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保险信托
实战经验
• 不会保险信托肯定签不到大保单
• 保险信托的话术是什么?
• 为什么客户要考虑?
• 我们的独特概念,百发百中
James Tan Presented by : Rex Lim
MDRT Life member Jointly Presented
MDRT Life memberBy :
日期 : 13/6/20(六)
时间 : 11.00am – 12.30pm 原价 RM388/-
地点 : 你的家 现在RM98/-
语言 : 华语
保险可以保护您,
但谁可以保护您的保险金?
如何达到您购买保险的目的?
保险信托实战
假设您已经写了遗嘱或
即将缮写您的遗嘱
If you have written a Will
or going to write one…
先向您说声恭喜
Congratulations!
可是,您的遗嘱是否能帮助您:
But can your Will :
• 逃过富不过几代的厄运?
Preserve your wealth to last for
several generations?
• 向您的债权人说不?
Protect your assets against your
creditors?
可是,您的遗嘱是否能帮助您:
But can your Will :
• 立即分配您的财产?
Provide income or distribute assets
quickly without any delay?
• 向您受益人的债权人说不?
Protect your assets against your
beneficiaries’ creditors?
什么是保险信托?
What is Insurance Trust? 保险信托
透过保单设立遗产基金 保险
Setup an estate funding
through life insurance policy
人寿保险
Life Policy + UBB信托
UBB Amanah = 保险信托
Insurance Trust
保险信托的好处
Benefits of Insurance Trust
遗嘱认证书
Grant of Probate
遗嘱管理书
Letter of Administration 保险赔偿金
逝世 Insurance
Passed away Proceeds
Rule of 123
创造简单,容易,有效,明白的法则
123 法则
Rule of 123
1 目标 Target Market
2 问题 Questions
3 理由 Reasons
123 法则
Rule of 123
1. 目标 Target Market
2. 问题 Questions
3. 理由 Reasons
1 目标市场 Target Market
夫妻 小孩
Husband & Wife Children
2. 问题 Questions
3. 理由 Reasons
2 问题 Questions
Question 2.1
家人怎么办?
如果有一天,万一你不在了,您
家人的生活怎么办?
One day if misfortune falls
on you, what will happen to
your family?
Question 2.2
资产怎么办?
您知道当一个人过世后,他名下的资产将会被冻结吗?
When a person passed away, his/her assets
including cash will be frozen?
Question 2.3
小孩怎么办?
如果夫妻俩人同时不在了,小
孩接下来的生活怎么办?
If an unforeseen event
happens to your spouse
and you at the same time,
your child is a minor?
Question 2.4
如果夫妻俩人同时不在
了,这张保单怎么办?
受益人
遗产 老公 》老婆
Estate 老婆 》老公
Question 2.5
债务怎么办?
当一个人离世后,您知道在受益人领到遗产前,需偿
还所有的债务,包括所得税和所有的负债吗?
When a person passed away, all the debts owed by the
deceased must be settled before the balance is given to
beneficiarie(s) as inheritance ?
Question 2.6
父母亲怎么办?
如果您有年迈的父母怎么办?
If you have old age parents
that you are caring for ….
设立信托是很重要的!
a TRUST is very important to be created!
123 法则
Rule of 123
1 目标 Target Market
2 问题 Questions
3. 理由 Reasons
Question 3.1 家人怎么办?
如果有一天,万一你不在了,您家人的生活怎么办?
One day if misfortune falls on you, what will happen to your family?
• Reason 1: 马上提供现金
成立人离世后,30天至60天内即可提供现金给受益人。
Within 30 to 60 days, the beneficiary(s) will be able to inherit
the immediate cash.
• Reason 2 : 分段提供现金
根据意愿书,将保险赔偿金分阶段给予指定受益人。
Distribution of Insurance proceeds designated to beneficiary(s) will be
made in stages, based on the conditions stated in the Letter Of Wishes.
Question 3.2 资产怎么办?
您知道当一个人过世后,他名下的资产将会被冻结吗?
When a person passed away, his/her assets including
cash will be frozen?
• Reason 3 : 避免申请认证
避免繁杂的遗产认证程序。
Avoid the complicated estate administrative process.
遗嘱认证书
Grant of Probate
遗嘱管理书
保险赔偿金
逝世 Letter of Administration
Insurance
Passed away
Proceeds
Question 3.2 资产怎么办?
• Reason 4 : 内容高度保密
信托文件的分配内容是高度保密的保障。
Content of the trust is highly private and confidential.
通过保险信托可传给小三,北京开始火辣教课培训小三
Question 3.3 孩子怎么办?
如果夫妻俩人同时不在了,孩子接下来的生活怎么办?
If an unforeseen event happens to your spouse and at the same
time your child is a minor?
• Reason 5 : 提供生活费
根据成立人的意愿,负责分配年幼儿童每个月的生活开销。
According to the contents of the trust , the trustee will be responsible to
distribute the monthly expenses to all the dependent(s).
• Reason 6 : 管理赔偿金
委托信托公司,管理保险赔偿金。
Authorized trustee company to manage your insurance fund.
Question 3.4 债务怎么办?
当一个人离世后,您知道在受益人领到遗产前,需偿还所有的债务,包括所得税和
所有的负债吗?
When a person passed away, all the debts owed by the deceased must be
settled before the balance is given to beneficiarie(s) as inheritance?
• Reason 7 : 避免追讨债务
可以避免债权人的追讨。
All insurance proceeds are well protected from creditor's
claim and insolvency.
Benefits of Insurance Trust
保险信托的好处
Reason 8 : 无需征税
保险赔偿金无需征税。
All Insurance proceeds are
tax exempted.
如何通过保险信托
完成MDRT?
How to achieve MDRT
through Insurance Trust ?
个案探讨
Case study
什么是保险信托?
•1- 他没有听过的东西!
•2- 让他感到好奇!
•3- 可以决解他的问题!
没有市场, 1-找咯?
如何签
信托保单? 2-找咯?
3-找咯?
没有市场,
如何做保险信托签保单?
1- 定位市场,(中中上级客户)
2- 你的信托知识够强吗!说服力要强吗!
3- 每一个拒绝❌让你更会穿避弹衣!
4- 你能解释到让怒的客户明白吗?这才是重点!
5 million CASH TRUST
采用UBB 6%利息
5 MILLION 保单
保费 RM 250K
Insurance
trust