Lesson 2 of 3 · 8 min
The illustration, decoded
Benefit illustrations, the 4% and 8% columns and the charge caps — arithmetic anyone can redo on a phone, and the reason the pitch is so hard.
Every life insurance sale has to come with a benefit illustration: a table projecting the policy at two assumed gross returns fixed by IRDAI — 4% and 8% a year. Neither number is a promise.
They are standard assumptions, identical across sellers, so the effect of charges becomes visible and comparable. The most honest row is usually the one nobody reads aloud: what the 8% shrinks to after charges.
The caps and clocks that govern ULIPs
- Lock-in
- 5 years
- Fund management charge
- 1.35% a year, max
- Reduction in yield
- 2.25 points, max
- Illustration rates
- 4% and 8%
Money in a ULIP cannot be taken out during the first five policy years.
The regulatory ceiling on the annual charge for running a ULIP's fund.
On policies longer than 10 years, charges (other than mortality) may reduce the assumed gross return by at most 2.25 percentage points a year.
The two assumed gross returns every benefit illustration shows. Assumptions for comparison — not outcomes.
Your turn
An endowment illustration: pay ₹1,00,000 every year for 20 years, illustrated maturity ₹28,00,000. How much of that maturity is growth, over and above the ₹20,00,000 paid in?
Why is this category sold so hard? Commission is a percentage of premium, and it is front-loaded — the first year of a traditional policy pays the seller a far larger share than any later year.
A bundled product with a fat premium therefore pays the seller more than a slim term policy protecting the same family. That is not a scandal about individual agents; it is the structure, and it explains the push better than any brochure does.
| Dimension | Bundled (endowment / ULIP) | Separate (term cover, with saving done elsewhere) |
|---|---|---|
| Life cover for the same outgo | Small — tied to a multiple of the premium | Large — the premium buys nothing but cover |
| Visibility of charges | Spread across allocation, administration, mortality and surrender clauses | Each piece shows its own cost separately |
| Stopping midway | Surrender value can sit far below the premiums already paid | Cover lapses if unpaid; whatever was saved elsewhere stays yours |
| Flexibility | One contract, one exit door | Each piece can change independently |
Myth
“The agent showed me 8% in writing, so 8% is guaranteed.”
False
The 8% column is a regulator-mandated ASSUMPTION, printed so every seller illustrates on identical terms. Anyone reading 'guaranteed returns' off an illustration is mistaken or misleading you. What IS enforceable is the separate guaranteed-benefits column — usually a much smaller number. Read that one, and notice how far it sits from the number in the pitch.
But it was printed, and he circled it
KabirTara
Kabirasking
The agent printed the higher column and circled it with a pen. If a company puts a number in writing, doesn’t it have to deliver that number?
Taraexplaining
It has to print that column. The regulator fixes both rates so every seller illustrates on identical assumptions. Printing it is a rule they are obeying, not a promise they are making.
Kabirasking
Then which number in that table does the contract actually stand behind?
Taraexplaining
A different column, printed on the same page: the benefits the policy commits to whatever the fund does. It is usually far smaller, and nobody reaches for a pen when they get to it.
Kabirasking
So the number that sold me the policy is the one that means the least?
Taraexplaining
It means 'if the fund earned this much before charges'. Take the illustration home and subtract everything you would pay in from what it says comes back. That subtraction is the entire review, and it takes a minute.
Match them up
Six words the pitch skips
Pick a term, then pick what it actually means.
Pick a term on the left.
Check yourself
1 / 3
Kabir asks
An agent circles the 8% column of the benefit illustration with a pen. What is that column?
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