The year at a glance

Term Insurance Increased compensation in April Market Leading  Premiums  Smoking Definition  Smoker Incentive Program – Cheque to Client option  Conversion credit Increased compensation in September

Equation Generation III Launched in May 2003  Added 5 new Performance Fund Interest Options  Reduced YRT COI  Increased Level COI  Increased YRT and YRT to 85 Comp  Increased maximum premium for compensation and increased the comp to 10% between minimum and maximum  Added more Calibrator flexibility  Increased exempt room on Joint Last-to Die policies (with youngest life instead of equivalent single age)  Added Joint-Last-to-Die Account Value Payout on First Death

EquiLiving Effective September 2003:  Increased first year compensation for all three plan types to 45%  Renewal commission set at 2% for the life of the plan  Return of Premium on Expiry rider made “reinstate- able” along with the EquiLiving policy within one year of lapse  If Change Privilege elected on a 10 Year Renewable to Age 75 plan with a Return of Premium on Expiry rider, changed Level to Age 75 plan will now automatically include the Return of Premium on Expiry rider Removed the “pre-existing conditions” clause in June

CI Training Program Comprehensive introduction to the CI marketplace Modular Design (2 days) Available from your MGA end of the 1 st quarter 2004

How to make more money during the RRSP season!

Insure your RRSP with EquiLiving Critical Illness Insurance  WILL YOUR CLIENTS SAVINGS SURVIVE?  New cases of cancer, heart attack and stroke are on the rise in Canada  With medical improvements the chances of surviving a critical illness are greater than ever before  The question remains: If your clients survive a critical illness, WILL THEIR RETIREMENT SAVINGS SURVIVE AS WELL Potential time away from work Increased medical costs Continued financial obligations

Insure your RRSP with EquiLiving Critical Illness Insurance  Market Potential – While CI is rapidly gaining popularity and acceptance in Canada, less than 1% of Canadians own a policy, leaving a huge untapped market  Protect your business – The full benefits of a CI policy are not understood by most. Talk to your clients about the necessity of Critical Illness Insurance to protect their retirement savings before someone else does  Income Potential – Increased commissions

Insure your RRSP with EquiLiving Critical Illness Insurance The Scenario  It is RRSP season and Terry is about to meet with his clients, John and Jill Smith to arrange their annual Equitable Life RRSP loans for the year  While the Smiths are comfortable about their plans for retirement, Terry is concerned that their RRSPs may be at risk should one or both die or be diagnosed with a covered critical illness  A close friend of John’s was diagnosed with cancer earlier this year and has been off work for the last eight months for treatment. While his prognosis is excellent John sees the financial impact that this illness has had on his family. He is concerned that the same might happen to him someday.

Insure your RRSP with EquiLiving Critical Illness Insurance The Vital Statistics  John Smith, age 38, earns $55,000 as a computer consultant  Jill Smith, age 39, earns $57,000 as a systems analyst  They currently have a $250,000 home with a $150,000 mortgage  For the last 5 years the Smiths have each made $5,000 contributions to their RRSPs through Equitable Life’s loan program

Insure your RRSP with EquiLiving Critical Illness Insurance The Analysis Terry reviews his clients’ situation.. -The Smiths have a few month’s worth of emergency savings. Prolonged time off work will severely hamper their lifestyle putting their retirement savings at risk -Should one of them die the other would be responsible for the mortgage.

Insure your RRSP with EquiLiving Critical Illness Insurance The Solution -The Smiths will continue their annual RRSP loans generating a tax refund of approximately $1,550 each. -This $1,550 can then be used to fund a $100,000 Level to Age 75 EquiLiving policy for each of them complete with the following riders -Return of Premium on Expiry -$150,000 of T20 life coverage

Insure your RRSP with EquiLiving Critical Illness Insurance The Results The Smiths will have available $100,000 should either one be diagnosed with and survive the waiting period for a covered critical illness This reduces the reliance on their retirement savings which can continue to grow uninterrupted They will have sufficient funds to cover their mortgage should one of them die unexpectedly The Return of Premium rider will provide them with additional funds to enhance their retirement savings Loan payments can continue with no impact on their monthly cash flow

Insure your RRSP with EquiLiving Critical Illness Insurance Premiums for this coverage are as follows: -For John Base CI Plan$817 per year ROP on Expiry $203 per year T20 Life$ per year TOTAL$1, Based on John’s tax refund he will have approximately $ remaining

Insure your RRSP with EquiLiving Critical Illness Insurance For Jill -CI$741 per year -ROP on expiry$179 per year -T20 Life$177 per year TOTAL$1097 annually Based on Jill’s tax refund she will have approximately $403 remaining

Insure your RRSP with EquiLiving Critical Illness Insurance Annual Premium First Year Commission CI John Life T20 John22088 CI Jill Life T20 Jill17771 RRSPs Both TOTAL FIRSTYEAR COMP 1380

Insure your client’s RRSP with EquiLiving Critical Illness Insurance Terry’s commission will see an increase of 283% over last year with the addition of the CI and Term Life Rider Should the Smiths not need to make a claim and keep their policies until age 75 they will receive a return of premium of $70,860. The Return of Premium Rider will cost them a total of $13,955 from now until they reach age 75. Terry will receive additional trailers on the Segregated Fund investments and the insurance policies

Leader’s Conference 2005 Shortcut goes here

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