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Swiss Life Strategie  Beitrags sicherheit "//  61Z 4y___PPT10Y+D=' = @B +PK!PV,[Content_Types].xmlj0еrz(Ρ˭!}A"HH}ǎB/_TTU^hd}㨫%*1P'^W0)٦T9<l#$yi};nCs[wzb$xb|5> cXP|@0408 ,̞o[gv7h>3u-Vu"DeszAgc,wFH/;A}f$̢|'sٷeٝMP_ϋl=cQ6!y{NgG`Hɡ/7Se)>0kPK!i+'theme/theme/_rels/themeManager.xml.rels 0Dnz&Г Bmm(ݣof=O1YTE ƺARVΨ;`Fn7 ')6$F9I8TYeqA7Z# -}[g3#gWA8`:WU.k(?PK-!PV,[Content_Types].xmlPK-!֧6 /_rels/.relsPK-!kytheme/theme/themeManager.xmlPK-!ӈAtheme/theme/themeOverride1.xmlPK-!i+'Rtheme/theme/_rels/themeManager.xml.relsPKeSa ^ QI 1(  C  fݲT|*T|*?Rectangle 7",&PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!C drs/shapexml.xmlUMo6 x--Xen70=SH;E{PvEQ >#q8|C^ZWއ33)??.;Μ:ht}fجݴNzl++>ZjV>uk+^xTn?FJ"o%+߯-+ǃIkQēl̻'?aLs'XʭxFAĴlTʙy+E3t3j K&?EMx(lu->JCpiyy5HTib 6I q`4Yyg9:pљ΢ߏQ ?PЩ\7U% UvMUVײ|%<>-YڪM5d"j g;i* Ҧ99Ru㓦KI/Kx%TIW[X[[c`ϕ^NB3-O^dQ`JImVDzCaNv(V!2R(gۥJycd[a eԒͦ*ݑh{9Z@kb?mˈ`$:@|-@}+z* AeշPK!{ drs/downrev.xmlDN0DHHܨZ*ԭ 7HZuo@lGIҿ@Y\e=8+ dN6V 8_BD+u)zu}BWQ@:Ʈ<Ԛ ȦN8$i}͹Ʀ=k#soԼگ;'͸yi'o߇EƟ^GC$/ %d | PK-!Zf[Content_Types].xmlPK-!1_a /_rels/.relsPK-!C *drs/shapexml.xmlPK-!{ drs/downrev.xmlPK 0  h*  f   r0e0e?Rectangle 2h#   0   ~'T|*T|*?Rectangle 3 J  0 . Zunchst geht es  marketingtechnisch gesprochen  um die Zielgruppe. Wie zeichnet sie sich aus? Wie lt sich deren Bedarf beschreiben? Danach befasse ich mich mit Bedarfslsungen am Markt; Nicht unternehmensspezifisch sondern modellbezogen. Darber hinaus ist zu prfen, ob es fr diese Zielgruppe spezielle Risikoprofile gibt? Und zu fast bester letzt selbstverstndlich, wie widmet sich Swiss Life dieser Zielgruppe und warum macht sie es evtl. anders als die Mitwettbewerber?  @` 338_ @(  D  f@(T|*T|*?Rectangle 7"-'PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!c6 drs/shapexml.xmlUMo6 x-bn70=SH;E8E. {3b;i]itzIԏ1aљrйPF˘}=s5ffu7׳neY Rc0[[Ju޸[Rkһudeweeh48Ӣ±2G%لw~a-MuGXʭxB_!b|HMZ"w 9Gҧ_L&@j!j4GhGN޳zI4CtlyKB;{e7)ܰzS;M>К6s4^^0՟,f`㾝tK:Pyv,>F0vEg2O`4?=ԘNຩB-Ym2 +$q~diRx61H-:Xm 7 JHՍO.%U>S%]mame)*()PRߟx9No ʹ@<]z}{YE)y"Y# 9ڡ[ȀƖBqV>,DU*s d(6T@ܛ{s iskF'DR+a{Sџex/sPK!FOdrs/downrev.xmlDN0DkNJ[UnU@ 6ځ؎lFӲ|h2`dk'ߞk`!:K.`ln%UT,Al(P+8&a:;;o07-gيllzу6^>)^l~~?8!nHc߫u+Q)v^́/'C$/ %d |PK-!Zf[Content_Types].xmlPK-!1_a /_rels/.relsPK-!c6 *drs/shapexml.xmlPK-!FOdrs/downrev.xmlPK 0  h*  f   r0e0e?Rectangle 2h#   0    ~)T|*T|*?Rectangle 3 J  0 pZielgruppenbenennung  junge Leute ist fast so unprzise wie die Zielgruppendefinition  Alle . Es ist  wenn man sie von der Nachfrageseite her etwas weiter fasst  eine sehr heterogene Kundengruppe. Jeder von uns hat dabei  je nach seinem persnlichen Bettigungsfeld und seiner Klientel  andere Kundengruppen im Blickfeld.  