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

(p100)

• Q If we could go over to page 30 of this training material, I would like to look at the top two slides on page 30.
• ...
• A Sure. Every policy has certain administrative expenses associated with it, and all companies have multiple tables that they use to calculate expense values when designing new products. But trying to itemize comparative expenses to a client is unnecessary and can only confuse the issue. In fact, sometimes the policy with the lowest expense load isn't even the best deal. As we've seen, there are other factors also in play.
• Q Keep going.
• A Everything that is going on behind the scenes with expenses will very quickly be reflected in the policy's premiums and its resulting cash values. So rather than getting tangled up in individual expense comparisons, concentrate on the policy's results. Results are, after all, the bottom line for your client.

(p156-159) - Training, Exhibit 59, Optional Report

• Q Okay. Now, we looked at Exhibit 59. This was a training; correct?
• A Yes.
• Q It says: Trying to itemize comparative expenses to a client is unnecessary and can only confuse the issue; correct?
• A That's what it says, yes.

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