1. Let’s talk about… What’s new for you at ivari
The Institute: IAS ; 1 CE; Expiry 09/16/2015
AIC: 31450; 1 Life; No Expiry
ICM: 20634; 1.25 Life; Expiry 30/06/2015
Handout will cover day-to-day requirements and processes. This presentation is to address the exceptions – the why’s and how’s of problem claims.

3. Let’s talk about…Opportunities
Your clients are going to want to know about…
Term 30 – Not new,
but a hidden gem! 1
Critical Illness Protection offer 2
Combined Banding 3
Our new consumer tools 4

4. TERMSelect30 with SelectOPTIONS
TERMSelect30 offers an affordable, valuable and adaptable solution
Provides 30 years of affordable term coverage for: %
Mortgage Protection
Debt Protection
Income Protection
Flexibility
TERMSelect30 offers an affordable, valuable and adaptable solution.
Provides 30 years of affordable term coverage for mortgage, debt and income protection with unique flexibility.
Allows coverage to change with the client’s needs.
BUILT-IN SelectOPTIONS allow coverage to change with the
client’s needs
Available between the 16th and 20th policy years

5. SelectOptions SelectVALUE Select30 SelectLIFE
Available in years 16 – 20
Cash surrender value
Available on either surrender or conversion*
Available in years 16 – 20
Reduced paid-up coverage to year 30
Available in years 16 – 20
Reduced paid-up coverage for life
*Subject to taxation

6. They say... Not true! T30 guarantees future coverage
There are no guarantees in life
Not true!
T30 guarantees future coverage
They say there are no guarantees in life but unlike T10 and T20 where renewals only go to age 80, Transamerica’s T30 offers guaranteed coverage for life. [click]

7. T30…guarantees future coverage
Don’t let life get in the way of a child’s future insurability due to:
Highway traffic violations…
Smoking…
Sky-diving or risky sports…
Alcohol consumption…
Car racing…
Mountain climbing…
On screen we see some of the topics discussed in an insurance questionnaire.
Even with great health, the guaranteed coverage offered to a T30 policyholder, saves the insured child from having to answer insurance health and lifestyle questions in 30 years, at age 30 or 31 or 32…
Using the conversion feature, T30 can give a child access to competitive market rates without completing an insurance questionnaire.
What’s more, since the child is issued as a non-smoker, they can convert as a non-smoker.
And, Transamerica is the only major insurer offering T30 to children at non-smoker rates. [click]
Additional presenter notes
Other insurers (at April 28, 2014):
Insurer Minimum Issue Age T10T20T30 Differentiated Rates (ie. SM/NS) from age
BMO 18 YYY 18
Canada 15 YYN 18
Desjardins 18 YYY 18
Empire 18 YYN 18
Equitable 18 YYN* 18
IA 0 YYY 15
Manulife 18 YYN 18
RBC 18 YYN 18
Sun 18 YYN 18
*Equitable introduced a T30/65 on March 26, Premiums are paid to the later of age 65 or year 30. T30/65 is convertible but not renewable.
Scuba diving…

8. T30…guarantees future coverage
Good to know…
An insured child with T30 coverage can benefit from the following when it is time to convert:
Will not have to answer insurance questions over the next 30 years
Will have access to then-current market rates
Can convert as a non-smoker – ONLY with ivari!
To recap the benefits of purchasing a T30 coverage on a child’s life, this means that at any time in the next 30 years, the insured child can access a permanent life product at market rates without underwriting.
Additionally, since Transamerica insures children at non-smoker rates, the child can convert at non-smoker rates at any time in the next 30 years. [click]

9. T30 SelectLife option
In the first 20 years, a male, non-smoker age 30 would have paid $59.40 monthly for $500,000 of coverage 1
Present valued at 3% to time 0, that’s $10,776 in premiums 2
The SelectLife option, selected in year 20, will provide $30,000 in coverage, with no additional premiums, for life 3

10. How would your client like paid-up coverage?
T30 can be viewed as a partial return of premium on death 1
Take advantage of the SelectLife reduced sum insured option at any time between years 16 and 20 2
An alternative to the Select30 is the SelectLife option. Like Select30, SelectLife reduced sum insured amounts increase from years 16 through to 20 and cannot be selected after year 20.
One way some advisors and clients think of this Select Option is as a partial return of premium.
Select Options increase from years 16 to 20, with the highest value being offered in year 20.
If a client takes the SelectLife option in years 16 to 20, their sum insured will decrease. However, the premiums will actually increase as the client’s coverage is being extended past year 30 but there is no cost to the client.
Let’s look at the value of the SelectLife option. [click]
After the Option is exercised, the client pays no premiums for the rest of their life 3

11. T30 offers combined banding
The ivari difference
Only available from ivari and one other carrier 1
Saves the client at least the policy fee on each rider 2
From SelectOptions, we will now move to combined banding.
This may be a familiar story for many, but it’s important to appreciate how unique it is. The only major competitor offering combined banding is RBC.
Clients won’t just save the policy fee, they may also save on their cost of insurance. [click]
Additional presenter notes
Manulife, Sun, Empire, Equitable, BMO, Desjardins, IA, Canada do not offer combined banding.
Can save them more down the road 3