berufliche Status ist fast schon eine sarkastische Formulierung. Denn welchen  beruflichen Status hat ein Kind bei Vertragsabschlu? hnliches gilt fr Schler und  zumindestens bei Studienbeginn  auch fr Studenten. Bei der vernderten Bedarfssituation erzhle ich nicht sehr viel neues. Und gleich wohl  der Focus richtet sich ja speziell auf  junge VN  sind die Rahmendaten fr diese jungen Kunden speziell zu analysieren. Es mu schon mindestens einen Grund haben, warum sich die Wettbewerber durch besondere Manahmen und Produktgestaltungen um diese Kunden bemhen. Und auch fr Vermittler, insbesondere Makler, gibt es gute Grnde, dieser Zielgruppe trotz des z.T. noch nicht ausgeprgten Vorsorgebudgets ihr Augenmerk zu schenken.9 9 9 @` 33` `(  E  f*T|*T|*?Rectangle 7".(PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!! drs/shapexml.xmlUMo6 x-8* [-FgJbcʎӠ(u^y$oޛI*>|7L~L)g ]eLA:730ln$|}3]pL#5JckjNj/<U4ZT ޭ%+ۭ,G49ӢƱ2G%h 8 Z|뎰ĿUX\i"!N7ʹi#E3j s&eO?EM/m})>JՔ%C*!דdGN޳(qc2FQ /f<gi.F(P- y"|mԥ4 +/-SU~$']Tg#$/"`q@!y__|hFи1'+PVXəQ3^x qnԨPB爚L=zN"-e(;ވFoQί={!%AӰjb d-2 >jC L` qh9+d 3>MＥXh?[2H)9}^!jurn2\rvTz)Phg,:Wj֦>Y~~1o lw.pIGx8i/.`8-i`x};Gc`:UdʶZu~ڒeJ&\ ]N"6`q20(m꟣#U7>iT,WLUt5 }@A@I}_8 A.4tJeK%vh l"⬩|u0#́|#ZRC{Rt-worG oA,oBH]oEO|OE!yaOPK!Fdrs/downrev.xmlDN0DHuQ'<*[;Pm|b;M= XftFgLuVB>ˀjm#ar3"Z$L֫ˋ%ʍ K c C`lN)+cf[4}n}iD=tG?Niifxލ/j$܉NoU!m2PK-!Zf[Content_Types].xmlPK-!1_a /_rels/.relsPK-!! *drs/shapexml.xmlPK-!Fdrs/downrev.xmlPK 0  h*  f   r0e0e?Rectangle 2h#   0\    ~+T|*T|*?Rectangle 3 J  0  Schon bei Geburt? Erst mit z.B. 3 Jahren? Ab Schuleintritt? Was kann hier das leistungsauslsende Schadensereignis sein? Gleiches gilt fr Schler. Schulunfhigkeit? Allgemeine Schulunfhigkeit? Oder auch Sonderschulunfhigkeit? Azubi: mit welcher beruflichen Einstufung Vertrag annehmen und welcher berufliche Status zhlt beim Leistungsantrag? Entsprechendes gilt fr Studenten. Ganz allgemein: ist der Beruf berhaupt ein geeignetes Kriterium? Kommt es nicht vielmehr auf das konkrete Ttigkeitsprofil an? Fr was sind 30 000 Berufsbezeichnung ntze? In Bezug auf die Risikoprfung!!? Der Beruf kann bestenfalls taugen fr eine prognose, was sein knnte, wenn der Beruf dauerhaft ausgebt wird und wenn sich die beruflichen Anforderungen nicht verndern. Berufs einsteiger : sie verfgen ber einen beruflichen Status, der sich jedoch nicht noch sehr gefestigt hat. Beruflicher Wechsel ist hier noch hufiger anzutreffen. Nicht nur wegen der wirtschaftlichen Situation, sondern auch wegen der persnlichen Orientierung. Vielfach merken sie jetzt erst, wie wichtig die BU-Absicherung wre. Die jungen etablierten Kunden sind schon einige Zeit im Beruf, verfgen ber eine stabiliere finanzielle Verfgungsmasse und hier wird die Risikogefhrdung schon bewuter wahrgenommen. Aufstockungen sind notwendig, ggf. aber wegen Gesundheitssituation nicht mehr mglich. Deshalb die Bedeutung der Nachversicherungsoptionen.,   C  @` 33 a ~ v ^ (  D  f.T|*T|*?Rectangle 7"-'PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!md, drs/shapexml.xmlUߏ6~tG eO@ -[$ΒةU~]UUuT&x͌?~:u |8:5Yâ5y3 ?J?