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

(p114-5) - zero percent floor concept

• A So with a policy like an IUL, if the S&P 500, like, say, you know, in 2008 had negative return, an IUL provides a guarantee that you are not actually going to lose money due to investment risk in the product. So it has a zero percent floor.
• Q Was there a phrase that would be used to explain this zero percent floor concept to potential customers to make sure they understood it?
• A Well, there's a phrase I use.
• Q Which is what?
• A Zero can be your hero.
• Q What does that mean?

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