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1、 法商助力 专业致胜-终身寿险在家庭财务规划中的七大功能4、获得客户认同，设计保单规划方案，解决客户风险3、将保单防范各类风险的优势功能展示给客户什么是保险规划法商技能？1、先学习熟悉相关法律，从法律视角掌握保险独特优势2、了解客户需求，识别客户面临或潜在面临的各类风险，启发客户风险意识 认知生命周期的财富特质收入INC.【青壮年时期】 财富创造期【中年时期】 财富积累期【退休时期】 财富消耗期家庭创造 大宗消费子女成长 花费逐高财富增值 风险较高子女教育 大额花费 收入降低 品质养老财富积累 稳健储蓄 子女婚嫁 花费继续收入曲线年龄AGE0岁22岁45岁65岁100岁【童年时期】 财富消耗期
2、客户类型各自面临的独特财富风险点一般小康1、未来养老是否有所保障的风险2、子女教育是否有所保障的风险3、个人/家庭财富能否保本、保值、增值的保障风险4、未来是否拥有稳定的工作及现金流收入来源富裕1、本人婚前财产或婚变引发的各种风险2、投资理财不当或受骗风险3、家庭财富有效传承的风险4、子女婚前财产/婚变的保全风险企业主1、企业牵连家业的债务风险2、本人婚前财产或婚变带来的风险3、家业有效传承的风险4、移民跨境的CRS下财产暴露风险5、子女婚前财产/婚变的保全风险家庭主妇1、与丈夫发生婚变失去保障的风险2、如果丈夫发生意外，夫家与自己争产的风险3、自己养老是否有所保障的风险每类客户面临的独特家庭
3、财富（非意外或疾病）风险法商技能金字塔法商技能清单保险、婚姻、继承、信托、合同法夫妻财产协议、遗嘱等文件起草找到靠谱的“法商外挂”与法商专业人士资源共享法商 财产保全与有效财富传承整体方案 资源对接 跟随优质平台/专业人士成长保险与赠与合同结合保险与遗嘱结合跳出保险看保险弥补保险自身不足激发工具组合优势提供基础法律咨询提供咨询服务保险与家族信托结合保险与法律委托结合利用法律解决客户需求死磕基本功法商指导下的保单设计重复至成为习惯学以致用举一反三直接用得起来的法商技能 法商学习指南 从法商视角看终身寿险在家庭财务规划中的七大功能安全留钱长期收益流动灵活专款专用婚姻财产界定债务隔离规划有效财富传承
4、安全留钱长期收益流动灵活专款专用婚姻财产界定债务隔离规划有效财富传承 从法商视角看终身寿险在家庭财务规划中的七大功能 财务安全是第一要素第一功能：安全留钱公司安全法律规定第一条为了规范保险活动，保护保险活动当事人的合法权益，加强对保险业的监督管理，维护社会经济秩序和社会公共利益，促进保险事业的健康发展，制定本法。第二条本法所称保险，是指投保人根据合同约定，向保险人支付保险费，保险人对于合同约定的可能发生的事故因其发生所造成的财产损失承担赔偿保险金责任，或者当被保险人死亡、伤残、疾病或者达到合同约定的年龄、期限等条件时承担给付保险金责任的商业保险行为。第三条 在中华人民共和国境内从事保险活动，适
5、用本法。安全性法律安全公司安全资金安全不安全（不确定）就是风险第一功能：安全留钱公司安全法律规定第八十九条：保险公司因分立、合并需要解散，或者股东会、股东大会决议解散，或者公司章程规定的解散事由出现，经国务院保险监督管理机构批准后解散。经营有人寿保险业务的保险公司，除因分立、合并或者被依法撤销外，不得解散。保险公司解散，应当依法成立清算组进行清算。第九十条保险公司有中华人民共和国企业破产法第二条规定情形的，经国务院保险监督管理机构同意，保险公司或者其债权人可以依法向人民法院申请重整、和解或者破产清算；国务院保险监督管理机构也可以依法向人民法院申请对该保险公司进行重整或者破产清算。 财务安全是第
6、一要素第一功能：安全留钱公司安全法律规定第二十三条 保险人收到被保险人或者受益人的赔偿或者给付保险金的请求后，应当及时作出核定；情形复杂的，应当在三十日内作出核定，但合同另有约定的除外。保险人应当将核定结果通知被保险人或者受益人；对属于保险责任的，在与被保险人或者受益人达成赔偿或者给付保险金的协议后十日内，履行赔偿或者给付保险金义务。保险合同对赔偿或者给付保险金的期限有约定的，保险人应当按照约定履行赔偿或者给付保险金义务。保险人未及时履行前款规定义务的，除支付保险金外，应当赔偿被保险人或者受益人因此受到的损失。任何单位和个人不得非法干预保险人履行赔偿或者给付保险金的义务，也不得限制被保险人或者
7、受益人取得保险金的权利。 财务安全是第一要素安全留钱长期收益流动灵活专款专用婚姻财产界定债务隔离规划有效财富传承 从法商视角看终身寿险在家庭财务规划中的七大功能第二功能：长期收益时间积累u 提前规划，通过长周期的积累创造巨大的价值举个例子：每月固定预留1000元，按照年化复率5%计算：A：从20岁开始规划，到60岁时金额达到145万B：从30岁开始规划，到60岁时金额达到80万C：从40岁开始规划，到60岁时金额仅到40万第二功能：长期收益时间积累保监人身险（2017）134号第二条：保险公司开发的长期年金保险产品，应重点服务于消费者长期生存金、长期养老金的积累，并为消费者提供长期持续的生存金
8、、养老金领取服务。第一百三十五条保险条款和保险费率的审批与备案(保险法） 关系社会公众利益的保险险种、依法实行强制保险的险种和新开发的人寿保险险种等的保险条款和保险费率，应当报国务院保险监督管理机构批准。国务院保险监督管理机构审批时，应当遵循保护社会公众利益和防止不正当竞争的原则。其他保险险种的保险条款和保险费率，应当报保险监督管理机构备案。保险条款和保险费率审批、备案的具体办法，由国务院保险监督管理机构依照前款规定制定。第二功能：长期收益稳健安全保额递增安全传承第一保单年度的年度有效保额为基本保险金额；以后各保单年度的年度有效保额为上一保单年度的年度有效保额的1.035倍。借助保险特有的保障