ݼc5qf&U·Wvۥ[Y TRc-7]YRQ4h~],Y~eY%<@Ece J!oh 98 ZtNĿY\i"N7-ΕSkVg hgLsdV +9S_5o ={ F׾^ټ^u97*Բ)&|Yc=b)+z]N"-[d(;ފJoQί={%%Afb d)2 >jC3L` qh9d 6g7oXh? 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Allensbachstudie 23,7 %; Vertrge mit nur  b sind herausgerechnet. Erwartete Senkung: von 46 % auf 31 % in 2050 & wd @` 33   (  D  fT|*T|*?Rectangle 7"-'PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!N| drs/shapexml.xmlUMo6@C,b7] 8EϔDŪ)R%)N7AQH߼73i_)֕F'ǙԙK g eLA:멫6k7v.JkxJ'U;FJ_#ޭ%+ۭ,+^õpQI6ݣma~?3{GDKm7r+_1m>[$fZ"w 9GҧL&@j!*"tHUQDT=ȡ7Gg<^4]1%$Y[?Ks1*FnTT)#8mRRrT0*LU'=ط:yQF2JI^*D*@RC'Ќqc3gOVo3U3^+TsB- !jSZsLU :;uiE(GAݙFm}- Dr~ ) 7K%+a!mP;JcBSGCY.xkzK3 &lI#0yF̪Y!pu< RC=fxn^)?Wf>К6s4^^0՟,`㾝tK:Py׿GIo6wW3\ ,ع1bPc:U dʶZ3#%K[³I@lEDml+-]eaP?GGn|t)Y~ $*j k+kLlWz%i|$L (Ao߷/Y'R>PJ(U nl)guBT<0N jIjJwhZ,d'ߛXO_3"='::_ +Gߋ,C|tPK!drs/downrev.xmlDN0DHCHܨT([7H(uo@lGIҿPYLuV@>㐑mlx{,D;gIlW+,mECU 6(@ؗF0s=ٔ77| 65hIS]oyn}Uϝf.!4G5</[Ya$dLPK-!Zf[Content_Types].xmlPK-!1_a /_rels/.relsPK-!N| *drs/shapexml.xmlPK-!drs/downrev.xmlPK 0  h*  f   r0e0e?Rectangle 2h#   0   ~T|*T|*?Rectangle 3 J  0 H Auftrag aus gewerkschaftlicher Seite und aus Politik Z.B. Tarifvertrag fr ChemieBU Einbau in derzeitigen Riester ungeeignet; eher Rrup Separate steuerliche Frderung durch einen einkommen-unabhngigen Zulagenbetrag Auf jeden Fall zu vermeiden: Arbeitsmarktrisiko in gesetzlicher Rentenversicherung und somit auch privater Er-werbsminderungsvorsorge Leistungen evtl. berhaupt nicht versteuern (a la Pflegerente) & 6n @` 33.t   @ (  D  f T|*T|*?Rectangle 7"-'PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!Sp drs/shapexml.xmlUMo6@ZvUp#N3%QcʎӠ(uH߼73i_*FǼ!Ld~֘3΄2Z tU T1x_Mmnd)SIRxve JFѰ]BkһudweE0w9Ӣı2G%و~8 Zt뎰Y\i"N7 ΕSkFg h'LK~1ڛqR|s{WѰ1 aЉ{C1 u{󟥹@1P*d*vK牔t6BK)9*}iT^Z2~ $A^A} 0;Po/>4#hٓC{-LQ~Wгϙ/ľ^I^躜jYQcp֘374|jJ^W驓HˇoVGY= ά7nnh Bk@^HI4lXBD-Y iøځ P *B=bZ2?dLGK}c=7OÖD8R cNi`Ȭj WԳ ^ 0Fo}C ϫq5g>I~~1HXIb6Irqxq{5g|:o74Dygigz'Pa:U dʶ.|-AW3ٚ};=%K³@lEDml+-]eaP?GGn|t)Y~ $*j k+kLlW4q\h⍗sLRI)%E tS[YUte0{FX'CYx}[R4-uoRG A,BHEO||?ĩ<_0]uPK!}jDdrs/downrev.xmlDN0DHHܨDUZ* DoP6:؎l[o'ӱ|h0SwK`!U9K.`ZchKYP&ƾ<  3דMy1E8&\lmzhdžHx=.2S+q}\wRLHS?m+Q{%ar*1D_M7?PK-!Zf[Content_Types].xmlPK-!1_a /_rels/.relsPK-!Sp *drs/shapexml.xmlPK-!}jDdrs/downrev.xmlPK 0  h*  f   r0e0e?Rectangle 2h#   0   ~`#T|*T|*?Rectangle 3 J  0 @Vor allem bei Berufs gesettelten , aber auch bei Studenten Kurze VD: Beitragssprung nach Ende der kurzen VD Beitragssprung krzt Budget;  gefhlte Fehlberatung Konkurreneinbruch Optionen: teilweise kostenpflichtig Dialog z.B. Beitragsanpassungsverzicht nach 163 25 % Zuschlag@ ^ mV]!@` 33uj 5-`(  C  f$T|*T|*?Rectangle 7",&PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!Nѽ drs/shapexml.xmlUM6 x-"v$0[LIZ5E$嵷J^oAzH߼73|X(vFGÙԉIsW g eI:ޖ3W2lnVF|}9k]poL)52c jڥNj/<*Tڅ5A(}ؖKVr{XgZ8N&$vG[?.F${+ ER]n;+֚ǝ@PϨ5@/8?fR71ŵ(Ue yNOL=KȡG=x ;^?3BBu4Wb(JLa4#h٣Cg%L}()p`2@\r%~biTeDxYm.