80 • MARTIN H. RUBY
Truthful Scale As an actuary, I believe in dispelling myth with fact. Following, I’ve outlined the most common objections to using IUL for retire- ment savings, and rated how truthful they are using the “Truthful Scale” below. One star means the objection is not truthful: the ob- jection is likely based on misinformation or is intended to misin- form. Two stars means the objection has some truth to it, or it may be true in some situations. Three stars means the objection is truthful and you should pay attention to it. Truthful Scale: * Not truthful. Likely based on misinformation or intended to misdirect. ** Somewhat truthful. May be true in some situations. *** Truthful. Evaluate this objection carefully. Objection: Structure “IUL is pretty complex, and if it’s structured wrong, you could get a raw deal.” Truthful Scale: *** IUL can be structured many ways, and not all of those struc- tures deliver the most value to you. Always work with a highly qualified professional on your IUL policy. I worked for a month to develop the perfect structure for my plan, and it’s a structure we now use with most of our clients. IUL must be structured properly to deliver all the benefits we’ve discussed in this book. If you need help finding someone reputable in your area who uses a proven structure, call our office and we can help you identify the right professional.
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