9、功能和指定受益人的传承方式，传递财富传递爱。u 终身寿险是一种长期稳健的产品：注：以上示例仅为理解条款所用，具体责任详见保险条款第二功能：长期收益稳健安全30岁意先生，企业中层，希望有一个稳定的渠道，关注资金的收益与安全。经过比对最后选择投保终身寿险，选择5年缴费，每年交保费60万元。保单年度已达年龄年度保险金额年交保险费累计保险费现金价值身故保险金1312,262,000600,000600,000338,848960,0002322,341,170600,0001,200,000902,3121,920,0003332,423,111600,0001,800,0001,535,4462,8
10、80,0004342,507,920600,0002,400,0002,241,1903,840,0005352,595,697600,0003,000,0003,023,1634,800,0006362,686,546-3,000,0003,126,9894,800,0007372,780,576-3,000,0003,234,4344,800,0008382,877,896-3,000,0003,345,7244,800,0009392,978,622-3,000,0003,460,8604,800,00010403,082,874-3,000,0003,579,8414,800,0001
11、1413,190,774-3,000,0003,703,3464,800,00012423,302,452-3,000,0003,830,9234,200,00013433,418,037-3,000,0003,964,3814,200,00014443,537,669-3,000,0004,102,8164,200,00015453,661,487-3,000,0004,246,2264,246,22616463,789,639-3,000,0004,394,6144,394,61417473,922,276-3,000,0004,548,2034,548,20318484,059,556-
12、3,000,0004,707,2224,707,22219494,201,641-3,000,0004,871,6694,871,66920504,348,698-3,000,0005,041,7725,041,77221514,500,902-3,000,0005,217,9825,217,98222524,658,434-3,000,0005,400,0735,400,07323534,821,479-3,000,0005,588,7235,588,72324544,990,231-3,000,0005,783,7085,783,70825555,164,889-3,000,0005,98
13、5,4785,985,47826565345660-3,000,00061942616194261第5年度末时现价超过所交保费56岁时现价为619万，是所交保费的206%现价高且确定40岁保单年度末现金价值比上一年度末现金价值增加3.43%50岁保单年度末现金价值比上一年度末现金价值增加3.49%保单年度已达年龄年度保险金额年度保险费累计保险费现金价值身故保险金27575,532,758-3,000,0006,410,2826,410,28228585,726,405-3,000,0006,633,9946,633,99429595,926,829-3,000,0006,865,1706,86
14、5,17030606,134,268-3,000,0007,104,4907,104,49031616,348,967-3,000,0007,351,9527,351,95232626,571,181-3,000,0007,607,7857,607,78533636,801,173-3,000,0007,872,6657,872,66534647,039,214-3,000,0008,146,3678,146,36735657,285,586-3,000,0008,429,5698,429,56936667,540,582-3,000,0008,722,2728,722,27237677,80
15、4,502-3,000,0009,024,9289,024,92838688,077,660-3,000,0009,337,5369,337,53639698,360,378-3,000,0009,660,7769,660,77640708,652,991-3,000,0009,994,6479,994,64741718,955,845-3,000,00010,339,60210,339,60242729,269,300-3,000,00010,695,64110,695,64143739,593,726-3,000,00011,063,21611,063,21644749,929,506-3
16、,000,00011,442,77911,442,779457510,277,039-3,000,00011,834,33211,834,332467610,636,735-3,000,00012,238,09912,238,099477711,009,021-3,000,00012,654,53312,654,533487811,394,336-3,000,00013,083,63413,083,634497911,793,138-3,000,00013,525,85513,525,855508012,205,898-3,000,00013,981,19613,981,19667岁时现价为9
17、02万，是所交保费的300%76岁时现价为1223万，是所交保费的407%60岁保单年度末现金价值比上一年度末现金价值增加3.48%70岁保单年度末现金价值比上一年度末现金价值增加3.45%80岁保单年度末现金价值比上一年度末现金价值增加3.36%现价高且确定安全留钱长期收益流动灵活专款专用婚姻财产界定债务隔离规划有效财富传承 从法商视角看终身寿险在家庭财务规划中的七大功能第三功能：流动灵活保单现金价值u 现金价值贷款功能，灵活方便，而且贷款期间保单权益不受影响关于规范人身保险业务经营有关问题的通知 （保监发201136号）第六条：（一）保险公司可以向具有现金价值的个人长期险保单投保人提供保单
