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Personal Life Insurance Planning
- Sheena Kennedy
- 2 years ago
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1 Personal Life Insurance Planning 1
2 Personal Life Insurance Planning Table of Contents Chapter One Introduction to Annuities and Annuity Buyers Chapter One - An Introduction to Human Life Value and Needs Analysis Important Lesson Points Determining Insurance Amounts Human Life Value Human Life Value Case Study Human Life Value Limitations Determining Insurance Amounts Advantages of Needs Analysis Summary Chapter Two - Gathering Client Information Important Lesson Points Required Data Current Income Accumulated Assets Liabilities Goals and Objectives Risk Profile Building Rapport and Creating Trust Effective Information Gathering Summary Chapter Three - Identifying & Calculating Lump-sum Needs at Breadwinner s Death Important Lesson Points Immediate Cash Needs Consumer Debt Liquidation Needs Emergency Fund Needs Mortgage Redemption or Rental Fund Needs Dependent Care Needs Education Needs Summary Chapter Four - Social Security Survivor Benefits Important Lesson Points Introduction to Social Security Benefits Currently Insured Social Security Survivor Benefits Fully Insured Social Security Survivor Benefits Summary Chapter Five - Identifying Survivor Income Needs at Breadwinner s Death Important Lesson Points Introduction The Dependency Period The Blackout Period The Survivor s Retirement Period Summary 2
3 Chapter Six - Calculating Survivor Income Needs at Breadwinner s Death Introduction A Process of Estimation Dependency Period Blackout Period Retirement Period Capital Retention Summary Glossary Answers to Chapter Quizzes 3
4 Chapter One Introduction to Human Life Value & Needs Analysis Important Lesson Points The important points addressed in this lesson are: Assisting individuals in determining appropriate life insurance coverage is a key aspect of the life insurance agent s job. The human life value approach was an early attempt to approximate an insured s life insurance requirements. The human life value approach relies upon two factors to determine suitable life insurance coverage: earning capacity and dependency. The human life value approach to determining life insurance coverage amounts has serious flaws, the most significant flaw being its lack of relationship to actual needs. Insurance needs analysis provides the life insurance agent and insured with a realistic and meaningful assessment of an individual s life insurance requirements. Determining Insurance Amounts Human Life Value The determination of how much life insurance is appropriate for any individual insured is an important part of an agent s professional role. To understand where we are in meeting that important function, however, we need to understand the earlier attempts to determine suitable life insurance amounts. In a sense, we need to consider where we were. An important name in the earlier attempts to determine appropriate life insurance amounts is Dr. Solomon S. Huebner a former professor at the University of Pennsylvania. He is credited with developing one of the first systems for determining how much life insurance is appropriate, based on the economic value of a human life appropriately called the Human Life Value approach. The human life value approach to determining the appropriate amount of life insurance involves the estimating of an individual s personal earnings each year to retirement, from which the costs of self-maintenance, life insurance premiums and income taxes are deducted to produce residual income. The residual income stream is then discounted to its present value. The present value of that residual income stream is the value of that human life. Although any individual life may have many different values to society or to other individuals for example, that life may produce great art like Michelangelo life insurance is really concerned with the economic value of a human life. That economic value results from two factors: 4
5 1. The individual s earning capacity and 2. Other people being dependent upon that individual s earning capacity. As we can see, it isn t someone s earning capacity alone that creates an economic value which serves as the basis of life insurance. Not only must the individual have an earning capacity, that capacity must be relied upon by others. There are some obvious relationships in which we would be likely to encounter both of those factors earning capacity and dependence. Specifically, in both families and businesses we find an individual s earning capacity that is relied upon by others. Most reasonable people would probably agree that an individual should protect his or her earning capacity for the benefit of dependents by owning the appropriate amount of life insurance. The problem is in how to determine just what is appropriate. In other words, how do we measure that economic value. We just noted that an early system applied a value to a human life by using the human life value approach. In order to better understand the importance of needs analysis, we should appreciate this earlier system. However, before we begin to look at the actual calculation of the life insurance need under the human life value approach, we need to realize that it is based on the idea that a person should own an amount of life insurance equal to the capitalized value of his or her net earnings. Capitalized Value of Net Earnings Capitalizing the value of an individual s net earnings requires five steps: How much capital would be needed to replace earnings? It is the present value of that stream of net earnings. 4. Decide on appropriate discount rate 5. Calculate: 1. Estimate average annual earnings over the individual s working lifetime 2. Deduct taxes, insurance premiums & self-maintenance costs 3. Determine number of years until retirement (1-2) X Present value of $1[based on 3 & 4] = Human Life Value Let s briefly examine each of these steps. In the first step, you need to estimate the individual s average annual earnings from personal efforts over the remaining years of his or her income-producing lifetime. That is, until the person s retirement date. There are certain rules of thumb that can assist in making this calculation. In order to estimate the individual s average annual earnings, you need to factor in the following facts. Historically: 5
6 semiskilled and clerical workers reach their maximum annual earnings at about age 40; professional workers reach their maximum annual earnings at about age 55; and certain other workers, such as entrepreneurs, reach their maximum annual earnings just before retirement. In the second step of the human life value calculation, the agent deducts from the prospect s annual average earnings the: federal and state income taxes, individual s life insurance premiums and costs to maintain the person. By deducting these amounts from the average annual earnings, the human life value approach arrives at the earnings used to support the individual s family. There is a difference in the percentage of earnings used to support a family for a high-income earner compared to a lowincome earner. Since a high-income earner is likely to have greater discretionary income than a low-income earner, proportionately less of his or her earnings are likely to be used to support a family. In addition, more of those earnings are used to pay taxes and to maintain the individual. For example, a professional worker may routinely purchase a $1,000 suit of clothing while the low-income earner may consider such a purchase extravagant and purchase a less expensive suit. A general rule of thumb is that about 2/3rds of lower-income earners income is devoted to maintaining a family while 1/2 or less of high-income earners income goes towards family maintenance. Remember this relationship, because we will be using it later in this course. In step three, we need to determine how long a family can expect to receive the worker s income. For most families, that means until the worker s retirement at, let s assume, age 65. In the fourth step, we will determine the rate of interest to use in discounting those future earnings to derive a present value. The present value is the current value of a future sum discounted at some interest rate, also known as a discount rate. The discount rate used in determining present value is the annual rate of return that could be earned currently on an investment. Since life insurance companies are appropriately conservative in their assumptions, the rate of interest chosen as the discount rate should approximate the rate of interest generally payable on proceeds left with the company. Another rate that you may want to use is the current passbook savings account rate. In the fifth step, we will be using the information that resulted from the first four steps of the human life value calculation to determine this individual s human life value. In other words, we will be calculating the present value of the future stream of net income that our client would produce for his family if he were to continue working until his retirement. 6