=)Jz[&N"--Y= lw_R b4!?g$hp6M,!,]aC@xu L0-gE}"\[^}pό%˜ӗe!2J'!| &Õ& H vXoSaeu5qThӳB/Mu'ظ']T_d.q?m yk}?oմ7LnO%S9PK"/y-x*[ˏ}}dqRxVH6X 7 Jq'MʟJdv_*)PRߟxi&7ȅfZ .@ zk=,^y,ÔV"y /&SPK-!Zf[Content_Types].xmlPK-!1_a /_rels/.relsPK-!Nѽ *drs/shapexml.xmlPK-!r"drs/downrev.xmlPK 0  h*  f   r0e0e?Rectangle 2h#   0   ~%T|*T|*?Rectangle 3R Du  0  Der empirische Beweis, ob sich Vertragsbewegungen ergeben, wenn die niedrigeren, jhrlich steigenden Beitrge den Schnittpunkt mit den durchgngig kalkulierten Beitrgen erreichen, ist noch nicht fhrbar. Die Gefahr besteht jedoch. Gefahr von Lockvogel-Modellen Der Wechsel hngt vom Gesundheitszustand und dem zwischenzeitlich ausgebten Beruf ab, ob ein Vertragswechsel mit einem gnstigeren Beitrag mglich ist. Folge:  Schlechte Risiken bleiben im Bestand, gnstige Risiken wechseln den Anbieter. Konkurrenzeinbruch fr VU und fr Makler. negativ akzeleratorische Wirkung: Bei unvernderter Deckung steigt der finanzielle Aufwand. Es steht somit weniger fr die Deckung eines steigenden Bedarfs zur Verfgung. Bei durchgngig einjhrigen Beitrge kommt es evtl. zu einer  Beitragsfreistellung und damit zu einer sinkenden Deckung..   B LL @` 33c f^F(  C  f@(T|*T|*?Rectangle 7",&PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK! } drs/shapexml.xmlUMo6 x-,l#-FgJbcʎӠ(u^y$oޛ~tKJq&ufR?%eg™BB-~ z_O]me%SKJxڧnm *ՍhԭD-B^[ڲ2OG1gZT8Af$ɏ0#vKX/6-t\9 & ĵoWҷ+FZ:CԄ ~7uv$IV7ߩ[ѳWR48&QKV®B0 <:DŽ PO\"ݼq<׾bv ,lI#0eF̺Y!pu< RC]PJ(U fv)Ra1N jIfH̽[- Oؿ56eD0zOt  uV=?E N2?PK!ϯdrs/downrev.xmlDN0DHHܨV([7H(uo@lGIҿP[m&ӱ|h0S/wBDs$)f}}Bі4TQ@ M}y2f'c^sqLp\7`OO ՏvL϶zQyutIy{3m"MRvJV"y /&S_PK-!Zf[Content_Types].xmlPK-!1_a /_rels/.relsPK-! } *drs/shapexml.xmlPK-!ϯdrs/downrev.xmlPK 0  h*  f   r0e0e?Rectangle 2h#   0    ~)T|*T|*?Rectangle 3 J  0 CDie Risikoprfung beurteilt den Gesundheitszustand bei Vertragsabschlu und die mglichen knftigen Risiken unter der Annahme, der bei Vertragsabschlu ausgebte Beruf wird beibehalten. Die Einordnung in eine andere Berufsgruppe bei einem bestehenden Vertrag ist einseitig realisierbar und geht immer nur in Richtung niedrigerer Beitrag. Bei spteren vornehmbaren Berufsgruppenzuordnungen lieen sich die zwischenzeitlich berufsbedingten vorhandenen Leistungseinschrnkungen bercksichtigen. Nach einer Analyse des IAB (Institut fr Arbeitsmarkt- und berufsforschung) wechselt 1/5 der Azubi den erlernten Beruf. Effekt ist vielfach mehr unterwertige Beschftigung (je nach Entfernung des erlernten Berufs vom tatschlich ausgebten).  @` 331[ (  A  f*T|*T|*?Rectangle 7"*$PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!>pt drs/shapexml.xmlU]o6}@p*%m/0 }$*LI9vKq CQK _܏b{i]ntĻ:I45yS?J?\}9s%ffeķޗv%[YΔRc-3]ZB{Ψ]\+rmJnk4鴏˵(pLAI6Ə0XD+\K| ԊG/DLAuqYnq[kR>A;@=]Я&ľiȋ\6Q:OR"RG:(?$kۓ>qhY +9S5o =2&׾\_XrYF<6o(+)S%/– uk6[QR b4!?f/$hpj6L,!,]aCAxuL-gEy"\[^]pό%Bej!h2J'@M+u^J 챐kߐp<׬RC56O x~Eo?+Y]tUЮu2N]L5,{ż7oFEg<_#o%S9K"/y-x*[O>GYV)@ɐVA-)^lz[uCKܫgq ߵ8#QxRӵu3鉏g8%aӕWPK!