0. Information Disclaimer
The information in this publication is intended as a summary of our products and/or services and may include projected values based on a set of assumptions. Actual results may not be guaranteed and may vary. Please consult the appropriate policy contract for details on the terms, conditions, benefits, guarantees, exclusions and limitations. The actual policy issued governs. Each policyholder’s financial circumstances are unique and they must obtain and rely upon independent tax, accounting, legal and other advice concerning the structure of their insurance, as they deem appropriate for their particular circumstances. BMO Life Assurance Company does not provide any such advice to the policyholder or to the insurance advisor.
Insurer: BMO Life Assurance Company.
® Registered trade-mark of Bank of Montreal, used under licence.

1. BFG Roadshow London Ontario Sept 14, 2016
December 2015

2. MAX Elite One Pay

3. Approach Business Owners ACB Changing

4. Level COI Rates Changing
Most cases they are going up?
IIT Changes
Increase ROI Interest Environment

5. Want What Cannot Have

6. Non face-to-face sales process
We can help!
BMO Insurance
Non face-to-face sales process
For Term Insurance, Whole Life Insurance and Critical Illness Insurance

7. 45% 39% Canadian Life Insurance Market
Fact #1: Canadians need more insurance.
45% of Canadian households recognize that they are underinsured in 2013 compared to 39% in 2006.
45%
39%
A Little bit more about how market is changing;
45% of Canadians say underinsured. WOW. If that is what they are saying imagine how much insurance they need.
3 in 4 said they would have difficulty with living expenses if a primary wage earner were to die.
2006
2013
Source: 2013 Canadian Life Insurance Ownership Study1
1 LIMRA study which monitors long-term patterns in life insurance ownership, adequacy of coverage and consumers attitude about life insurance. Surveyed more than 3,200 Canadian household financial decision makers. The results were weighted to represent all Canadian households.

8. 79% 68% Canadian Life Insurance Market
Fact #2: Life Insurance ownership in Canada has declined.
68% of Canadian households have some form of life insurance in 2013 compared to 79% in 2006.
79%
68%
Tied in to that is fact is ownership has declined. The opportunities in the market are amazing
2006
2013
Source: 2013 Canadian Life Insurance Ownership Study1
1 LIMRA study which monitors long-term patterns in life insurance ownership, adequacy of coverage and consumers attitude about life insurance. Surveyed more than 3,200 Canadian household financial decision makers. The results were weighted to represent all Canadian households.

9. 1 in 4 Canadians households prefer purchasing life insurance through
Canadian Life Insurance Market
Fact #3: A growing number of Canadians prefer to buy in a manner they choose.
1 in 4 Canadians households prefer purchasing life insurance through
non face-to-face methods.
Stats are saying that … Work 7%, Internet 11%, Direct Mail/Phone 6%. Ride that wave and start dealing with clients that way. Use it as a wedge to develop a relationship.
A story I have is about my 15 year old son. He has friends that he deals with over skype and inststagram that he sees very infrequently. Very interesting way look at future
There is no longer a need to drive to prospective clients to conduct the initial interview … often time consuming for you and the client!
Downton Abbey great episode on introduction of wireless (radio)
Source: 2013 Canadian Life Insurance Ownership Study1
1 LIMRA study which monitors long-term patterns in life insurance ownership, adequacy of coverage and consumers attitude about life insurance. Surveyed more than 3,200 Canadian household financial decision makers. The results were weighted to represent all Canadian households.

10. Canadian Life Insurance Market
Let’s Recap
What does this mean?
Life Insurance ownership in Canada has declined
Canadians need more insurance
A growing number of Canadians prefer to buy insurance non-face-to-face
A New Way of Thinking is required in order to reach out to Canadians in a manner they choose!
BMO has a process that has been used for 6 years;
PDF application – very simple no internet access required can be used where no mobile
Uses or regular street products 5 million term, 2 million CI, 5 million t 100
Same price as it is fully underwritten
1 LIMRA study which monitors long-term patterns in life insurance ownership, adequacy of coverage and consumers attitude about life insurance. Surveyed more than 3,200 Canadian household financial decision makers. The results were weighted to represent all Canadian households.

11. More opportunities by dealing with your clients on their terms
Many Reasons non face-to-face
New Thinking
More opportunities by dealing with your clients on their terms
2012 … Non Face to Face available with 7 companies - SUN, MANU
2015 … Non Face to Face available with 7 companies - BMO, FLIC, EQUI, SUN, EMP, MANU, CAN, EMP

12. Evolution of Simplicity
A Simple PDF Application That Saves Time and Money
A smart PDF that is filled out by the advisor. Can be done over the phone, using face time skype. If advisor not comfortable typing while chatting with client can fill out by hand then type in after.
Tell story about advisor in Simcoe – broke her ankle and realized did not have to always meet face to face
Great for existing clients, younger clients who are comfortable working remote, large blocks, and advisors with broken ankles
The market is changing are you.

13. A Unique Streamlined Process
BMO Insurance
Non face to face sales process .

14. Helpful Tips BMO Insurance Non face to face sales process For Advisors
Prepare the applicant by advising them they will be receiving a call from a Watermark Medical Examiner.
Obtain 2 or 3 preferred appointment dates and times (pre-book times) from the applicant.
Securely application in PDF with the pre-book times to MGA admin staff
MGA upload the application in PDF and record the pre-book times on the Paramedical Order screen under the Instructions section on Watermark secure site. Medical order will be placed in the same instance.
These dates should be at least 48 hours from the date the order is placed with Watermark.

15. BMO Insurance Eligible Plans Non face to face sales process TERM
Eligible Age
Available Face Amount
Additional Benefits or Riders
Easy Term 10
18 to 45
$100,000 to $250,000
Waiver of Premium Benefit
Critical Illness (Living Benefit 10/20) Rider
Maximum issue age is 60
Maximum face amount $750,000
Preferred Term 10
$250,000 to $5,000,000
46 to 75
$100,000 to $5,000,000
Preferred Term 20
18 to 65
Preferred Term 30
18 to 55
WHOLE LIFE
Eligible Age
Available Face Amount
Additional Benefits or Riders
Pure Term 100
18 to 58
$50,000 to $5,000,000
Term 10 and Term 20 Rider available to Single coverage only
20 Pay Life
18 to 65
$25,000 to $5,000,000
Waiver of Premium Benefit
Term 10 and Term 20 
CRITICAL ILLNESS
Eligible Age
Available Face Amount
Additional Benefits or Riders
Living Benefit 10
18 to 65
$25,000 to $2,000,000
Return of Premium on Death
Waiver of Premium Benefit
Living Benefit 20
18 to 55
Living Benefit 75
Return of Premium on Surrender
Living Benefit 100
15 Pay-Living Benefit 100
$25,000 to $1,000,000

16. We’re here to help. Give us a call!
Paul Morra
Senior Business Development Manager
(647)

17. Saving Time and Money! A Win Win
December 2014