7 That is the amount that would need to be provided in death benefits under this system of determining life insurance requirements. Human Life Value Case Study Let s take a couple of minutes to determine the human life value of Bill Jones, i.e. the amount of life insurance that he should own. Bill is married with two children. He is a 35 year-old truck driver earning $40,000 yearly. For purposes of this exercise, let s assume Bill will retire at age 65, will have had average annual earnings since age 35 of $50,000 and that the current passbook savings rate is 5%. In order to find the answer for Bill and his family, you will need to use either a financial calculator or a compound discount table. A compound discount table to determine the present value of $1 annuity is included in Appendix A. Bill Jones Family and Income Situation Age 35 Family status Married, two children Occupation Truck driver Current annual income $40,000 Average earnings to retirement $50,000 Retirement age 65 Current passbook savings account rate 5% Bill Jones Life Insurance Need Human Life Value Approach In estimating Bill Jones life insurance need using the human life value approach, his average income to retirement is estimated. In this case, it is estimated at $50,000. At Bill s current income of $40,000, it is likely that 2/3rds of his income is used to maintain his family. So, the family s claim on the average family income is $33,333. The task is to determine the present value of that 30 years of family maintenance that the family would lose if Bill were to die today. Since the current passbook savings account is 5%, we can determine the present value at 5% of that stream of income over the next 30 years by using the following formula: ($50,000 X.66666) X = $512,412 a) $50,000 X is 2/3rds of Bill s average income to retirement that will probably be spent maintaining his family. b) is the factor to use to determine the present value of a stream of income payments stretching over 30 years at a discount rate of 5%. c) Bill s human life value is calculated to be $512,412 Human Life Value Limitations We have just calculated Bill Jones human life value. Do you feel comfortable that the amount you calculated represents the amount of life insurance that Bill s family needs to maintain its current 7
8 living standard? If you have some sense that the one-size-fits-all approach that we used may leave a lot to be desired, you are right. Let s provide some additional facts about Bill that illustrate why this approach may fail. What we didn t realize at the time that we calculated Bill s insurance amount using the human life value approach was that Bill and his wife, Pat, have just purchased a new house on which they have a $200,000 mortgage. Pat is just finishing law school, and they bought the larger house so that Bill s aged parents, whom they are supporting, could move in with them. Notice how this additional information makes us suspect the validity of our earlier calculation of Bill s life insurance needs? Bill and his family s life insurance needs don t seem to fit as neatly into our calculation as they did before. This points up one of the serious concerns with the human life value approach to calculating life insurance needs. It s a one-size-fits-all method. And, one thing that we know about families financial status is that they can be quite different from one another. The other problem with the human life value approach is that, as the individual becomes older, his or her human life value declines since there are fewer income-producing years remaining. The biggest problem, of course, is that the human life value approach calculated something as important as the funds needed to ensure a family s future without regard to the family s actual needs. The Insurance needs analysis approach that we will be discussing overcomes this one-size-fits-all formula of the human life value method. Determining Insurance Amounts Advantages of Insurance Needs Analysis The Insurance needs analysis approach to calculating life insurance needs is: More realistic than the human life value approach because it deals with specific needs; Sensitive to the financial differences between families; and More likely to be meaningful to individuals and their families. Let s turn our attention now to insurance needs analysis, beginning with gathering client information. Summary The human life value approach to the determination of life insurance requirements represented an early attempt to assign a particular life insurance amount to an individual s situation, based on his or her earning capacity and existence of dependents. Although the approach is relatively simple, it 8
9 has serious deficiencies. Its primary flaw is that it has little or no relationship to the individual s needs. Insurance needs analysis overcomes the limitations of the human life value approach by basing the determination of insurance requirements on the actual life insurance needs of the customer. Check Your Comprehension 1. Which of the following is NOT deducted from the prospect s annual average earnings in the human life value calculation? A. Income taxes B. Real estate taxes C. The prospect s life insurance premiums D. The cost to maintain the prospect 2. From what does insurable economic value result in the human life value approach? A. I & II only B. I & III only C. II & III only D. I, II & III I. Earning capacity II. Dependency III. Liabilities 3. In what relationship are earning capacity and dependence encountered for purposes of determining human life value? A. I only B. II only C. Both I & II D. Neither I nor II I. Family relationship II. Business relationship True or False 4. Generally, entrepreneurs reach their maximum earnings at an older age than clerical and professional workers. A. True B. False 5. Calculating the present value of a prospect s future net income stream to retirement age is central to calculating the amount of needed life insurance in which of the following methods? I. Human life value II. Needs analysis 9
10 A. I only B. II only C. Both I & II D. Neither I nor II 10
11 Chapter Two Gathering Client Information for Needs Analysis Important Lesson Points The important points addressed in this lesson are: Understanding the individual s life insurance needs using the insurance needs analysis method requires that the agent know the individual. The data-gathering interview is considered by many agents to be the most important client meeting in the sales process. The five principal areas in which data-gathering must be accomplished are income, assets, liabilities, goals and risk tolerance. Obtaining the needed information from prospects requires that the agent build rapport and create trust. The most effective information gathering involves the agent s understanding of both the facts and their emotional content. Required Data In order to calculate an individual s life insurance needs using the human life value method, you really did not need to know very much about the individual. That, of course, is the source of its major weakness. To understand the individual s life insurance needs using the insurance needs analysis method, you must know the individual. Let s spend some time learning how to do that, and we will begin with data-gathering. If you want to know your prospect, there is no substitute for a thoroughgoing fact-finding interview. Agents generally agree that this interview is the most important one in the sales process. Knowing just what information is required about our prospect in order to analyze his or her insurance needs is where we will begin our focus on needs analysis. There are five principal areas in which an agent needs to understand the prospect. In order to know your prospect, you need to know his or her: Current income Goals and objectives Accumulated assets Risk profile Current liabilities Only by knowing these facts about your prospect can you hope to be able to make a suitable life insurance recommendation. 11
