HM
sp
YOU
CAN
TAKE
A
PROPORTION
OF
IT
sp
YOU
sp
DON'T
sp
NEED
sp
THE
FIVE
PERCENT
sp
SO
sp
IF
YOU
TAKE
A
PROPORTION
sp
THEN
WHAT
HAPPENS
sp
YOU
HAVE
TO
sp
HAVE
THE
SAME
sp
PROPORTION
NEXT
sp
TIME
sp
RIGHT
sp
IF
YOU
HE
SAID
IF
YOU
DON'T
TAKE
IT
YOU
LOSE
IT
WHICH
IS
ABSOLUTELY
RIGHT
BUT
IF
YOU
TAKE
sp
A
PROPORTION
OF
IT
YOU'RE
ONLY
OFFERED
sp
THAT
PROPORTION
sp
AGAIN
sp
I
THINK
THAT'S
IT
sp
YES
ERM
sp
THERE'S
SOMETHING
ABOUT
ADDITIONAL
INSURABILITY
NOW
sp
YOU
ACTUALLY
ANSWERED
ABOUT
ADDITIONAL
INSURABILITY
I
DIDN'T
ASK
YOU
IT
SOUNDS
THE
SAME
IN
sp
FACT
sp
IT'S
sp
TOTALLY
DIFFERENT
sp
BECAUSE
sp
AS
YOU
SAY
THE
OPTION
sp
TO
TAKE
OUT
MORE
LIFE
sp
COVER
sp
ON
BIRTH
MARRIAGE
AND
sp
ADOPTION
TO
A
sp
MAXIMUM
sp
OF
TWENTY
FIVE
sp
THOUSAND
sp
TO
A
MAXIMUM
OF
TWENTY
sp
FIVE
sp
THOUSAND
sp
YES
sp
OR
MORTGAGE
sp
FORGET
MORTGAGES
sp
WE'RE
sp
TALKING
sp
COVERMASTER
sp
YES
sp
IT'S
NOTHING
sp
TO
sp
DO
WITH
MORTGAGES
O
K
SO
I
sp
JUST
WANTED
TO
CLEAR
THAT
TWENTY
sp
FIVE
sp
THOUSAND
sp
SORRY
YES
OR
sp
OR
SOME
sp
PERCENTAGE
sp
OF
sp
IT
YES
IT'S
A
sp
MAXIMUM
OF
TWENTY
sp
FIVE
sp
THOUSAND
sp
YES
sp
OR
TWENTY
FIVE
PERCENT
OF
THE
ORIGINAL
SUM
ASSURED
THERE
IS
SOMETHING
IN
THAT
sp
ACTUALLY
CHARGING
A
sp
PERCENT
sp
IT
GIVES
YOU
AN
OPTION
THAT
sp
YOU
COULD
DO
SOMETHING
sp
WHICH
sp
WOULD
MEAN
sp
THAT
sp
THE
sp
OPTION
sp
WASN'T
sp
CANCELLED
ERM
AND
sp
IT
sp
WAS
GOING
sp
ON
sp
ABOUT
sp
IT
WAS
sp
SOMETHING
sp
TO
sp
THE
sp
SUM
INSURANCE
sp
I
sp
DON'T
sp
I
sp
FORGET
sp
WHAT
IT
WAS
NOW
ERM
WELL
I'M
NOT
SURE
BUT
IF
YOU
FIND
IT
ERM
ASK
ME
sp
BECAUSE
I
CAN'T
RELATE
TO
IT
YES
I
THINK
IT
WAS
RELEVANT
TO
COMPUTERS
YES
ERM
YES
sp
BUT
I'LL
JUST
PICK
UP
sp
IF
THE
ORIGINAL
SUM
ASSURED
WAS
A
HUNDRED
THOUSAND
sp
AND
YOU
NEED
AND
YOU
TOOK
THE
ADDITIONAL
INSURABILITY
OPTION
YOU
COULD
OBVIOUSLY
HAVE
sp
TWENTY
FIVE
THOUSAND
WITH
IS
A
QUARTER
AND
sp
THAT'S
THE
MAXIMUM
YOU
CAN
HAVE
ANYWAY
sp
IF
IT
WAS
A
HUNDRED
AND
FIFTY
THOUSAND
YOU
COULD
STILL
ONLY
HAVE
TWENTY
sp
FIVE
sp
THOUSAND
sp
BUT
IF
YOU'D
IF
sp
THE
ORIGINAL
SUM
ASSURED
WAS
ONLY
SIXTY
THOUSAND
sp
YOU
COULD
ONLY
HAVE
A
QUARTER
SO
YOU
COULD
ONLY
HAVE
sp
FIFTEEN
THOUSAND
POUNDS
sp
MAXIMUM
sp
YES
sp
O
K
GOOD
SO
HOW
MANY
BONUSES
sp
ONE
TWO
sp
TH
sp
NO
NO
sp
SORRY
sp
BUT
DI
WHO
DID
WAIVER
OF
PREMIUM
sp
YOU
DID
DIDN'T
YOU
SO
sp
NO
NO
NO
WE
