Living Benefits Insurance Sales Increasing your Batting Average!

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1 Living Benefits Insurance Sales Increasing your Batting Average! The elephant, symbol of our 100 years of strength and longevity Ken Godfray Director of Sales, Alberta 1 A partner you can trust

2 Who s on 1st? Abbott & Costello (circa s)

3 Agenda The Concept of Insurance Perception vs. Reality? The IA Excellence Team Let s Play Ball! Batting Average Summary 3

4 The Concept of Insurance The elephant, symbol of our 100 years of strength and longevity 4

5 The Concept of Insurance $ 5

6 The Concept of Insurance $ $$$ X 6

7 Death? Ask 100 people... 7

8 Perception = Reality 100% of the people surveyed believe they are likely to become deceased during their lifetime 8

9 Disability? Ask 100 people... 9

10 Disability Perception Over 1/2 the people surveyed think only 1 in 100 are likely to become disabled during their working careers 10 Statistics supported by the Council for Disability Awareness as well as publicly available actuarial tables

11 Disability Reality! It is estimated that 1 in 3 entering into the workforce today will become disabled before they retire 1 in 6 males age will be disabled in his working career* 11 Statistics supported by the Council for Disability Awareness as well as publicly available actuarial tables *Based on males 5 10, 185 pounds, non-smoker and average health

12 Did you Know??? 2.7 million Canadians were disabled in 2006 * *According to Statistics Canada 12

13 Probability of Disability vs. Death Age Probability times times times Source: 1985 Commissioner s Disability Table, Society of Actuaries 13

14 The DI Opportunity! $1 Billion 717,000 $100.8 Million 100,715 $74.8 Million 74, National Sales All Companies (LIMRA) 14

15 Let s meet the Team!

16 The Underwritten Team SUPERIOR PROGRAM UNIVERSAL LOAN INSURANCE 16

17 The Guaranteed Issue Team ACCI-JET ACCI-7 CANCER GUARD 17

18 Team Statistics Underwritten Superior Program Universal Loan Guaranteed Issue Acci-Jet Acci-7 Cancer Guard 18

19 Team Statistics Underwritten Superior Program Universal Loan 19

20 Income Replacement Insurance Superior Program the best guaranteed renewable DI in Canada today! Accident and illness protection Maximum benefit $6000 per month Perfect for Self-Employed Individuals Gross Revenue Formula available 20

21 Non-Can & Guaranteed Renewable Non-Cancellable As long as the Policyholder pays the premium, the Insurer cannot terminate the contract before the Primary Insured reaches the Maximum age applicable to each coverage. Premiums are guaranteed Guaranteed Renewable As long as the Policyholder pays the premium, the Insurer cannot terminate the contract before the Primary Insured reaches the Maximum age applicable to each coverage. 21

22 Non-Can & Guaranteed Renewable The premium difference between Non-Can DI and GR DI is typically 20 to 30 percent! Non-Can DI is more costly because of the premium guarantees 22

23 Non-Can & Guaranteed Renewable Male 45 Non-Smoker 2A $4000 Monthly Benefit 90 Day Elimination Period Benefit to age 65 Non-Cancellable $3,194 Guaranteed Renewable $2,426 Difference (24%) $ 768 Over 20 years $15,360 more premium! 23

24 Creditor Insurance Universal Loan the best creditor insurance available in Canada today! Accident and illness protection Max benefit $5000 per month One DI Contract covers all loan payments Proof of Loan only required at claim time Not-Integrated with other Benefits 24

25 The Need Exists... Almost half of all mortgage foreclosures are the result of a disability 25 According to Canadian Life and Health Insurance Association (CLHIA) August 2009

26 Definition of Total Disability BANK$ Banks Regular Occ Any Occ BMO 24 months None Laurentian Bank 12 months 12 months Royal Bank 24 months None National Bank 24 months None Scotia 24 months None HSBC 12 months 12 months TD N/A N/A CIBC 24 months N/A 26

27 Benefit Period BANK$ Banks Benefit Period Waiting period BMO 24 months* 30 days Laurentian Bank 24 months Accident : 30 days Illness : 90 days Royal Bank 24 months 60 days National Bank 24 months* 60 days Scotia 24 months 60 days HSBC 24 months 60 days TD N/A N/A CIBC 24 months 60 days 27 * Lifetime benefit period = 48 months

