No. of Recommendations: 2
A thought experiment:

When you are showing a client an "Illustration Sheet" for an IUL, also show them the graph from the spreadsheet created by a credentialed authority that CC posted the other day. "S&P 500 1974 to Present.xlsx"

Tell them, "This is what your account would have looked like, if you had started investing in 1974."

Point out the two times the blue took a huge drop. Point out the red line and the fact that it never took a drop and certainly never got hit for a 36% loss -- let alone *two* 36% losses.

Don't point out that one line goes to $500,000 and the other goes to $940,000 -- let them figure that out by themselves.

Then ask the client which line he likes better, and which way they would prefer to have their money invested.

I'm undoubtedly projecting, but I bet the majority will say "The Blue one."
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