18、贷款服务，保单贷款的有关事项应当在保险合同中约定。（二）保单贷款金额不得超过保单现金价值，贷款利率应当参照人民银行公布的同期贷款利率、公司自身资金成本及风险管控能力确定，贷款期限一般不超过六个月。当未还贷款本金及利息加上其他各项欠款达到保险合同现金价值时，保险合同的效力中止。中国保监会关于进一步完善人身保险精算制度有关事项的通知（保监发201676号）第四条：保险公司提供保单贷款服务的，保单贷款比例不得高于保单现金价值或账户价值的80%。第三功能：流动灵活方式灵活现金价值权益注：具体责任详见各产品保险条款在本合同有效期内，您可以以书面形式申请减少本合同的基本保险金额，经我们同意并在本合同上批注
19、后生效。 减额后的基本保险金额不得低于申请减额时我们规定的最低基本保险金额。对于基本保险金额的减少部分，我们将退还对应的现金价值。 u您可以选择保险费自动垫交功能，即如果您在宽限期结束时仍未支付保险费，我们将按以下情况自动垫交当期应付的保险费： 若本合同的现金价值扣除您尚未偿还的各项欠款及应付利息之后的余额（简称“现金价值余额”）足以垫交当期应付的保险费时，我们将先行垫交当期应付的保险费，本合同继续有效。 垫缴视同为贷款，可按天垫缴。被保险人满65周岁后，经与我们协商一致，您有权将本合同的全部或部分现金价值作为一次交清的保险费购买我们届时提供的转换年金保险。转换年金保险的领取金额按照购买当时我
20、们提供的年金领取标准确定。 。 在本合同有效期内，您可以向我们申请贷款。贷款金额不得超过本合同现金价值的80%扣除各项欠款后的余额，每次贷款期限最长不超过6个月。贷款本金及利息应在贷款当期期限届满日前偿还。未能偿还的利息将被并入原贷款金额中，视同重新贷款。 自贷款本金及利息加上其他各项欠款达到本合同现金价值的次日零时起，本合同效力中止。30岁意先生，企业中层，希望有一个投资渠道，在确保资金安全的同时还可以在资金困难时能灵活使用、经过比对最后选择投保终身寿险，选择5年缴费，每年交保费60万元。保单年度已达年龄年度保险金额年交保险费累计保险费现金价值身故保险金1312,262,000600,000
21、600,000338,848960,0002322,341,170600,0001,200,000902,3121,920,0003332,423,111600,0001,800,0001,535,4462,880,0004342,507,920600,0002,400,0002,241,1903,840,0005352,595,697600,0003,000,0003,023,1634,800,0006362,686,546-3,000,0003,126,9894,800,0007372,780,576-3,000,0003,234,4344,800,0008382,877,896-3,00
22、0,0003,345,7244,800,0009392,978,622-3,000,0003,460,8604,800,00010403,082,874-3,000,0003,579,8414,800,00011413,190,774-3,000,0003,703,3464,800,00012423,302,452-3,000,0003,830,9234,200,00013433,418,037-3,000,0003,964,3814,200,00014443,537,669-3,000,0004,102,8164,200,00015453,661,487-3,000,0004,246,226
23、4,246,22616463,789,639-3,000,0004,394,6144,394,61417473,922,276-3,000,0004,548,2034,548,20318484,059,556-3,000,0004,707,2224,707,22219494,201,641-3,000,0004,871,6694,871,66920504,348,698-3,000,0005,041,7725,041,77221514,500,902-3,000,0005,217,9825,217,98222524,658,434-3,000,0005,400,0735,400,0732353
24、4,821,479-3,000,0005,588,7235,588,72324544,990,231-3,000,0005,783,7085,783,70825555,164,889-3,000,0005,985,4785,985,47826565345660-3,000,00061942616194261第5年度末时现价超过所交保费，此时现价可贷款241.6万，为所交保费的80%56岁时现价为619万，此时现价可贷款495.2万，为所交保费的165%应急贷款-解决短期资金困难保单年度已达年龄年度保险金额年度保险费累计保险费现金价值身故保险金27575,532,758-3,000,0006,4
25、10,2826,410,28228585,726,405-3,000,0006,633,9946,633,99429595,926,829-3,000,0006,865,1706,865,17030606,134,268-3,000,0007,104,4907,104,49031616,348,967-3,000,0007,351,9527,351,95232626,571,181-3,000,0007,607,7857,607,78533636,801,173-3,000,0007,872,6657,872,66534647,039,214-3,000,0008,146,3678,146,3