28 Team Statistics Guaranteed Issue Acci-Jet Acci-7 Cancer Guard 28

29 Accident & Injury Insurance Acci-Jet the best guaranteed issue DI in Canada today! 24/7 Accident & Injury protection Non-Occupational coverage available *NEW* Maximum benefit $6000 per month *NEW* Benefits payable from 1 st day Gross Revenue Formula available 5 year Regular Occupation Partial Disability ROP 29

30 Accident & Injury Insurance Acci-Jet Riders Available AD&D and Loss of Use Extended Medical Care in the even of Accident Travel Insurance 30

31 Basic Accident Insurance Cancer Guard the most innovative CI on the market today! Issue ages 15 days 65 years old Life Threatening Cancer Coverage Non-Life Threatening Cancer Coverage 5 Additional Critical Illnesses Covered T10 T20 T75 No MIB & No Medical 31

32 Basic Accident Insurance Cancer Guard T10 T20 T75 Vary by Age, Gender, Smoking Status Premiums are not guaranteed Guaranteed renewability No MIB & No Medical 32

33 1 Canadian diagnosed every 3 minutes! 33 Canadian Partnership Against Cancer - Cancer in Canada Infograph August 2012

34 Eligibility up to $25,000

35 Eligibility up to $100,000

36 Critical Illness Rider Covered Illnesses Stroke Coronary Artery Bypass Surgery Heart Attack Paralysis Coma Snapshot of industry CI claims*: Cancer 70%, Stroke 5%, Coronary Bypass 4%, Heart Attack 14% *Disability Insurance and Other Living Benefits, 2 nd Edition by Jacqueline E. Figas

37 Why Cancer Guard? No MIB No Medical Exam Coverage available from $5,000 - $100,000 Prevention rider available CI rider available T10 T20 T75 pricing

38 Basic Accident Insurance Acci-7 basic coverage for everyone for as low as $7 month! Issue ages 15 days 80 years old Accidental Fracture - $7 month AD&D Benefit - $7 month Hospital Benefit - $7 month Disability due to an Accident* - $7 month *Hospitalization dismemberment fracture major burn major laceration 38

39 Let s Play Ball!

40 Scenario # 1 Male Age 38 Non-smoker Manager 3A $65,000/year Income Replacement 40

41 Who do you put up to bat?

42 The IA Excellence Team SUPERIOR PROGRAM UNIVERSAL LOAN ACCI-JET ACCI-7 CANCER GUARD 42

43 2 Step Field Underwriting 1. 5 pre-screening questions 2. Declaration of Health 43

44 Underwritten Team! SUPERIOR PROGRAM Accident & Illness $3400 benefit 90 day wait Benefits to 65 Regular occ to 65 Premiums to 65 $96.46/month 44

45 2 Step Field Underwriting 1. 5 pre-screening questions 2. Declaration of Health 45

46 Who do you put up to bat?

47 The IA Excellence Team SUPERIOR PROGRAM UNIVERSAL LOAN ACCI-JET ACCI-7 CANCER GUARD 47

48 Guaranteed Issue Team! ACCI-JET Accident & Injury & CANCER GUARD Critical Illness $3400 benefit 30 day wait Benefits to 65 Regular occ 5 yrs Premiums to 65 $50,000 Cancer Insurance $25,000 Prevention Rider $50,000 Critical Illness Rider T-75 $93.16/month 48

49 Now You ve got your Bases Covered The elephant, symbol of our 100 years of strength and longevity 49

50 Let s Discuss Batting Average AVG = H AB 50

51 Summary The Need exists The Opportunity exists Good Field Underwriting will: - Increase your sales - Reduce declines - Result in more successful claims 51

52 Our DI Compensation Product 1st Renewal Superior Program Universal Loan Insurance Acci-Jet Acci-7 50% 15% 100% 2.5% 35% 12% 80% 2.5% 45% 12.5% 75% 2.5% 45% 15% 80% 5% 52

53 Cancer Guard Compensation FYC = 45% of annual premium Compensation = FYC + Bonus 53

54 Software Software Download Product Information Username: iaexcellence Password: welcome Marketing Materials 24/7 access through Vision-R 54

55 Thank You Ken Godfray Director of Sales The elephant, symbol of our 100 years of strength and longevity 55

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