* Do your agents know variable products? In a recent issue of National Underwriter, columnist and Chatham, MA­p;based attorney Hill Gallagher predicted the next life insurance scandal will come about because of how variable-life products are sold. Demonstrating that it is possible for a variable-life policy to underperform substantially its underlying fund, Gallagher called for new illustration and sales practices. Perhaps it's time to schedule a variable-life training series.
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