/adrs/downrev.xmlDN0DHHܨ  uBV⺍v #$cqjVo-ViYO>4 '0Uכ`!:K`X`!`KꫨXPcWpjMudSvr`LW\zܴ6f`cSƎ5_շMjVe q}5E_އ4?%H^@KPK-!Zf[Content_Types].xmlPK-!1_a /_rels/.relsPK-!>pt *drs/shapexml.xmlPK-!/adrs/downrev.xmlPK 0  h*  f   r0e0e?Rectangle 2h#   0   ~,T|*T|*?Rectangle 3 D  0 nDiese Graphik gehrt ja heute in jeden Vortrag, genauso wie irgendwelchen Anglizismen Bislang spielte die demographische Entwicklung aber fast ausschlielich bei der Altersversorgung eine Rolle. Die Finanzierung des Alterssicherungssystems wird problematischer. Ein neuer Aspekt ergibt sich jedoch auch bezglich der Entwicklung des Arbeitsmarktes und so gesehen auch fr die Klientel  junge VN . Der abnehmende untere Sockel (bis 65/67) bedeutet auch abnehmendes Potential fr BUZ; umso mehr kommt es darauf an, junge Leute fr den Bestand zu akquirieren und !!! Im Bestand zu halten (fr Folgegeschft) brigens: der Horizont 2038 ist keine Prognose mehr. Die Daten sind heute so gesetzt auf grund der  Reproduktionsquote ; der Schaden ist praktisch schon eingetreten; auch durch Migration kaum lsbar (Fachkrfte& )8 88 @` 33d vnV(  B  f.T|*T|*?Rectangle 7"+%PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!Adӧ drs/shapexml.xmlUMo6 x-V,c]p#N3%QTIʱS eiPź@/<7 ׊u zq&unJ?$eoʙBB-~5 7 z}oe-;HZxڇ~c jDѸ_JkһMd巻eUa48ӢƱw2%ل~8 Za ERW8ݤ[+֚@PO5@wϙ8=d 7⾴(US ydzdCCgj:1{rrx1A9!!:YQ1 p BbrH9Aiҗ!@ue>HbE8ȋJu6Q:OR!R w=Ňf[c9{u~k5o=2׾^^N ,t 8 ~7M~$~QV5hߩ;гR48 &QK®B0v NQFco8EFrpϲlmzӣ6^T|:>NWv ,jxz_N Xd|0D_M?PK-!Zf[Content_Types].xmlPK-!1_a /_rels/.relsPK-!Adӧ *drs/shapexml.xmlPK-!9drs/downrev.xmlPK 0  h*  f   r0e0e?Rectangle 2h#   0   ~`@T|*T|*?Rectangle 3 J  0 T Die sinkende Arbeitsbevlkerung treibt heute schon manchem Personalchef Sorgenfalten auf die Stirn. Die Politik nhrt berlegungen, ob nicht nur wegen der Finanzierbarkeit der GRV, die Lebensarbeitszeit verlngert werden mu. Auf 67 Jahre? Fast schon eine Lachnummer. 70 und 75 Jahre werden andiskutiert. das wrde logischer Weise auch eine lngere Versicherungsdauer, mindestens aber Leistungsdauer bedeuten. Wenn der Bedarf danach tatschlich steigt, ist er berhaupt in der BU(Z) kalkulierbar? Und wenn ja, ist er fr den Versicherten finanzierbar? wie steigt die Schadenshufigkeit in den hchsten Berufsjahren? Ist dort  nach heutigen Mastben  nicht jeder aufgrund des altersentsprechenden Krfteverfalls bu? Weniger Arbeitskrfte kann aber auch fr die Aktiven eine hhere Belastung bedeuten. Daraus ergibt sich auch die Notwendigkeit/der Sinn von Vertragsanpassungsoptionenz zz @` 33 }  x ` (     0e0e?0Folienbildplatzhalter 1h#   0   @BT|*T|*?*Notizenplatzhalter 2 J  0 }Deutlich erkennbar, die Zunahme bei Unfllen und bei Nerven,Psyche Bewegungsapparat, Krebs, Herz/Kreislauf abnehmende Tendenz~ @`  `CT|*T|*?6Foliennummernplatzhalter 3"PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!