12 Current Income Knowing that we need something is quite different from knowing why it is needed. Let s examine why we need to know each of these different pieces of information. We will begin with the prospect s current income. An important objective of life insurance planning is to ensure that survivors are able to maintain their standard of living despite the death of a breadwinner. Most families live primarily on their earned income, rather than on their assets. In order for the surviving members of the family to continue to enjoy the standard of living that they had before the prospect s death, they will need to have that income replaced, so it s critical that we know what that income is. An important concept to remember when dealing with family finances is this: A luxury once enjoyed quickly becomes a necessity. For example, a family whose children have always attended the finest prep schools would consider such attendance not to be a luxury. For them, it would be a necessity. For that reason, the needed income replacement level varies between families. Some families may need 50 percent of a breadwinner s income to keep their standard of living, while others may need 75 percent or more Accumulated Assets The second piece of information that we noted is the prospect s accumulated assets. There are three principal reasons why it s important to determine the amount of the prospect s assets. The first reason is that the prospect s liquid assets can reduce the amount of life insurance that may be needed. If $250,000 is required to replace the prospect s income, and he or she has already accumulated $50,000 in savings or investments, only $200,000 of life insurance may be necessary. The second reason for the agent s need to be informed about a prospect s assets is that the assets owned by the prospect at death become a part of his or her estate for tax purposes. Depending upon the size of those assets, estate settlement costs approaching 50 percent may be due within 9 months of death thereby increasing the prospect s life insurance need. Estate settlement costs are those costs associated with the settlement of a decedent s estate. They include executor s, attorneys, appraisers fees and other expenses. In addition, estate taxes may be payable. Generally, estate taxes are not imposed until the taxable estate exceeds $1.5 million for deaths occurring in 2004 or 2005, $2 million for deaths occurring in 2006 through 2008, and $3.5 million for deaths occurring in Life insurance is often the most cost-effective method of paying those costs. The third reason for needing to know the extent of a prospect s assets is that the prospect s assets may be the only viable source of life insurance premium payments especially when the life insurance need is large. It is not unusual for a wealthy client to employ a strategy of making annual gifts of existing assets to both reduce the taxable estate and to pay life insurance premiums on life insurance owned by a trust or adult children. 12
13 Liabilities The next category of information that we need to determine about our prospect is his or her level of liabilities. The reason for that may be obvious, but let s examine it. The prospect s liabilities don t die when the prospect dies. They become the liabilities of the prospect s estate and may drain the assets that might otherwise be available for the surviving family members. Paying any liabilities that remain upon the prospect s death by using life insurance may be important to the prospect. One of the most substantial liabilities that many people have and which they often want to pay off upon their death is a primary mortgage. Although certainly not the only liability that prospects have, the mortgage on the family s home is one that many prospects are concerned about. Other liabilities that the agent needs to know about include: Credit card debt Bank loans Education debt Second mortgages Goals and Objectives The agent also needs to learn about the prospect s goals and objectives. Typical family financial goals might include: Assuring an adequate income to the family survivors Educating children Providing a secure retirement Families may have many goals, of course. The agent needs to be aware of them because they can have an enormous impact on a family s need for life insurance. Risk Profile Finally, the agent needs to have a sense of the prospect s risk profile. In other words, we need to know how tolerant our prospect is of risk. A prospect s risk tolerance level is important more for determining the type of life insurance to recommend whole life, universal life or variable life rather than the amount of death benefit. Building Rapport and Creating Trust As we can see, the agent needs to know a lot about the prospect before he or she can do the right job. Obtaining this data requires considerable prospect candor and willingness to provide the 13
14 information. Not all prospects, however, are immediately willing to open up to an agent. Often the agent must build rapport with and create trust in the prospect. Some prospects are willing to share this information with the agent. In fact, they may be almost eager to share it. Others, however, may be far more reluctant. Whether or not a prospect is willing to share personal financial information with an agent often depends on the level of trust the prospect has and the rapport that the agent has developed with him or her. Generally, we tend to trust people that we perceive have the same values that we have. When we meet somebody who shares our values, we may have a feeling of instant rapport. What is really happening is that we are internally acknowledging that this is somebody who is like we are. We feel comfortable around him or her, and we mentally unfold our arms. That s what happens and why prospects may be willing to share information with us that they wouldn t consider sharing with anyone else. Now that we know that trust and rapport must precede any data-gathering efforts, let s move on to the more challenging issue. How do we develop that rapport and create that trust with prospects? Many people have an intuitive sense that enables them to build rapport in a social situation. For many, building rapport in the business situation, however, is far more challenging. Fortunately, there are techniques that an individual can learn and master that will help to build rapport. Everyone has probably heard about the mythical salesman that could talk his prospects into buying almost anything. The fact is that you can almost never talk a prospect into buying. However, you can listen him into it. This is the first important element in building rapport. In order to build rapport, the agent needs to ask non-threatening, open-ended questions that draw out prospect wants and needs. Let s examine that statement. Consider a question like: Do you really care about your family? A question like that one is, clearly, a threatening question. By asking it, the agent is calling into question the prospect s sense of caring and responsibility. Such a question tears down rapport. Not only should the agent ask non-threatening questions of the prospect, the questions should also be open-ended. The best way to define an open-ended question is to see it as a question that can t be answered by a yes or no. Open-ended questions are questions that usually ask: How Who Why What So, when we ask a non-threatening open-ended question that draws out our prospect s wants and needs, we are asking one that: 14