26、6735657,285,586-3,000,0008,429,5698,429,56936667,540,582-3,000,0008,722,2728,722,27237677,804,502-3,000,0009,024,9289,024,92838688,077,660-3,000,0009,337,5369,337,53639698,360,378-3,000,0009,660,7769,660,77640708,652,991-3,000,0009,994,6479,994,64741718,955,845-3,000,00010,339,60210,339,60242729,269
27、,300-3,000,00010,695,64110,695,64143739,593,726-3,000,00011,063,21611,063,21644749,929,506-3,000,00011,442,77911,442,779457510,277,039-3,000,00011,834,33211,834,332467610,636,735-3,000,00012,238,09912,238,099477711,009,021-3,000,00012,654,53312,654,533487811,394,336-3,000,00013,083,63413,083,6344979
28、11,793,138-3,000,00013,525,85513,525,855508012,205,898-3,000,00013,981,19613,981,19667岁时现价为902万，现价可贷款721.6万，为所交保费的240%76岁时现价为1223万，现价可贷款978万，为所交保费的326%应急贷款-解决短期资金困难保单年度已达年龄年度保险金额年度保险费累计保险费现金价值身故保险金518112,633,105-3,000,00014,449,88214,449,882528213,075,263-3,000,00014,932,14114,932,141538313,532,897-
29、3,000,00015,427,97115,427,971548414,006,549-3,000,00015,937,60015,937,600558514,496,778-3,000,00016,461,02616,461,026568615,004,165-3,000,00016,998,25116,998,251578715,529,311-3,000,00017,549,27517,549,275588816,072,837-3,000,00018,114,09618,114,096598916,635,386-3,000,00018,692,48918,692,489609017,
30、217,625-3,000,00019,284,22919,284,229619117,820,242-3,000,00019,888,86119,888,861629218,443,950-3,000,00020,505,93520,505,935639319,089,488-3,000,00021,135,22321,135,223649419,757,620-3,000,00021,775,59521,775,595659520,449,137-3,000,00022,426,82522,426,825669621,164,857-3,000,00023,088,00823,088,00
31、8679721,905,627-3,000,00023,758,23823,758,238689822,672,324-3,000,00024,436,61224,436,612699923,465,855-3,000,00025,122,45125,122,4517010024,287,160-3,000,00025,814,84925,814,8497110125,137,211-3,000,00026,512,90226,512,9027210226,017,013-3,000,00027,215,93227,215,9327310326,927,609-3,000,00027,923,
32、03327,923,0337410427,870,075-3,000,00028,633,30128,633,3017510528,845,527-3,000,00029,346,05729,346,05783岁时现价为1542万，现价可贷款1233.6万，为所交保费的411%88岁时现价为1811万，现价可贷款1448.8万，为所交保费的482%93岁时现价为2113万，现价可贷款1690万，为所交保费的563%98岁时现价为2443万，现价可贷款1954万，为所交保费的651%102岁时现价为2721万，现价可贷款2176.8万，为所交保费的725%105岁时现价为2934万，现价可贷款2
33、347万，为所交保费的782%应急贷款-解决短期资金困难钟女士，30岁，企业中层，年收入约100万元，想给自己0岁的儿子存一些钱作为教育金及养老金，为不确定的未来做个确定的规划，同时锁定自己的掌控权，选择了终身寿险保障计划，交费期5年，年交保费16万元。教育-养老-传资产保单年度已达年龄年度保险金额年度保险费身故保险金现金价值累计保险费降低保额领取现金价值降低保额后身故保险金降低保额后现金价值降低保额累计领取现金价值11606,400160,000160,00090,354160,000-160,00090,354-22627,624160,000320,000240,801320,000-3