_` drs/shapexml.xmlUMo6 x-#* YpcDŪ)R%)vޙAQ9(Cs8||o>8Z5ILjpp;1?b"`AЋƃQ$E >L E@t* Rد| R.Wu. 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Im Markt geht man davon aus, dass eine Anerkennungsquote von 60 -70 durchaus noch als angemessen gilt. Die leicht abnehmende Tendenz ist nicht auf eine kritischere Prfung und Anerkennung zurckzufhren. Die Analysen und Vermutungen gehen dahin, dass die Arbeitsmarktverhltnisse eine Rolle spielen und bei schlechter Arbeitsmarktlage oder Konjunkturlage die BU(Z) als Rettungsanker verstanden wird. Auerdem werden die Ablehnungen auch durch das Miverstndnis der Kunden beeinflusst, Karenzzeit 0 bedeute einen sofortigen Leistungsanspruch. Das die gesundheitliche Beeintrchtigung mindestens 6 Monate bestehen mu, wird hufig bersehen. Prozessquoten ebenfalls relativ gut. Vorallem wenn auf BU begrenzt. Laufend gute Ratings. 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Auch wenn sich der berufliche Horizont bzw. der berufliche Status noch nicht gefestigt hat und je nach zurckgelegter Ausbildungsdauer auch noch in einem unausgereiftem Entwicklungsstadium befinden kann, kann eine EU-Absicherung allenfalls eine Notlsung sein. Ist bei  Jungen VN) z.B. ein Beitragszuschlag von 60 % angemessen, wenn sich die beruflichen Anforderungen selbst und auch die Verbleibensquote in einem Beruf laufend ndert?   @` 33k @(  D  fT|*T|*?Rectangle 7"-'PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!%' drs/shapexml.xmlUMo6@Zc4 虒X5E$)4(b]Af?+vҺ>DIԏ 3ys ?H?]c=u5fu7neY Rc0[[JuQ4Vn],YneY'|p8Ӣ±2G%٘w~a-MuGXʭxBAĴlTʙi#E3tj s&O?EM/lu)>JCpTR BJ_UJ$_K A^A} 0?Po/>4#hٓC[#L}(+艾e0M }^M0*Բ&<5ohTKS'_zԝYoD-N7@(i|3Zv҆q A9&T0z8xxCp[o)zn0–T8R cNi`Ȭ Wg̳ ^ 0c.NY︚6 eִY?HXib 6I q{w3ƣNz|w&èEh-YڪM5d-"jg[i* Ҧ9:Ru㓦KIKx%TIW[X[Yc`/^B3-O~^odQ`JHmHzCav(V!2R(g[Q <6:*%ūM+ݑh{9Z@ob?m͈`$:@|%@}/z* AePK!Ldrs/downrev.xmlDN0DHHܨV֭ $v #$cqhFoVtl Zg *;`!9K`Xa)h+XPc_rMdSwr`L+.= n:~e nAcOx=V-l}9!X)6P|0D_M?PK-!Zf[Content_Types].xmlPK-!1_a /_rels/.relsPK-!%' *drs/shapexml.xmlPK-!Ldrs/downrev.xmlPK 0  h*  f   r0e0e?Rectangle 2h#   0\   ~ ĺT|*T|*?Rectangle 3R Du  0 Liegt heute zwischen 1000 und 1500 wird Dynamik zugelassen oder nicht? Wirtschaftliche Risikoprfung hat sich teilweise verschrft: einige VU verlangen generell  unabhngig von der versicherten Rente  eine wiriPr andere verlangen diese erst ab einer bestimmten erreichten und beantragten GesamtBUR Meist wird heute nach Einkommen gefragt. wie wird die GRV-Versorgung angerechnet (Dialog gar nicht) dies gilt auch bei den noch nicht so viel verdienenden jungen VN welches Berufsbild wird bei Vertragsabschlu zugrunde gelegt? Und welches im Leistungsfall? Im Leistungsfall  bei Prfung, ob BU vorliegt  ist das Ausbildungsziel nicht magebend. Bei der Verweisungsprfung spielt es je nach Ausbildungsstand eine Rolle Das Ausbildungsziel oder der erreichte Ausbildungsstand? Je nach VD gibt es schneller  Korrektur mglichkeiten; wenn z.B. nach 10 Jahren eine neue Risikoprfung stattfindet< R  R@` 33{ `(  C  f AT|*T|*?Rectangle 7",&PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!