> ## Documentation Index > Fetch the complete documentation index at: https://docs.bizaxl.com/llms.txt > Use this file to discover all available pages before exploring further. # Advisory tools > The three advisor tools that turn a prospect into a policyholder: Need Analysis for recommended cover, Sales Illustration to compare plans, and E-Application for the binding proposal. Between qualifying a lead and issuing a policy, an advisor does three pieces of advisory work. Need Analysis works out how much cover the client needs. Sales Illustration compares plans and their projected returns. E-Application turns the chosen plan into a binding proposal with nominees, KYC, and consent. This page covers all three. ## Need Analysis: how much cover the client needs A Need Analysis takes the client's finances and works out the cover they should have and the gap versus what they hold today. Run it from **Need Analysis** in the advisor portal. ### Field guide: the need analysis record | Field | What it means | | ---------------------------------------------------- | ------------------------------------------------------------------------------------------------------------------------------------------------------------------------- | | Lead / Customer | The prospect or client this analysis is for. | | Agent | The advisor running it. Required. | | Client Name | Who the analysis is for. Required. | | Age | The client's age. | | Annual Income | The client's yearly income. Required. | | Monthly Expenses | The client's regular outgoings. | | Dependents | How many people rely on the client's income. | | Marital Status / Spouse / Children / Earning Members | Family details that inform the plan. | | Primary Goal | What the cover is for: Protection, Savings, Retirement, Child Education or Wealth. Steers the product recommendation. | | Risk Profile | Conservative, Moderate or Aggressive. Left blank, it is computed for you from age, dependents and income; you can override it. | | Existing Life Cover | Cover the client already holds (a single figure). | | Existing Policies | A table of the client's current policies (insurer, type, sum assured, premium, maturity year). Their sum assured is added to the existing cover when working out the gap. | | Outstanding Liabilities | Loans and debts to be covered. | | Retirement Age | When the client plans to retire. | | Financial Goals | What the client wants the cover to achieve. | | Recommended Sum Assured | The cover the analysis recommends. | | Coverage Gap | The shortfall between the recommendation and existing cover. | | Human Life Value | The calculated economic value of the client's future income. | | Recommended Product | The single best-fit plan for this client, matched on the goal, risk profile and eligibility. | | Analysis Notes | The advisor's notes. | The recommended sum assured, coverage gap, human life value, risk profile and recommended product are all worked out for you from what you enter, and the existing-policies table nets off cover the client already holds. Once saved, a **Create draft application** button takes you straight to a pre-filled e-application for the recommended plan. ## Sales Illustration: compare plans and returns A Sales Illustration lets you put candidate plans side by side and compare their premiums and projected maturity values, so the client can choose with the numbers in front of them. Run it from **Sales Illustration** in the advisor portal. ### Field guide: the sales illustration record | Field | What it means | | ------------------- | ------------------------------------------------------------------------------------------- | | Lead / Customer | The prospect or client this illustration is for. | | Agent | The advisor running it. Required. | | Client Name | Who the illustration is for. Required. | | Client Age | The client's age. Required. | | Client Income | The client's income, for context. | | Goal | What the client is buying for: Protection, Savings, Retirement, Child Education, or Wealth. | | Target Sum Assured | The cover being illustrated (often the Need Analysis recommendation). | | Illustration Lines | One row per plan being compared. | | Recommended Product | The plan the advisor recommends out of the comparison. | | Notes | The advisor's notes. | Each comparison row (an illustration line) shows the plan's numbers: | Field | What it means | | ------------------------ | ---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- | | Product | The plan being compared. Required. | | Sum Assured | The cover for this line. It is suggested for you when you pick a plan (the recommended cover scaled to the term and kept within the plan's limits), and it goes up as you raise the term. Type your own figure any time to take over; it won't be changed again on that row. | | Policy Term | The term in years. Raising it lifts the suggested sum assured. | | Annual Premium | The yearly premium for this plan. | | Total Premium Payable | What the client pays over the whole term. | | Projected Maturity Value | The estimated payout at maturity. | | Projected Return | The estimated gain over premiums paid. | | Benefit Notes | A short note on the plan's benefits. | ## E-Application: the binding proposal The E-Application is the formal proposal to the insurer. It captures the chosen plan, the nominees, confirmation of KYC, and the client's consent. It cannot be submitted without that consent. File it from **E-Application** in the advisor portal. It is filed **against a lead**, so no client record needs to exist first: submitting the application turns the lead into a client with a portal login. ### Field guide: the application record | Field | What it means | | -------------------- | ------------------------------------------------------------------------------------------------------------------- | | Lead | The prospect the application is filed against. It becomes a client when the application is submitted. | | Customer | The client the application belongs to. Filled in automatically when the lead is turned into a client on submission. | | Agent | The advisor filing it. An admin can assign any advisor here; an advisor's own form is set to themselves. Required. | | Product | The plan being applied for. Required. | | Insurer | The insurer company behind the plan. | | Applicant Name | The applicant's name. Required. | | Applicant Age | The applicant's age. | | Workflow State | Draft, Submitted, Under Review, Approved, or Rejected. | | Proposed Sum Assured | The cover being applied for. Required. | | Proposed Premium | The premium for that cover. | | Premium Frequency | Annual, Half-Yearly, Quarterly, Monthly, or Single. | | Nominees | Who receives the benefit, with each nominee's share (must total 100%). | | Health Declarations | The applicant's health disclosures. | | KYC Confirmed | Confirmation that the client's KYC is in order. | | Client Consent | The client's consent to submit. Required before submission. | | Submission Channel | Local PDF, Insurer Portal, or Bima Sugam. | | Generated PDF | The proposal document produced for the application. | | Policy | The policy created once the application is approved. | | Remarks | Any notes on the application. | An application cannot be submitted without the client's consent, and its nominee shares must total 100%. Confirm KYC and capture consent before you try to submit. ### From application to policy Complete the proposal with nominees, health declarations, confirmed KYC, and the client's consent, then submit it. Submitting the application turns the lead into a client with a portal login (see [Leads and conversion](./leads-and-conversion)), then keeps moving through the same page. An admin moves the application to Under Review and runs **underwriting**, and the system scores the risk and suggests a decision (Accepted / Refer / Declined) plus any premium loading, which the underwriter accepts or overrides. The **first premium** is also recorded on the application here. Approval is allowed only once the pre-issue checklist passes: underwriting **Accepted**, **KYC confirmed**, **nominees total 100%**, and the **first premium received**. If anything is outstanding, the approval is blocked with a message naming it. On approval the application becomes a policy, carrying over its nominees, cover and the underwriting loading. See [Managing policies](./managing-policies). ## Who does what | Action | Responsible | | ---------------------------------------- | ----------- | | Run Need Analysis and Sales Illustration | Advisor | | File and submit the E-Application | Advisor | | Review and approve the application | Admin | ## Dependencies * **Before you start:** a lead to work from and an active product catalog to draw plans from. A separate client record is not needed up front: submitting the E-Application creates the client. See [Leads and conversion](./leads-and-conversion) and [Product catalog](./product-catalog). * **What the application needs:** confirmed KYC, the client's consent, and nominee shares that total 100%. * **What the application feeds:** on approval it creates the policy that everything downstream (premiums, invoices, commissions) runs on. ## Best practices * **Do the Need Analysis first.** A quick needs assessment before you illustrate plans gives a better recommendation and a cleaner application. * **Illustrate more than one plan.** Comparing a couple of plans side by side helps the client choose with confidence and reduces later second-guessing. * **Confirm KYC and capture consent early.** Both are required to submit, so handling them up front avoids a stalled application. * **Get nominees right in the application.** Shares must total 100% here, and they carry straight into the policy, so fixing them once at the application stage saves rework.