15 Doesn t challenge the way the prospect perceives himself or herself; Must be answered by saying more than just yes or no ; and Focuses on what the prospect wants or needs for his or her family. When we think about non-threatening, open-ended questions that draw out wants and needs, we generally mean questions that begin with who, what, how, or when and ask about things that are or may be important to the prospect. Examples of questions that do this are: How do you feel about educating your children? How important is it to you that your family be able to continue to live in their home when you die? These questions are simply examples. There are many other questions that the skilled agent will ask. As we can see, these are questions that encourage the prospect to talk about things that he or she considers important. However, not only do we need to ask the prospect questions that allow him or her to disclose feelings, we need to respond to that disclosure. In other words, we need to employ responsive listening techniques. Responsive Listening Responsive listening requires that you, as the listener, respond to the person who is speaking. This response usually takes the form of: Nodding approval Verbalizing agreement by saying I understand how you feel Paraphrasing the prospect s statements The important element in responsive listening is that the speaker your prospect, in this case believes that you and he are on the same wavelength and that you feel about things in much the same way as he does. Establishing Credibility Remember, what we are trying to do is to develop rapport. Establishing your credibility is an important element in developing the trust necessary for rapport. If you are not professionally believable that s the essence of credibility you are not likely to gain your prospect s trust. Your professional credibility is established and enhanced by your doing those things that demonstrate you can be believed. For example: 15
16 If you don t know the answer to a question the prospect asks say that you don t know but will research it. Focus solely on the prospect s needs without regard to any reward that you might obtain. A service-before-income outlook is a hallmark of the professional. Other things that will enhance your credibility include: Obtaining professional credentials CLU, ChFC, CFP and others. They won t guarantee that you will know all of the answers, but they demonstrate that you care enough about your profession to spend the time, money and effort to learn about it. Becoming involved and participating in the various professional organizations, such as the Estate Planning Council. Writing articles dealing with insurance matters and the meeting of client needs. Finally, you need to demonstrate your competence. You do that by: doing what you promise; following-up to ensure that everything is done wills are drawn, trusts are established, etc; When you have created the rapport with your prospect so that he or she is willing to disclose important financial details, you still need to obtain the information. Let s turn our attention to how you can do that most effectively. Effective Information Gathering You remember the Dragnet character of several decades ago that wanted Just the facts ma am. Unlike sergeant Friday, who uttered those famous words, our job is not only to get the facts, it s to get the facts behind the facts. In other words, we need to understand what the prospect means, which may require more than just listening to what he or she says. Let s consider an example. When you ask your teenager how he or she is, and the response is fine, that response can mean anything from Everything is really great to It s none of your business or My life is a mess. The difference in meaning may depend upon how your teenager says it. The emotional content of language adds richness and additional meaning to what people say. Much of that emotional content is contained in the delivery. This is as true for your prospect as it is for your teenager. We need to listen not only to what our prospects say but also to how they say it. In other words, we need to be sensitive to the prospect s attitudes and emotions since they add a great deal of meaning to what he or she says. 16
17 Those attitudes and emotions are evident in how words are delivered, of course. They are also evident in other ways, however, such as in body language. The way a prospect sits, stands, gestures or uses his or her body speaks volumes about the emotional content of the words he or she is using. Let s consider some of the more obvious examples. Words spoken in a normal tone while the speaker is standing over you with his fists clenched have quite a different emotional content than the same words spoken while the speaker is sitting, relaxed, in an easy chair. What about the prospect that answers your data-gathering questions with his arms folded across his chest? Although it could have no emotional content at all and may simply mean that he or she is cold, it may mean something quite different. What might that kind of body language mean? Your prospect s arms folded across his chest may mean that the prospect is emotionally detached or uninterested in what you have to say. Effective communication requires, in the first place, that you have a good understanding of what your prospect is telling you both its: Factual content and Emotional content That emotional content may tell you how important the subject is to your prospect. You also need to assess the meaning of the words by how they are delivered. Is the language loud or soft? Are the words delivered with staccato-like speed or more slowly? Does the prospect s body language show anger, impatience, sadness or concern? Is the prospect engaged in the process or just waiting until you are finished before doing something that she finds more important? You will work with your prospect most effectively if you assume the role of a counselor. Your job, as a counselor, is to: Help your prospect identify important financial needs and wants and Recommend the proper amounts and types of life insurance to satisfy those needs and wants Selling life insurance, however, is different than selling many other products. The difference has to do with impact. For example, if your prospect is thinking of buying a new car, it probably isn t going to affect his or his family s life significantly if he buys it or not. Life insurance is different. 17
18 The decision to buy or not buy life insurance may affect your prospect s family s life and the life of generations not yet born in incredibly significant ways. It may mean the difference: between opportunity and lack of opportunity between education and ignorance between a family that remains together and one that is torn apart Life insurance is far more than a contract containing words on paper. It s educations; it s a parent being able to remain at home to raise children; it s freedom from financial worry for an aging widow. The best and most effective life insurance salespeople share their vision of life insurance with their clients. To have the prospect share your vision of the importance of life insurance requires that you connect emotionally with him or her. Without that emotional connection, the true value of life insurance may never be appreciated. It will help you in connecting emotionally by giving feedback to your prospect. Nod your approval, as appropriate. Verbalize your agreement by saying something like I understand how you feel. Paraphrase your prospect s responses. Not only does this enable you to build rapport, it allows you to check your understanding of the prospect s statements. Finally, it is vital that you focus intently on your prospect s needs. Take them seriously. Remember that, if you don t consider your job of taking care of the prospect s financial needs to be important, he or she may not consider it important either. Summary This lesson examined how understanding the individual s life insurance needs using the insurance needs analysis method requires that the agent know the individual. It discussed the data-gathering interview, which is considered by many agents to be the most important client meeting in the sales process. It focused on the five principal areas in which data-gathering must be accomplished income, assets, liabilities, goals and risk tolerance and how obtaining the needed information from prospects requires that the agent build rapport and create trust. Finally, it explained why the most effective information gathering involves the agent s understanding of both the facts and their emotional content. Check Your Comprehension 1. Which of the following pieces of information should be gathered about a life insurance prospect in order to recommend an appropriate level of life insurance? 18