$ ≽ drs/shapexml.xmlUMo6@C,l7] 8EϔDŪ)R%)N7AQl#q8|}NZWgRg&/c~Xt8s^\(eO7~XO\ͰYIuFV}0X+ǫ}V:8RA7Vn],YneY'|G1gZT8^f$yG[Fd[w% ܊'DLIqopZk6R>A7@=~/S%]mame)*?WR T/?/r ix%mx%SDjG sC  ԖBqV>,DU*s d(6tGveBhy99 #ѓxS}艏2qj<ϗ9LW PK!&"drs/downrev.xmlDN0DHHܨh uBVn6IX8z2ȇY,FqJXh%vΒXϖXJ7ڊ:* 6(@ؗF0s=7SKc_gY 6=hQSUyn}QE-σ['Ŵi5</j+,no[Ya$dL~PK-!Zf[Content_Types].xmlPK-!1_a /_rels/.relsPK-!$ ≽ *drs/shapexml.xmlPK-!&"drs/downrev.xmlPK 0  h*  f   r0e0e?Rectangle 2h#   0V   ~BT|*T|*?Rectangle 3 J  0 .Die Lebensbegleitung durch die BU-Vorsorge bedeutet einerseits Haftungsvermeidung: Das VVG gibt ja dem Vermittler und auch den VU Beratungspflichten auf. Auf den BU-Bedarf mu hingewiesen werden. Der Hinweis auf Nachversicherungsoptionen  auch whrend der Vertragslaufzeit  vermeidet unterlassene oder fehlerhafte Beratung. Wobei auch die Kunden subjektiv sich bisweilen falsch oder nicht beraten fhlen, weil sie z.B. Unterschiede zwischen EU- und BU-Deckung nicht kennen. Durch die Nachversicherungsoption entsteht quasi eine Prov isionserhhung (wie bei Riester) Und auch fr die Altersvorsorge ergibt sich Folgegeschft und verhindert Konkurrenzeinbruch  @` 33p {(  C  f DT|*T|*?Rectangle 7",&PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!+: drs/shapexml.xmlUMo6@#* ۉw 虒XkTIʱS %iPź^y$oޛ~t(Kr#LĤ~ք3N2ZF(tԕ z_Nmle!SJBxvi u:v!rͯJ7ڒזić~Ǚ @<*Ƽssp@25Z\i".N7-Ε3kVg h'L~1)ʛR|2WQЉ1E)JoI7aFV3(?[kѳR48 o&QK®B0 <:ń PTf"<qo}-J.gFY GJa2 u>CtdxKB;{e7)ܰ:5qPhD//wMu')ظ']Tfd,f>l]uooZa-nyON/j',v|>|'k l)PK-!Zf[Content_Types].xmlPK-!1_a /_rels/.relsPK-!+: *drs/shapexml.xmlPK-! drs/downrev.xmlPK 0  h*  f   r0e0e?Rectangle 2h#   0>   ~ET|*T|*?Rectangle 3 J  0 xberwiegend rumt der Markt ereignisbezogene Nachversicherungsoptionen ein. Ein VU ist mir bekannt, bei dem auch ohne spezielles Ereignis alle 5 Jahre eine Erhhung beantragt werden kann (allerdings gilt wirtschaftliche Risikoprfung immer). Eingrenzungen bezglich des Risikos allgemein, insbesondere aber des subjektiven Risikos gehen in Richtung Hchstalter fr Optionsausbung (z.B. 40 oder 45) Hchst erreichbare Rente insgesamt (z.B. 30 000 Gesamtrente) Anrechnung von Dynamiken Auch bei Zahlungsschwierigkeiten werden heute Lsungen angeboten. Z.B. Umstieg auf eine SBU ohne Risikoprfung bei unverndertem BU-SchutzB` 2  -`2w@` 33l (  C  f`FT|*T|*?Rectangle 7",&PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!w] drs/shapexml.xmlUߏ6~k#Xtp$BV}vgIqvXت{q`ٮ:*xxdr7⡰յ(US yG7xAco8"B'YF8 8A)!!:IQ1 p BbrHAi,׆!@Ue>ѯ%Q /JHF>KH)PH4n} ԡVrh rp2@\z%}jaTe3DMxYk.jCsL` qh9e 3>bp[o)Vznw0–T8R cN_i`Ȭ Wg̳ ^ 0c.NYﴚ6 eִ>.G8 'Qԙ,gdqB]=֘NຩB-Yk2 +,>mVl.'[QM8IKWn6ɑ4]J|+ JSU~@^@I}_4 A.4tJeKfO7d l"-.