Reason Why letters
To promote customer-focused system through needs-based sales practices, CLHIA has included a Reason Why letter as one of the required elements for making a suitable sale. Reason Why letters are required for every sale.
The letter documents the recommendation; summary of key facts and needs; amount of coverage and gaps in coverage; suitability of the fee structure (for wealth products); and a call to action.
Equitable Life has created the following samples to use as a guide.
Sample letters
Recommendations fully implemented
Recommendations partially implemented
Wealth product with fee options
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