19 A. I & II only B. I & III only C. II & III only D. I, II & III I. Current income II. Assets and liabilities III. Goals and objectives 2. What is it important to know a personal life insurance prospect s current income? A. Only individuals earning more than a specified minimum amount may purchase certain types of life insurance. B. One of the important functions of life insurance in a family situation is to help replace an insured s current income. C. For statistical purposes, in order to be able to segment insureds appropriately. D. To determine how much premium the prospect can afford to pay. 3. Why is information about the prospect s accumulated assets required to determine the amount of life insurance needed? A. I & II only B. I & III only C. II & III only D. I, II & III I. Existing liquid assets reduce the amount of needed life insurance II. Large amounts of accumulated assets may increase the need for life insurance III. Existing assets may provide needed premium funds 4. Which of the following would NOT characterize responsive listening? A. Nodding approval B. Offering opposing views C. Verbalizing agreement D. Paraphrasing 5. Which of the following functions are assumed by a life insurance agent that takes on the role of a counselor? A. I only B. II only C. Both I & II D. Neither I nor II I. Assist the prospect to identify important financial needs II. Recommend the appropriate amount and types of life insurance 19
20 Chapter Three Identifying and Calculating Lump-Sum Needs at Death Important Lesson Points The important points addressed in this lesson are: Lump-sum survivor needs often include the need for immediate cash to pay last expenses, liquidate consumer debt, provide a fund for emergencies, redeem a mortgage, provide dependent care and pay for education. Seventy percent of a prospect s lifetime medical expenses are often incurred in battling a final illness. A single month s survivor income should be provided as a cash need in order to meet expenses while ongoing income arrangements are being made. A general guideline for estimating immediate cash needs is percent of the family s gross income. A family s debts don t die when the breadwinner dies. They are passed down to the survivors. Establishing an emergency fund for survivors helps provide some of the financial flexibility that is lost following the death of the breadwinner. A general guideline for estimating emergency fund needs is 6 months of current gross income. Providing a fund for mortgage redemption should not require that the mortgage be redeemed. Rather, it should give the survivors the option to redeem it. Dependents may include not only minor children but also aged parents and dependent siblings. When establishing an education fund, the education needs of the surviving spouse should be considered as well as the education needs of children. Immediate Cash Needs Let s turn our attention, now, to the needs that individuals and families have. We will begin by considering the lump-sum needs that a family may have at the death of a breadwinner. Some of the important lump-sum cash needs that a family will have when a breadwinner dies may include all of the following: 20
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Metal: Sterling Marked/Tested Ekp, Sterling, Denmark, 20 Gemstones/Diamonds N/A Clarity:Na Color:Na Measurements: Bracelet 7 1/8" Long, 28mm Wide ( 1 Inch = 25mm) Weight 81.3g Description: Excellent Condition!!!
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Shailene Woodley
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Is Shailene Woodley's mature style miles ahead of the pack, or is she sporting a little too much basic black?
' More Sad Details Revealed About Robin Williams' Final Resting Place'(Fox News)
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' Katie Holmes Talks More About Tom Cruise'(Celeb Dirty Laundry)
' Are Taylor Swift and John Mayer Back Together?'(Celeb Dirty Laundry)
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- 10-Year-Old Arrested For Allegedly Stealing a Car for the Fourth Time in 6 Weeks
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Corsair Introduces Flash Survivor Line of Rugged UBS 2.0 Flash Drives
Corsair unveils the extremely rugged line of USB 2.0 flash drives -- Flash Survivor™. Designed and engineered to be the industry's toughest USB drive, Flash Survivor is water-resistant, CNC-milled aluminum encased, and shock-proof to safely store user's information and files in the most demanding environments.
Offering unique features and the best price/performance solution in the market - Flash Survivor is immediately available in two variations:
- Flash Survivor GT 8GB - $129.99 USD MSRP
- Flash Survivor 4GB - $59.99 USD MSRP
- Water Resistant to 200 Meters (650 Feet) / 20 Atmospheres Sealed with an EPDM (Ethylene Propylene Diene Monomer) waterproof seal, Flash Survivor is designed to provide 200 meters of water resistant durability. During these tests, no leaking or compromised integrity of the data on the drive was found.
- Shock Proof - Triple Point Protection Flash Survivor features triple-point protection against shock and impact:
- Encased in CNC (Computer Numerical Control) milled aluminum (as found in aircraft part production) ensures consistency in material quality, thereby guaranteeing the USB drive's toughness
- Additional protection from shock and vibration is achieved through the use of rubber molded collar shielding. When dropped, the durable rubber absorbs the impact force to prevent damage to the inner drive and the USB connector.
- Engineered outer metal tube with two end caps provides enforcement to the hollow tube and prevents it from collapsing when abused.
- 5 Times faster than other drives (GT version)
- Pre-loaded with a security application with 256-bit AES encryption, the most secure encryption algorithms available.
Performance Driven
Built to Corsair's quality and reliability standards, each Flash Survivor drive delivers sustained read/write performance up to 34MB/sec and 28MB/sec respectively. Engineered with highly screened NAND flash and an advanced memory controller, the new Flash Survivor drive features enhanced dual channel and interleave memory technologies. This means lightning-fast file transfer - up to 5 times faster than typical USB drives, guaranteed.
The Flash Survivor family of USB drives is pre-loaded with a security application that allows users to create a hidden, password-protected partition on the drive. The password is encrypted with 256-bit AES encryption, the most secure encryption algorithms available.
All products are backed by a 10-year Limited Warranty complete with customer support via telephone, email, forum and TechSupport Xpress troubleshooting guide.
For more information, visit their web site at www.corsair.com


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RepairPal is your advocate for car care advice and guidance
Q: Replaced Clutch 1 Day later Knocking sound and Oil Everywere on 1995 Saab 900
Had the Clutch replaced drove it from the shop 20 miles later it is leaking oil everywere. It know makes a knocking sould or like something is raddeling around.
