Top Critical Illness Sales Ideas Ryan Faiella BA

Top Critical Illness Sales Ideas Ryan Faiella, BA, MIB, CHS Manager, Living Benefits Sales Southwestern & Northern Ontario

Living Benefits Solutions at Manulife § Disability Insurance § § Proguard § Living. Care Venture Expense. Comp Buy-Sell Plus § Critical Illness § Lifecheque 2 § Long Term Care § Synergy § Combination Insurance § Life, CI, DI

The Risks are Real 3

Opportunities § § § § 4 Generally early 30’s to early 50’s Families with higher incomes >$100, 000 Employees whom are underinsured Professionals Business Owners High Net Worth Clients you are doing pre-retirement planning with

“What’s your risk? ” www. insureright. ca 30 year old female; non-smoker 40 year old female; non-smoker 5

Selling is 4 Questions 1. Do you know someone? 2. Was it planned or unexpected? 3. Was there emotional or financial strain on the person and their family? 4. How would cash have helped?

Mortgage/Loan Protection § § Old vs New Insurance Planning Better coverage than the offering at the bank Cover the monthly payment or amount of the loan Term 20 CI coverage

Matching Luggage – Bundling Life & CI Sales § Think of your Life Insurance clients…What would you offer? § Term Life Insurance Term Critical Illness § Permanent Life Insurance Permanent Critical Illness § Male, 30, NS, HS 3 § $250, 000 T 20 Family Term = $21. 83/month § $250, 000 T 20 Lifecheque = $79. 19/month § TOTAL Premium = $101. 02/month § Risk of dying before age 65 is 7% § Risk of becoming critically ill is 27%.

Investors – Speak their Language § Impact of withdrawal and ERR § Diversification § The software can do this for you!

Crash/stress test their plans For illustration purposes only 10

The “Graduation Gift” § § § § “Millennial” son/daughter – grandson/granddaughter In school – or just graduated – may have a job No substantial savings No group benefits Sudden illness Our adult children are STILL our children Is client going to use their own retirement funds? For advisor use only 11

Protecting the Insurance sale § Protect your estate planning solutions in the event of a serious illness for as little as 3% of the annual premium. § The strategy – Put CI protection in place to protect planned premium deposits § Term 10 or 20 to match the annual premium § Provides coverage for 24 conditions and built in long term care protection! § Some will like the idea of creating another asset For advisor use only

The Numbers Sample Rates - $10 K of annual PAR funding Male NS 10 Pay ($100 K) Male NS 20 Pay ($200 K) Age 30 $ 353. 40 $ 752. 88 Age 35 $ 414. 36 $1, 024. 92 Age 40 $ 562. 08 $1, 487. 04 Age 45 $ 788. 16 $2, 280. 36 Age 50 $1, 171. 92 $3, 526. 20 Sample Rates - $20 K of annual PAR funding Male NS 10 Pay ($200 K) Male NS 20 Pay ($400 K) Age 30 $ 631. 92 $1, 426. 92 Age 35 $ 753. 71 $1, 965. 48 Age 40 $1, 049. 28 $2, 894. 04 Age 45 $1, 501. 44 $4, 477. 44 Age 50 $2, 268. 96 $6, 974. 04 For advisor use only 13

Putting it in Perspective Sample Rates - $10 K of annual PAR funding Male NS 10 Pay Male NS 20 Pay Age 30 +3. 5% +3. 8% Age 35 +4. 1% +5. 1% Age 40 +5. 6% +7. 4% Age 45 +7. 9% +11. 4% Age 50 +11. 7% +17. 6% Sample Rates - $20 K of annual PAR funding Male NS 10 Pay Male NS 20 Pay Age 30 +3. 1% +7. 1% Age 35 +3. 8% +9. 8% Age 40 +5. 2% +14. 5% Age 45 +7. 5% +22. 4% Age 50 +11. 3% +34. 9% For advisor use only 14

Let’s look at the claims Disability Claims Critical Illness Claims

Why Manulife Lifecheque? § § 24 covered conditions 6 different plan choices – T 10, T 20, T 65, T 75, T 100 and T 100 (15 pay) Highest payout for early intervention benefit (25% to a max of $50, 000) Built In Living Care Benefit § 90 day wait § 1% of face (max $5, 000). Double if client is in a facility (max $10, 000) § Health Service Navigator § Recover Benefit – 10% up to $10, 000 § Simple Issue Lifecheque offer § Life insurance healthstyle 1 or 2 offered CI (50% of face amount up to max of $250, 000) 16

Next Steps “I want to start selling Living Benefits, now what? ” § Team at Manulife § Repsource § Practice on yourself § Do YOU own DI or CI? § Prospects & Clients – LB Opportunities Listing

Contact Us! § Ryan Faiella, Living Benefits Specialist § Southwestern & Northern Ontario § ryan_faiella@manulife. com § Phone: 1 -226 -747 -6799 § Insurance Wholesaling Team § Cindy Mc. Neill § Cameron Curry

Thank You!