34、20,000240,801-33649,591160,000480,000409,805480,000-480,000409,805-44672,327160,000640,000598,396640,000-640,000598,396-55695,858160,000807,422807,422800,000-807,422807,422-66720,213-835,680835,680800,000-835,680835,680-77745,420-864,969864,969800,000-864,969864,969-88771,510-895,228895,228800,000-8
35、95,228895,228-99798,513-926,579926,579800,000-926,579926,579-1010826,461-958,961958,961800,000-958,961958,961-1111855,387-992,556992,556800,000-992,556992,556-1212885,326-1,027,2421,027,242800,000-1,027,2421,027,242-1313916,312-1,063,2011,063,201800,000-1,063,2011,063,201-1414948,383-1,100,4341,100,
36、434800,000-1,100,4341,100,434-1515981,576-1,138,9401,138,940800,000-1,138,9401,138,940-16161,015,932-1,178,7811,178,781800,000-1,178,7811,178,781-17171,051,489-1,220,0161,220,016800,000-1,220,0161,220,016-18181,088,291-1,262,7071,262,707800,00050,0001,212,7071,212,70750,00019191,126,381-1,306,9131,3
37、06,913800,00050,0001,205,1631,205,163100,00020201,165,805-1,352,6361,352,636800,00050,0001,197,3261,197,326150,00021211,206,608-1,399,9961,399,996800,00050,0001,189,2481,189,248200,00022221,248,839-1,448,9321,448,932800,000-1,230,8171,230,817200,00023231,292,549-1,499,6271,499,627800,000-1,273,8811,
38、273,881200,00024241,337,788-1,552,1411,552,141800,000-1,318,4901,318,490200,00025251,384,610-1,606,4141,606,414800,000-1,364,5931,364,593200,00026261,433,072-1,662,6281,662,628800,000-1,412,3451,412,345200,00027271,483,229-1,720,8421,720,842800,000-1,461,7951,461,795200,00028281,535,142-1,780,9971,7
39、80,997800,000-1,512,8951,512,895200,00029291,588,872-1,843,3351,843,335800,000-1,565,8491,565,849200,00018-21岁每年部分减保提取5万元作为教育金，共计领取20万教育-养老-传资产保单年度已达年龄年度保险金额年度保险费身故保险金现金价值累计保险费降低保额领取现金价值降低保额后身故保险金降低保额后现金价值降低保额累计领取现金价值30301,644,483-1,907,8561,907,856800,000-1,620,6571,620,657200,00031311,702,040-1,97
40、4,5601,974,560800,000-1,677,3201,677,320200,00032321,761,611-2,043,6292,043,629800,000-1,735,9921,735,992200,00033331,823,267-2,115,1232,115,123800,000-1,796,7231,796,723200,00034341,887,082-2,189,1652,189,165800,000-1,859,6191,859,619200,00035351,953,130-2,265,6922,265,692800,00060,0001,864,6261,86
41、4,626260,00036362,021,489-2,344,9492,344,949800,00060,0001,869,8541,869,854320,00037372,092,241-2,426,9952,426,995800,00060,0001,875,2771,875,277380,00038382,165,470-2,511,8912,511,891800,00060,0001,880,8741,880,874440,00039392,241,261-2,599,7582,599,758800,00060,0001,886,6681,886,668500,00040402,31
42、9,705-2,690,6572,690,657800,00060,0001,892,6341,892,634560,00041412,400,895-2,784,7712,784,771800,00060,0001,898,8341,898,834620,00042422,484,926-2,882,1592,882,159800,00060,0001,905,2401,905,240680,00043432,571,899-2,982,8822,982,882800,00060,0001,911,8221,911,822740,00044442,661,915-3,087,1823,087