}]T@PVA-)^m)ځ7  FON ѷ'>ĩ\0]}'PK!9drs/downrev.xmlDN0DHHܨB*֭ $v #$cq6@> g0U7BD+s)f}yRV4QD:ƾ<4 ɦW\zt|e niAcOx=[<:sB\_M%HS~PWvR@q;/|0D%&SPK-!Zf[Content_Types].xmlPK-!1_a /_rels/.relsPK-!w] *drs/shapexml.xmlPK-!9drs/downrev.xmlPK 0  h*  f   r0e0e?Rectangle 2h#   0^   ~GT|*T|*?Rectangle 3 J  0 $ Endalter 60 jeweils Beim Wechsel eines 45 jhrigen von BG 3 in BG 2 ergibt sich sogar eine Beitragsersparnis um 45 % Obwohl die  Vorschden ja nicht rckgngig gemacht werden knnen. Schler: nur EMI Azubi BG 2 Studenten BG 1 (bis auf Kunst/Sport/Musik) BG 2 Bei einem 17-jhrigen Maler/lackierer SA 60 betrgt die Beitragsersparnis ber die gesamte Laufzeit ohne Zinseffekt rd. 9500 Berufswechseleffekt ist nicht bercksichtigt; d.h. evtl. wechselt dieser VN sowieso in eine gnstigere Ttigkeit Versorgungen mit abstrakter Verweisung bieten viele Unternehmen an, um geringere Beitrge zu erzeugen. Das Risiko der Fehlberatung ist dann riesengro.&  @` 33wn 7/(  C  fJT|*T|*?Rectangle 7",&PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!bK_ drs/shapexml.xmlUMo6 x-ocwp#N3%QTIʱS eiPź@/<7 8Tu ｋ8:3y3ys ?J?|zjＯgݮvZal%<^CIAQ4V~[o,Y~cY'|8δpAI6ݓma0GDk=,o`Vsd+9S_4o => & ĵW+FZ:CԄ ~uv$IV5۝ߩ[ѳWR48&QKV®C0 <:DŽ P\">q<׾b1Fyؒ GJa2 M>CtlyKBx,d7)ܰ:/?Vf!К6s4^^n1O՟,f`㮝tK:Py׿ǣ"{ΏΠu&Q< r ?PЩ\7U% U̯e+Jx.;ϸ}}diRx6 H-Qm8{20(mꟓ#U7>iT,?WLt5RIPQ@I}_4 A.4tJeKfO7d l"-.}[T}́l'ZRC;R-so2G oA,oBHooEO|OE!SyaOPK!ɖdrs/downrev.xmlDN0DHHܨ*-(ԭ M(⺍v #$cqhFoVtl Zg *;`!9K`Xa)h+XPc_rMdSwr`L+.= n:>ϲ%7GMWm~V-l}~9!=HS?i?([Ya$dLPK-!Zf[Content_Types].xmlPK-!1_a /_rels/.relsPK-!bK_ *drs/shapexml.xmlPK-!ɖdrs/downrev.xmlPK 0  h*  f   r0e0e?Rectangle 2h#   0   ~ ʺT|*T|*?Rectangle 3 J  0 Verzicht auf Beitragsanpassungsmglichkeit sichert dem Kunden einen maximal zu zahlenden Beitrag. berschuss ist Puffer fr vernderte Schadenhufigkeit. Stabile berschsse bringen auch einen stabilen Zahlbeitrag Andere Alternative: Niedriger Bruttobeitrag und geringere berschsse. 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Folie 12>Die Leiden des jungen VN: Die Berufsunfhigkeitsversicherung@Die Leiden des jungen VN: Die Berufsunfhigkeitsversicherung. Folie 15 Folie 16@Die Leiden des jungen VN: Die Berufsunfhigkeitsversicherung.@Die Leiden des jungen VN: Die Berufsunfhigkeitsversicherung.@Die Leiden des jungen VN: Die Berufsunfhigkeitsversicherung.@Die Leiden des jungen VN: Die Berufsunfhigkeitsversicherung.@Die Leiden des jungen VN: Die Berufsunfhigkeitsversicherung.@Die Leiden des jungen VN: Die Berufsunfhigkeitsversicherung. Folie 23@Die Leiden des jungen VN: Die Berufsunfhigkeitsversicherung.@Die Leiden des jungen VN: Die Berufsunfhigkeitsversicherung.@Die Leiden des jungen VN: Die Berufsunfhigkeitsversicherung.@Die Leiden des jungen VN: Die Berufsunfhigkeitsversicherung.@Die Leiden des jungen VN: Die Berufsunfhigkeitsversicherung.@Die Leiden des jungen VN: Die Berufsunfhigkeitsversicherung.@Die Leiden des jungen VN: Die Berufsunfhigkeitsversicherung. 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