DIDN'T
WHO
sp
DID
WAIVER
sp
YOU
DID
sp
RIGHT
sp
O
K
sp
SO
sp
ONE
TWO
sp
THREE
BONUSES
OFF
sp
BECAUSE
YOU
sp
THERE
WAS
ONE
sp
FROM
sp
BEFORE
sp
SO
THAT
GIVES
YOU
sp
SEVEN
sp
WHICH
BRINGS
YOU
UP
sp
TO
sp
THIRTY
NINE
sp
FORTY
sp
SIX
sp
TAKING
INTO
ACCOUNT
THAT
ONE
sp
ONE
KNOCK
THESE
OFF
OTHERWISE
I
SHALL
sp
CONFUSE
THEM
sp
FORTY
SIX
sp
RIGHT
sp
WAIVER
OF
PREMIUM
NO
sp
WE'VE
sp
DONE
THAT
sp
WE'VE
DONE
THAT
NO
WE'RE
NOT
PAID
UP
OPTION
sp
THANK
YOU
VERY
MUCH
sp
SORRY
ABOUT
sp
THAT
sp
PAID
UP
OPTION
FOR
THE
LOSERS
sp
O
sp
K
sp
ERM
sp
PREMIUMS
sp
ARE
sp
STOPPED
FOR
sp
ER
IF
YOU
CAN'T
sp
AFFORD
TO
sp
CARRY
ON
sp
PAYING
THEM
sp
THE
sp
PREMIUMS
sp
ARE
sp
STOPPED
sp
AND
YOUR
sp
FUND
IS
sp
CONTINUED
sp
UP
UNTIL
sp
THE
sp
P
sp
THE
POINT
sp
WHERE
sp
THE
sp
CHARGES
sp
EXHAUST
sp
THE
sp
FUNDS
sp
PROVIDING
IT'S
OVER
A
THOUSAND
POUNDS
sp
IF
sp
IT'S
sp
UNDER
A
sp
THOUSAND
POUNDS
sp
YOU
sp
CAN'T
sp
GET
sp
THE
MONEY
BACK
sp
THROUGH
FUNDING
AND
sp
THE
POLICY
IS
sp
VOID
sp
MHM
ERM
sp
IF
sp
IT'S
sp
PAID
UP
sp
YOU
CAN
sp
START
sp
PAYING
AGAIN
AT
SOME
sp
POINT
IN
sp
THE
sp
FUTURE
BUT
YOU
HAVE
sp
TO
sp
PAY
AN
EXTRA
sp
ONE
OFF
sp
CHARGE
sp
TO
sp
DO
sp
IT
sp
I
THINK
sp
AT
sp
SOME
POINT
sp
IN
THE
FUTURE
sp
UP
UNTIL
THE
sp
FUNDS
sp
ARE
sp
EXHAUSTED
sp
YES
sp
BEFORE
THE
sp
FUNDS
sp
ARE
EX
sp
EXHAUSTED
YES
YES
sp
THAT'S
sp
RIGHT
sp
THAT'S
sp
ABSOLUTELY
sp
CORRECT
sp
ERM
sp
YOU
CAN'T
CHOOSE
TO
MAKE
IT
sp
PAID
UP
IT
sp
HAS
sp
TO
sp
BE
sp
PAID
UP
sp
BECAUSE
sp
THE
sp
PREMIUMS
AREN'T
BEING
sp
PAID
RIGHT
sp
GOOD
O
sp
K
sp
SO
sp
YOU'VE
GOT
A
CLIENT
sp
WHO
FOR
WHATEVER
REASON
IS
sp
IS
UNABLE
TO
sp
ER
sp
AFFORD
THE
sp
PREMIUMS
sp
AND
sp
PROVIDING
THEY'VE
GOT
A
THOUSAND
POUNDS
IN
sp
THE
sp
FUND
sp
THEY
CAN
sp
ELECT
sp
TO
THE
sp
THE
PLAN
MADE
sp
PAID
UP
WHEREBY
sp
THE
LIFE
sp
COVER
IS
SUSTAINED
BY
THE
FUND
AND
ALL
THE
OTHER
CHARGES
AND
sp
IT'S
SUSTAINED
sp
UNTIL
THE
sp
FUND
RUNS
DRY
sp
YES
ANYBODY
ANYTHING
TO
ADD
sp
TO
sp
THAT
I
THINK
sp
THE
ONLY
THING
I
COULD
ADD
IS
THAT
YOU'VE
GOT
TWELVE
MONTHS
IN
WHICH
TO
RESTART
THE
sp
PAYMENTS
sp
IT'S
sp
A
TWELVE
MONTH
PERIOD
sp
I
sp
DIDN'T
sp
KNOW
sp
THAT
O
K
ERM
sp
AND
YOU
DO
HAVE
TO
sp
ACTUALLY
PAY
BACK
THE
PREMIUMS
OTHER
PEOPLE
sp
WOULD
sp
STOP
AND
sp
START
sp
THEM
AT
sp
RANDOM
SO
IF
AFTER
sp
FIVE
MONTHS
YOU
STARTED
sp
PAYING
IT
sp
AGAIN
sp