43、,182800,00060,0001,918,6711,918,671800,00045452,755,082-3,195,1223,195,122800,00060,0001,925,7561,925,756860,00046462,851,510-3,306,7603,306,760800,00060,0001,933,0421,933,042920,00047472,951,313-3,422,3403,422,340800,00060,0001,940,6071,940,607980,00048483,054,609-3,541,9223,541,922800,00060,0001,9
44、48,4151,948,4151,040,00049493,161,520-3,665,6883,665,688800,00060,0001,956,4991,956,4991,100,00050503,272,174-3,793,6993,793,699800,00060,0001,964,8221,964,8221,160,00051513,386,700-3,926,1973,926,197800,000-2,033,4452,033,4451,160,00052523,505,234-4,063,3044,063,304800,000-2,104,4552,104,4551,160,0
45、0053533,627,917-4,205,1414,205,141800,000-2,177,9152,177,9151,160,00054543,754,894-4,351,9514,351,951800,000-2,253,9512,253,9511,160,00055553,886,316-4,503,7934,503,793800,000-2,332,5922,332,5921,160,00056564,022,337-4,660,9124,660,912800,000-2,413,9672,413,9671,160,00057574,163,119-4,823,4884,823,4
46、88800,000-2,498,1682,498,1681,160,00058584,308,828-4,991,6424,991,642800,000-2,585,2582,585,2581,160,00059594,459,637-5,165,6795,165,679800,000-2,675,3942,675,3941,160,00060604,615,724-5,345,7195,345,719800,000-2,768,6402,768,6401,160,000孩子妈妈65-80岁,每年部分减保提取6万作为补充养老金，共提取96万教育-养老-传资产保单年度已达年龄年度保险金额年度保险
47、费身故保险金现金价值累计保险费降低保额领取现金价值降低保额后身故保险金降低保额后现金价值降低保额累计领取现金价值61614,777,274-5,531,9455,531,945800,000-2,865,0902,865,0901,160,00062624,944,479-5,724,5375,724,537800,000-2,964,8372,964,8371,160,00063635,117,536-5,923,7405,923,740800,000-3,068,0073,068,0071,160,00064645,296,649-6,129,7946,129,794800,000-3,1
48、74,7263,174,7261,160,00065655,482,032-6,342,8236,342,823800,000150,0003,135,0583,135,0581,310,00066665,673,903-6,563,0676,563,067800,000150,0003,093,9173,093,9171,460,00067675,872,490-6,790,7106,790,710800,000150,0003,051,2313,051,2311,610,00068686,078,027-7,026,0547,026,054800,000150,0003,006,9773,
49、006,9771,760,00069696,290,758-7,269,2207,269,220800,000150,0002,961,0462,961,0461,910,00070706,510,935-7,520,4527,520,452800,000150,0002,913,3832,913,3832,060,00071716,738,817-7,779,9307,779,930800,000150,0002,863,9032,863,9032,210,00072726,974,676-8,047,9598,047,959800,000150,0002,812,5692,812,5692
50、,360,00073737,218,789-8,324,5998,324,599800,000150,0002,759,2482,759,2482,510,00074747,471,447-8,610,0928,610,092800,000150,0002,703,8762,703,8762,660,00075757,732,948-8,904,6818,904,681800,000150,0002,646,3882,646,3882,810,00076768,003,601-9,208,5489,208,548800,000150,0002,586,6942,586,6942,960,000