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At its most basic level, the Life Settlement transaction is quite simple – selling a life policy for an amount greater than the surrender value or for a price that is material to the consumer's needs. Yet, this "basic" transaction can be arduous or underdeveloped if an agent does not know the following:

Who is a legitimate candidate?
What is an average purchase price?
Why a policy owner should consider selling their life insurance policy
How many institutional money sources will be asked to bid on their file?
How does the client and agent get paid?
What is the gross offer?

Far too many agents are not commanding the highest purchase prices on the market because they are dealing directly with a single funder or they are working with a brokerage whose infrastructure is limited – only accessing a small number of funding institutions. How do these limitations impact pricing? The answer is very simple. It is impossible to have the most successful auction without inviting all of the leading bidders. In this respect, ABS' infrastructure is unparalleled in the industry. We have relationships with every institutional money source in the market, both nationally and internationally. This depth of auction gives us the ability to create the greatest demand for policies being sold. As a result, our agents are providing their clients the highest possible settlement purchase prices, and at the same time maximizing their commissions.

The most illusive component of the Life Settlement process is the "Gross Purchase Price". Obviously, the gross purchase price determines the consumer's payout and the agent's commission. Yet, in many instances, this gross number is not fully conveyed. Depending on the source that has handled a settlement transaction, far too often, fees are deducted before the purchase price is divulged to the agent. This is another significant reason why agents throughout the country subscribe to ABS transparent (full disclosure) negotiation model – we deal in the gross offer!

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