YOU'VE
sp
GOT
TO
PAY
sp
THE
sp
PREVIOUS
FOUR
sp
MONTHS
PREMIUMS
sp
O
K
sp
SO
HOW
MANY
S
THAT
EIGHT
NO
NO
WE
HAVEN'T
NOBODY
ELSE
GOT
ANY
MORE
POINTS
sp
WHAT
DO
YOU
WHAT
DO
RECKON
DO
YOU
THINK
sp
THEY'VE
GOT
A
GOOD
CASE
FOR
THEIR
TEN
POINTS
FIVE
sp
FIVE
IT
WASN'T
EXPLAINED
PROPERLY
FIVE
IT
WASN'T
EXPLAINED
PROPERLY
WE
CAN
FIND
LOTS
OF
REASONS
FOR
NOT
GIVING
THEM
TEN
POINTS
COULDN'T
WE
REALLY
IF
WE
REALLY
WORKED
AT
IT
YOU
DIDN'T
SAY
WE
COULDN'T
WE
DIDN'T
SAY
THE
LEVEL
OF
COVER
I
sp
MEAN
THEY'VE
BEEN
A
RABBLE
ALL
AFTERNOON
ANYWAY
HAVEN'T
THEY
YES
sp
THEY'VE
sp
SAID
sp
THINGS
THAT
sp
WEREN'T
sp
TRUE
TO
SAY
COULDN'T
THEY
I
MEAN
THEY
THOUGHT
IT
TOO
SIMPLE
TO
EVEN
SAY
sp
ABSOLUTELY
sp
JUST
TO
MAKE
MORE
POINTS
THEY
MADE
A
FEW
THINGS
UP
EX
ABSOLUTELY
THEY
CAN
STILL
HAVE
THEIR
TEN
POINTS
sp
THOUGH
HOORAY
SO
WELL
DONE
THE
LOSERS
AT
GREAT
EXPENSE
WE
HAVE
A
PRIZE
sp
FOR
YOU
OH
LOVELY
sp
WELL
sp
MM
THIS
IS
sp
NICE
sp
THE
BONUSES
WELL
IT
MIGHT
IT
MIGHT
ACTUALLY
WORK
NO
sp
IT
DOESN'T
I
HOPE
IT
DOESN'T
CHANGE
IT
BUT
THEY
SHOULD
DO
RIGHT
O
K
ERM
HOPEFULLY
WE'VE
HAD
A
BIT
OF
FUN
BUT
AT
sp
THE
sp
SAME
TIME
WE
GO
WE
WENT
sp
THROUGH
sp
ALL
THE
TECHNICAL
INFORMATION
sp
ER
sp
TOMORROW
YOU
WILL
HAVE
sp
AN
sp
EXAM
ON
COVERMASTER
IT'S
NOT
sp
GOING
TO
BE
sp
THE
TYPE
OF
EXAM
THAT'S
GOING
TO
BE
WHAT'S
THE
MINIMUM
PREMIUM
sp
IT'S
GOING
TO
BE
MORE
LOOKING
AT
sp
POTENTIAL
CLIENTS
sp
AND
WHAT
THEY'RE
GOING
TO
sp
WANT
sp
FROM
THE
PLAN
SO
YOU'RE
GOING
TO
BE
LOOKING
AT
sp
THINGS
LIKE
sp
ADDITIONAL
INSURABILITY
OPTION
WAIVER
OF
PREMIUM
sp
INDEX
LINKING
AND
sp
PAID
UP
OPTION
sp
THOSE
ARE
THE
FEATURES
THAT
YOU'RE
GOING
TO
sp
NEED
TO
KNOW
AND
HOW
THEY
RELATE
TO
YOUR
sp
CLIENTS
sp
MORE
SO
THAT
IT'S
A
sp
TWENTY
sp
POUNDS
sp
MINIMUM
sp
PREMIUM
sp
BECAUSE
THEY'RE
GOING
TO
ASK
YOU
sp
TO
sp
APPLY
SOME
OF
THAT
KNOWLEDGE
sp
THROUGH
THE
QUESTIONS
sp
BUT
I
sp
REALLY
DON'T
THINK
sp
IT
WILL
BE
A
PROBLEM
IF
WE
sp
COULD
HAVE
ERM
sp
A
sp
COFFEE
BREAK
NOW
UNTIL
TEN
PAST
sp
THREE
sp
AND
THEN
WE'LL
sp
ENTER
THE
LAST
sp
PHASE
ON
THE
ON
THE
sp
COVERMASTER
sp
ONE
sp
OF
THE
sp
LAST
AREAS
WHICH
IS
sp
FEATURES
TO
sp
BENEFITS
sp
ANY
QUESTIONS
FOR
ME
BEFORE
WE
sp
FINISH
sp
RIGHT
sp
QUARTER
sp
OF
AN
sp
HOUR
sp
COFFEE
BREAK
THEN
PLEASE
GET
THE
NOTES
sp
CHANGE
THE
NAME
sp
TO
THE
sp
WINNERS
sp
NOW
sp
YES
sp
YES
sp