Page 364 - Contributed Paper Session (CPS) - Volume 6

CPS1966 Jessa L. S. C. et al.
for clients looking for protection. They can be offered to the dependents of a
breadwinner or to the owner himself especially if he is earning much and has
a lot to lose. Other Traditional is also an option for protection push but it caters
to the extreme segments in terms of income earnings. Hence, Unit-linked
product as a protection solution can be used to target the middle class.
These results can be supplemented by qualitative studies that can validate
the targeting strategy. For example, actual clients can be asked through a
survey if they will be interested to purchase a Unit-linked product. Similarly, it
can be checked if indeed the reason why higher life insurance cover is
purchased is because of protection and not for higher premium which can
generate higher investment. Either way, this quantitative study can be used as
a basis and a starting point for a qualitative study.

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