Sounds like rear engine seal failed at rear of crankshaft. Either is the old one and may have been damaged during clutch replacement or was replaced and failed from either defective seal or poor replacement procedure. If enough oil leaks out then engine components that need oil will cause noises. Bearings, lifters, etc.
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|giacomo <giac...@apache.org>
|Re: SOAP client and server
|Fri, 25 May 2001 18:26:10 GMT
On Fri, 25 May 2001, Michael Homeijer wrote: > Hi, > > I am developing a SOAP prototype for Cocoon and need some feedback on my > first results. > The setup consists of a logic sheet, an xsp page with a SOAP request and an > xsp page with a SOAP response. If I understand that correctly you are mentioning "a xsp page with SOAP request" for C2 act as a SOAP client and with "a xsp page with SOAP response" act as SOAP server, right? Is the logicsheet covering both aspects? > Both the request and the response work on the basis of soap envelopes. > The sample uses the "Weather - Temperature" service (id=8) from xmethods. > > I'd appreciate comment/feedback or some help on the todo topics. > > To install the sample: > - put the apache soap jar from http://xml.apache.org/soap/index.html in your > classpath > - upgrade xerces to version 1.4.0 (1.3.1 does not work with soap while 1.2.1 > does and 1.2.1 does not work with cocoon 2) > - put the soaplib.jar with the logicsheet in your classpath > - put the following reference to the logicsheet in cocoon.xconf > <builtin-logicsheet> > <parameter name="prefix" value="soap"/> > <parameter name="uri" value="http://soaplib"/> > <parameter name="href" value="resource://soap-lib.xsl"/> > </builtin-logicsheet> Do you intend to "donate" your code to the C2 base and can we change the package and URI space names to Apache Cocoon 2 standards? > - put the following lines in sitemap.xmap > <map:match pattern="soaplib/*.xsp"> > <map:generate type="serverpages" src="htdocs/soaplib/{1}.xml"/> > <map:transform src="htdocs/soaplib/{1}.xsl"/> > <map:serialize/> > </map:match> > > <map:match pattern="soaplib/service/*.xsp"> > <map:generate type="serverpages" > src="htdocs/soaplib/service/{1}.xml"/> > <map:serialize type="xml"/> > </map:match> > - put the sample from soaplib.zip in htdocs/soaplib in the c2 root directory > - retrieve http://localhost/c2/soaplib/temp.xsp in your browser > > The following stuff is on my todo list for the SOAP client request: > - Add the normal xsp parameter handling templates to the logic sheet > - Convert java variables from xsp into soap parameters > - Output the SOAP response envelope in xml to the server page > > As far as I understand Cocoon 2 components, I plan to implement the > following for the SOAP service: > - Create an action that extracts and validates the soap request envelope > from the httpservletrequest (code to use from apache soap is > service\dynamic1.xml) Sort of. > - Create a selector that is able to select a server page based on the method > in the soap request envelope What do you think of implementing the services as Avalon Components and have a more generic xsp page/generator to map those Avalon Component into a SOAP response (not that I'm offending your solution :) ? > - Create a soap:response tag in the logic sheet > - Create tags to map java variables to soap tags Can we postpone the integration of this code into the repository after we've made the beta 1 (I propose it will go into the 2.1 release) Many thanks Giacomo --------------------------------------------------------------------- To unsubscribe, e-mail: firstname.lastname@example.com For additional commands, email: firstname.lastname@example.com
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text:
PACERS 104, CAVALIERS 98 (OT): Danny Granger had 23 points and David West added 19 as Indiana escaped Cleveland with an overtime victory after squandering a chance to win in regulation.
The Pacers missed three of four free throws in the final 21 seconds of the fourth quarter to allow the Cavaliers to tie the game at 94-94 on Lester Hudson's floater with 1.2 seconds left.
Cleveland went scoreless for nearly four minutes late in the game, then missed six of its first seven shots in the overtime session.
George Hill had 17 points and Roy Hibbert had 11 points and 11 rebounds for the Pacers, who won despite starting point guard Darren Collison missing his second consecutive game with a strained groin. The Pacers have won six of seven.
Antawn Jamison had 21 points and Hudson had 19 for the Cavaliers, who fell to 0-5 in overtime games and were officially eliminated from playoff contention.
GAME NOTEBOOK: The Pacers went without a basket for nearly six minutes in the fourth quarter. … The Cavaliers squandered an 86-79 lead over the final six minutes. … Coach Byron Scott ruled out Kyrie Irving (shoulder) and Anderson Varejao (wrist) for the Cavaliers' games Friday and Saturday at Indiana and Washington.


text:
Print advertisment created by Talent, Brazil for Go Outside Magazine, within the category: Media.
Executive Creative Director: João Livi
Creative Directors: Philippe Degen, Felipe Luchi
Copywriters: Antonio Nogueira, Philippe Degen
Art Directors: Rodrigo Tortima, Felipe Luchi
Photographer: Mario Coelho / Gelmi
Illustrator: Gelmi
Art Buyer: Mario Coelho
Account Supervisor: Camila Mancebo
Advertiser's Supervisor: Debora Liotti
Highest Rated
Montagem, explicaçao, idéia. Pronto, falar mais o que!?
Those guys just lied in case study to win a Grand Prix. C'mon agnecy. C'mon jury.
not bad. Good work but not so special
amazing execution, brazil once again, good samba, caipirinhas, hot girls, and dam good photoshopers.
venom_elite | Fri, 2012-06-22 02:06
Things that look like things.
Advertising 10000.....
venom_elite | Fri, 2012-06-22 02:06
Things that look like things.
Advertising 10000.....
Montagem, explicaçao, idéia. Pronto, falar mais o que!?
