(p77-78) - Optional Form, Matthew DeSantos - LSW’s Senior Vice-President of Distribution and Business Development (himself a former insurance agent) - DOC 792 p27>

Q Are you familiar with something known as a supplemental or an optional form on illustrations?
A Yes.

Q Is that an optional form that details, itemizes the particular expenses associated with the policy?
A We have a number of supplemental type illustrations, and that would be one of them.
Q Is that a default supplemental illustration, or do you have to specifically select it?
A I believe you have to select it.
Q Why don't you just throw everything into the illustration right up front instead of having to select that?

A Well, I think there's a couple reasons.

• One is in my experience it's very rare that you would get a question like: Give me all the detailed, nuts-and-bolts expenses so I can look at them in that sort of detail.
• I have found that the illustration itself at that high-level snapshot gives you enough information to understand what's happening at least at a high level, which is what most all clients would be looking for.

Q So let me go back to something you said there a second ago. You said in your experience most clients aren't looking for the itemization?
A Yes.
Q Why is that? Do you have any view on why that is so, given your experience?

A Because in my experience the illustration tells the story at the level where most consumers are able to understand what's happening inside the contract, and there isn't a need to get down into more detailed information.  But we provide it when it comes up.

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