(p89-90) - Matthew DeSantos - LSW’s Senior Vice-President of Distribution and Business Development (himself a former insurance agent) - DOC 792 p27>

Q Just briefly what is an illustration?
A An illustration is something that's used -- it's a tool. I call it a tool to use with both agents and clients so they can understand or start to understand how a contract might work.
Q When you say might work, what do you mean by that?

A Unless it tells me it's guaranteed, it's a non-guaranteed illustration, example.
Q And as the name suggests, is it meant to illustrate?
A Yes.
Q An example?
A Yes.
Q Are there various assumptions that go into the illustration?
A Yes.
Q Are there various scenarios that are shown in the illustration?
A Yes.

2014 0423 – DOC 812 – Trial Transcript – Day 10 – Walker v LSW – 194p