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text: RPG Information Edit Reflexes (Air Ring) Reflexes represents how quickly a character can react to sudden stimuli. [1] References ↑ Roleplaying in the Emerald Empire, p. 56 Retrieved from "http://l5r.wikia.com/wiki/Meta:Reflexes?oldid=141415" Ad blocker interference detected! Wikia is a free-to-use site that makes money from advertising. We have a modified experience for viewers using ad blockers Wikia is not accessible if you've made further modifications. Remove the custom ad blocker rule(s) and the page will load as expected. Categories: RPG Trait Meta Add category Cancel Save


text:
A great location, good breakfast and Christina is pleasant and helpful. The shower for a B&B was excellent hotel quality with plenty of hot water.
She is quick with emails so I would recommend booking direct with her rather than through and agent.
The 1 or 1a bus from Station or Airport drops you 5 mins walk from front door.
- Official Description (provided by the hotel):
- Welcome to the B&B "A casa mia", a Liberty style building close to Colle Aperto in the Upper Town, from where you can enjoy a wonderful view.One large family bedroom with a balcony and a private bathroom (outside the bedroom), two double rooms sharing the same bathroom.You will be able to enjoy rich breakfasts in a family feeling and if you wish, relax in the garden. ... more less
- Reservation Options:
- TripAdvisor is proud to partner with Booking.com, Odigeo, Expedia, Hotels.com, HostelWorld, Priceline, TripOnline SA and Evoline ltd so you can book your A Casa Mia reservations with confidence. We help millions of travellers each month to find the perfect hotel for both holiday and business trips, always with the best discounts and special offers.
- Also Known As:
- a Casa Mia Hotel Bergamo


text:
Vice President Joe Biden is preparing recommendations for gun control reforms in the U.S., and as part of this initiative, he is meeting with leaders of the National Rifle Association (NRA). The Washington Post reported that the Obama Administration may seek the support of gun retailers such as Walmart to help insulate them against the inevitable heavy pushback any efforts at gun control will receive from Republicans and gun rights advocates. This would be consistent with the Obama Administration's strategy on major initiatives from health reform to the fiscal cliff, when they have courted support from businesses effected by the initiative.
Biden's proposal may go beyond reinstating the assault weapons ban. His team is looking into a wide range of measures including more comprehensive background checks, mental health checks, stiffer penalties for carrying guns near a school and a comprehensive database to track gun ownership and sales.
"They are very clearly committed to looking at this issue comprehensively," said Dan Gross, president of the Brady Campaign to Prevent Gun Violence, who has been involved in the discussions.
In addition to legislative proposals, Biden is also looking into measures that President Obama could enact without Congress. These could include federal mental health programs (please) and gun tracking efforts.


text:
Nationwide Auto Insurance in Pendleton, South Carolina From WILLIAM C WYATT
WILLIAM C WYATT is your local expert for Pendleton auto insurance and all the Nationwide policy options that go into building a personalized coverage solution. No matter what your driving habits, no matter the number and age of household drivers, there's an auto insurance policy that fits your needs. And it's not just the everyday automobile we can help with. If you have an RV, motorcycle, or boat, our agents can help you understand the unique coverage needs for these vehicles, too.
Have questions about policy types, claim amounts, or liability requirements that apply to South Carolina drivers? Worried about potential gaps in your coverage? Interested in learning more about the Vanishing Deductible ® program? WILLIAM C WYATT can give you the answers. We'll also make sure you receive all the discounts for which you qualify, and the On Your Side ® Review makes sure your policy keeps up with your evolving auto insurance needs.
We recognize that purchasing auto insurance isn't exactly a favorite pastime for any Pendleton driver. By partnering with Nationwide and providing great customer service, WILLIAM C WYATT can make things a little easier on you. Call us today at (864) 646-9692, and we'll take the stress out of shopping for 29670 car insurance. You can also schedule an appointment to talk about your coverage in person. Our office is located at 119 N Mechanic St, Pendleton, South Carolina, 29670.
The WILLIAM C WYATT also offers products in Georgia and North Carolina. Please call for information on products in those states.


text:
6th New England"s Grandest Fair 2016 will be started on 16 Sep and it will be end on 02 Oct 2016.
The Eastern States Exposition will hold its annual Trade Show, 6th New England"s Grandest Fair 2016 at The Big E in West Springfield, Massachusetts USA.
The Big E Fair can be a base where lots of beneficial products might be displayed. Many of these are typically about Education, Agriculture and Music.
The Big E Fair is an annual Trade Show.
The meeting provides a valuable educational experience and an opportunity to network with leading minds in the field, as well as a worldwide community of around 1345000 Agriculture & Forestry, Education and Music & Musical Instruments professionals from every subspecialty.
The association of the The Big E Fair is Eastern States Exposition.
Address : 875 Memorial Ave, West Springfield, MA 01089, USA
Official Site
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text:
7966 W Kruger Road, Three Oaks 49128
See more homes for sale in Three Oaks, MI
This property has been Sold!
06/23/2016 at $128,500
Large 2 story home built back in 2001 sitting on just over 9 acres. Offering 4 bedroom , 3 full baths, huge main floor laundry, enclosed front porch plus a full basement framed and ready for finishing. Parcel is L shaped with large barn tucked back into the woods. Easy access to I-94 as well as downtown Three Oaks.This is a Fannie HomePath property
Property Information
- Status
- Sold
- Address
- 7966 W Kruger Road
- City
- Three Oaks
- Zip
- 49128
- County
- Berrien
- Township
- Three Oaks Twp
- Foreclosure
- Total Finished SqFt
- 3,312
- Above Grade SqFt
- 3,312
- Garage Desc.
- 2, Attached
- Water
- Well
- Sewer
- Septic System
- Year Built
- 2001
- Taxes
- $1,804
Rooms and Land
- MasterBedroom
- 22X16 2nd Floor
- Bedroom2
- 16X14 1st Floor
- Bedroom3
- 17X12 2nd Floor
- Bedroom4
- 15X12 2nd Floor
- Bath
- 14X9 2nd Floor
- Dining
- 15X13 1st Floor
- Family
- 16X16 1st Floor
- Kitchen
- 16X15 1st Floor
- Laundry
- 11X11 1st Floor
- Living
- 16X15 1st Floor
- Basement
- Full Basement
- Cooling
- Central
- Heating
- Electric, Heat Pump
- Acreage
- 9.3
- Lot Dimensions
- Irrg
- Appliances
- Dishwasher
- Exterior Materials
- Vinyl
- Exterior Features
- Porch(es)
Listing Video for 7966 W Kruger Road, Three Oaks MI 49128
Mortgage Calculator
Listing Broker
Listing Courtesy of Sunrise Real Estate, Inc.
