Matthew DeSantos - LSW’s Senior Vice-President of Distribution and Business Development (himself a former insurance agent) - DOC 792 p27>

(p60)

• Q Why do you say the death benefit is first and foremost with the product?
• A If there isn't a need for a death benefit, then there is no need to sell life insurance, period.  

...

(p112)

• A Well, it's what it is. If I say life insurance, there
  has to be a need for death benefit. If there isn't that threshold question answered, then you don't have a need for a life insurance policy, period. That's also part of the underwriting process where, as a company, we make sure that there is a need for that.
• Q When you say you make sure that there is a need for that in the underwriting process, what do you mean by that?
• A Well, understand, you know, it's an application process you go through. Internally we'll look at it and understand who the beneficiaries are and is there a real need for insurance, what's the purpose of it, all as part of an analysis of how we underwrite or, you know, put a contract through the process of being approved.

2014 0423 – DOC 812 – Trial Transcript – Day 10 – Walker v LSW – 194p