Calculate Needs Before Buying Insurance

Insurance mis-selling is prevalent and is damaging the development of the industry. In fact, majority of insurance experts accepted this fact on various occasions. Generally, intermediaries are the first to be responsible for it especially an agent who sells only those products that earn maximum commission. It is considered as the most popular reasoning in Indian insurance sector. However, there are various other reasons why a customer ends up purchasing a wrong policy. It means that it is not always mis-selling but sometimes mis-buying’ as well.
It may happen because of lack of awareness, buying insurance just to save tax and using policy as a tax saving tool. Some challenges are also experienced by financial planners as well to convenience customers why a product is correct for them, to get the right and full information from them for exact assessment of their profile and portfolio. To handle these procedural challenges, a few years ago, Insurance Regulatory and Development Authority had proposed doing a customer need analysis’ before selling a life insurance policy. In January 2012, IRDA’s draft guidelines introduced and also proposed a mandate on intermediaries and the insurers to fill-up a standard need-analysis worksheet of the buyer before it affects sale of term insurance.
It was to make sure that the plan which is proposed to be sold is suitable for the prospect and fulfills policyholder’s requirements. Also, this is aimed at handling under-insurance and is widespread among insurance customers. Though, the proposal has not been implemented in the proposed format, a few insurance companies in India have introduced a few need analysis features. Different needs arise at different age stages, so this tool works by understanding the life stage customer is at, single, married, married with a child, nearing retirement and life after retirement are some very common stages in a product matrix.
Protection requirements are analyzed when customers have chosen life stages. For example, person with a child has more insurance needs as compared young, single person who does not have any dependents. These protection requirements reduce when dependents become independent and loans are paid. Customer’s next step should be assessing their targets and motive of purchasing insurance. Do you want to buy a policy for child’s future education requirements or accumulate a corpus for post-retirement life? Do not forget that the need for investment and savings are connected to the achievement of different financial goals and the plan customer buy must be able to fulfill these needs.
Generally, the need for regular income arises after retirement and customers also need more health cover with advancing age. The analysis tool will help buyers to calculate exact needs as per their goals and prioritization. There are several online tools available for goal-based long term wealth creation, retirement planning and health insurance requirements. A pension plan will be more important as compared to short-term goals such as buying a vehicle or a foreign tour. Those who do not have sufficient life insurance coverage should buy addition protection in terms of rider plans.

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