Office Address 2137 M-139
Listing Agent Brian Newton
Listings last updated: . Some properties that appear for sale on this web site may subsequently have been sold and may no longer be available.
Our Michigan real estate agents can answer all of your questions about 7966 W Kruger Road, Three Oaks MI 49128. Real Estate One, Max Broock Realtors, and J&J Realtors are part of the Real Estate One Family of Companies and dominate the Three Oaks, Michigan real estate market. To sell or buy a home in Three Oaks, Michigan, contact our real estate agents as we know the Three Oaks, Michigan real estate market better than anyone with over 100 years of experience in Three Oaks, Michigan real estate for sale.
The data relating to real estate for sale on this web site appears in part from the IDX programs of our Multiple Listing Services. Real Estate listings held by brokerage firms other than Real Estate One includes the name and address of the listing broker where available.
IDX information is provided exclusively for consumers personal, non-commercial use and may not be used for any purpose other than to identify prospective properties consumers may be interested in purchasing.
All information deemed materially reliable but not guaranteed. Interested parties are encouraged to verify all information. Copyright© 2017 MichRIC LLC, All rights reserved.


text:
Sparta Dragon Boat Festival--Thank You
We would like to thank everyone for supporting our Second Annual Dragon Boat Festival on May 15.
We would like to thank everyone for supporting our Second Annual Dragon Boat Festival on May 15.
The Sparta Education Foundation hosted A Night With the New Jersey Devils on Friday, March 25 as the Devils faced off against the Washington Capitals at The Prudential Center in Newark. A portion of each ticket sold went to support the Sparta Education Foundation.
Register Now For Sparta Education Foundation's May 15 Dragon Boat Festival
Join the Sparta Education Foundation for A Night With the New Jersey Devils!
Jennifer Plotts and Vaishali Dhand recently joined the Sparta Education Foundation as board members.
The AP Biology class designed and built an aquarium to help students understand the importance of conservation and how it affects the coral reef and the fish that depend on it.
The Sparta Education Foundation (SEF) held its third annual Wine and Beer Tasting and Food Pairing fundraiser on September 20, which was graciously hosted by Tom and Kylen Anderson in their Lake Mohawk home. Over 70 people attended this year's event which also featured an assortment of gourmet food specially selected to pair with the wine and beer.
The Sparta Education Foundation (SEF) is pleased to welcome Emily Holdsworth as a trustee and Guiseppe "Joe" Leone, Principal of the Alpine School, as Principal Liaison. The SEF will also work closely with Dr. Daniel Johnson, the new Assistant Superintendent of Curriculum and Staff Development for the Sparta Board of Education.
Sparta Education Foundation is pleased to welcome Courtney McKenna and Nicole Assaro as student liaisons.
The video from the 8th annual Turkey Trot in 2014
Christine Collister and Marilyn Steneken, science teachers from Sparta Middle School (SMS), were among the teachers who attended a MakerBot 3-D printer workshop Oct. 22-24 at Picatinny Arsenal. The SEF recently donated three 3-D printers to SMS.
The SEF is proud to announce that three Sparta High School photography students were recognized for their work at the New Jersey State Fair in Augusta this month: Sydney Liebman won First Place in the Adult category, Molly Curly won Best in Show and Kelly Carolan won Third Place both in the Student category.
Isabella Cuan Salutatorian, Sparta High School Class of 2014
A Love of Writing / Artistic Influences / Switching Directions / An Ivy Future


text: 6/30/10 6/30/10 POPSUGAR Celebrity Ed Westwick Photos of Ed Westwick June 30, 2010 by Celebrity 0 Shares Chat with us on Facebook Messenger. Learn what's trending across POPSUGAR. View on One Page Photo 0 of 5 Start Slideshow ADVERTISEMENT () Share This Link Copy ← Use Arrows Keys → 0 Photos of Ed Westwick Previous Next Ed Westwick


text:
Thank you for your reply. Unfortunately at the time of diagnosis it had spread to the lower lymph nodes, and the tunor wrapped itself around the main artery in the stomach area. On June 1 2009, he had a radiation micro embolisation(sp?) procedure done at Stanford on his liver. We have Stanford involved as a second opinion to Kaiser but they too are stumped.
PTscan on Sunday.
|La fundación de colangiocarcinoma (CCF) ahora ofrece servicios de traducción en Español.
Por favor publique sus preguntas en Español y un intérprete le va responder.
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(The Hosting News) – Edge Hosting, the nation's leader in providing secure, scalable and dependable managed hosting services, today announced the annual attainment of the Statement on Standards for Attestation Engagements (SSAE) 16 Service Organization Control (SOC) 2 Type II standards compliance. Assessed by auditors from CliftonLarsonAllen (CLA), this certification demonstrates the company's commitment to the highest compliance standards of operational excellence for its customers around the world.
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text:
I love dessert flavor teas and was so happy to hear about Red Rose's single serve cup line! I use these in my Keurig and love that in just 2 minutes I have a hot and perfectly brewed cup of tea!
Handcrafted Red Rose® Simply Indulgent single serve cups deliver rich decadent flavors that demonstrate our passion for a truly superior taste experience, one that can be conveniently enjoyed all day long.
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I received a sample to facilitate this post. All opinions remain my own.
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text: 12-11-2012, 01:07 PM andrea_pe Now i'm starting to do gym as old times when i was fit,if my fat pad don't go down i will do something surgical.If i reduce it to 0.3-0.5 it will be nice. I need to gain another inch from PE Se state cominciando il PE non cercate routine avanzate o fantasiose, rischiate solo di farvi male o di non guadagnare. Usate la Newbie routine :) .