Mr Tim Landry

However, in examining the suitability of the product for clients, advisors should note benefits can run out under this policy, compared with policies that pay a lifetime benefit, says Tim Landry, director of living benefits with MSA Financial Services in Montreal.

By Tim Landry, Quebec Canada
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- Tim Landry, MSA Financial
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Tim Landry is currently the director of living benefits at MSA Financial Services in Montreal.He can be reached at (514) 343-0200 ext. 228 or at tim@msafinancial.com . He has been in the insurance industry for 37 years.

Tim Landry is currently the director of living benefits at MSA Financial Services in Montreal.He can be reached at (514) 343-0200 ext. 228 or at tim@msafinancial.com . He has been in the insurance industry for 37 years.He has been a specialist in living benefits at insurance companies (Crown Life, Canada Life, Paul Revere) and MGAs.

By Tim Landry, Quebec Canada

The concern surrounding the interpretation of definitions and what they actually mean is a significant problem among advisors, says Tim Landry, director of living benefits at MSA Financial, a Montreal-based managing general agent: "The real issue isn't a significant difference in definitions anymore; they're sufficiently close in key points.
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Landry believes the key to increasing CI sales isn't really in solving the mystery of definitions; it's in providing advisors with service and training and giving them "a remuneration system that rewards consistent high-level production, persistency and good claims ratios."