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

Order execution

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