12. T30 layering…offers combined banding
COI Rates
Face Bands
Term Band
From To 1
50,000
99,999 2
100,000
249,999 3
250,000
499,999 4
500,000
999,999 5
1,000,000
2,499,999 6
2,500,000 +
The slide shows us the cost of insurance bands for TermSelect.
Combined banding applies to combinations of term, UL or term-and-UL coverages for single life coverages on the same life.
At a minimum the client saves the policy fee on each rider. For a monthly-paid layered term policy, that’s a saving of $4.50 a month for each rider.
Let’s consider two examples of combined banding with T10, T20 and T30 coverages. In the first example, only the T10 and T20 coverages will benefit by having their bands changed. In the second example, all coverages will have COI reductions as their bands will move up. [click]

13. T30 layering…offers combined banding
Standalone
Combined Banding (Layered)
Monthly Saving from Layering
Band 4
Band 3
Band 2
$500K
$250K
$200K
T30
T20
T10
T30 Base
T20 Rider
T10 Rider
MNS 30
59.40
22.05
17.82
16.65
8.46
14.76
MNS 35
75.15
25.20
18.18
17.78
17.14
MNS 40
112.95
33.75
21.78
26.10
11.70
17.73
The table shows monthly premiums for a life purchasing T10 [click], T20 [click] and T30 [click] single-life coverages. Three examples are shown for ages 30, 35 and 40 [click] assuming a male, non-smoker. There is only one life per policy.
For the standalone, the cost of insurance band for each coverage is based on the face amount for that policy. This means that the T10 coverage [click] is being charged at a band 2 COI rate, the T20 coverage [click] is being charged at band 3 COI rate and the T30 coverage [click] is being charged at a band 4 COI rate. [click]
For the layered policy with combined banding, the cost of insurance band for each coverage is based on the face amount for the whole policy.
The total face amount for the layered policy in the example is $950,000. This is a band 4 face amount, so this means that the T10 and T20 coverages are treated as band 4. [click]
We see that there are savings for the T10 [click] and T20 [click] layered coverages. [click] Part of the savings comes from the policy fee and part is due to combined banding. Each rider coverage saves $4.50 a month by not having a policy fee so for our policy with 2 riders, $9 in savings is due to the policy fee.
For older clients who are paying higher COI rates, the savings will be greater.
Notice also that the savings from combined banding almost cover the cost of the T10 standalone. [click] [click]
Additional presenter notes
The MNS 30 saves $14.76: $9 from the policy fee and $5.76 from combined banding.
The MNS 35 saves $17.14: $9 from the policy fee and $8.14 from combined banding.
The MNS 40 saves $17.73: $9 from the policy fee and $8.73 from combined banding.
The MNS 30 saves $ annually.
The MNS 35 saves $ annually.
The MNS 40 saves $ annually.
In the layered scenario, the policy fee is applied to the T30 base coverage.

14. T30 layering…offers combined banding
Standalone
Combined Banding (Layered)
Monthly Saving from Layering
Band 4
Band 3
Band 2
Band 5
$550K
$250K
$200K
T30
T20
T10
T30 Base
T20 Rider
T10 Rider
MNS 30
64.89
22.05
17.82
63.41
15.98
8.28
17.09
MNS 35
82.22
25.20
18.18
80.73
17.55
8.10
19.22
MNS 40
123.80
33.75
21.78
122.31
25.65
10.98
20.39
We will consider one more example where even the T30’s band is increased.
The T10 [click] and T20 [click] face amounts in this example remain the same as for the previous example.
The T30 [click] face amount is $50,000 higher, at $550,000. [click] That brings the total policy face for this example to $1million and this brings the layered policy up to band 5. [click]
As expected, we see savings for all three layered coverages. [click]
Again, $9 of the “monthly savings from layering” is due to the policy fee savings on the T10 and T20 riders.
Based on the amount saved, we might say that the MNS 35 and 40 are getting their T10 coverage for free, compared with buying 3 standalone policies. [click]
Additional presenter notes
The MNS 30 saves $17.09: $9 from the policy fee and $8.09 from combined banding.
The MNS 35 saves $19.22: $9 from the policy fee and $10.22 from combined banding.
The MNS 40 saves $20.39: $9 from the policy fee and $11.39 from combined banding.
The MNS 30 saves $ annually.
The MNS 35 saves $ annually.
The MNS 40 saves $ annually.
In the layered scenario, the policy fee is applied to the T30 base coverage.

15. Our Critical Illness Protection Offer
Clients who qualify for non-smoking Preferred or Elite class:
Automatically qualify for Critical Illness (CI) Protection
Will be presented with a pre- approved offer for CI from ivari when their life policy is delivered*
*Available to clients age Other program rules may apply.

16. Our Critical Illness Protection offer
Features of this offer include:
No new underwriting questions
No further evidence of insurability required
Your client can choose a benefit amount between the plan minimum and the offered amount 16
For Advisor use only

17. Let’s talk about…Our new consumer tools
My Insurance View calculator
ivari Financial Challenge quiz
ivari Wellness quiz

18. Let’s talk about…helping your clients understand the need for insurance

19. Let’s talk about…how much your clients know about securing their financial future

20. Let’s talk about…how healthy are your clients?

21. Let’s get social! Where your clients are talking about their life
Social media is:
Where your clients are talking about their life
The best place to start the conversation about the need for life insurance
Where they find information before purchasing products and services

22. Let’s talk about… traditional advertising vs. social media
Traditional consumer and trade advertising:
Has a high price tag
Is very “one-way”
Does not allow much flexibility to adapt messages to topical items or world events
Doesn’t include the advisor

23. Let’s talk about…traditional advertising vs. social media
Is all about building relationships and establishing centers of influence
Allows us to create content that is helpful and considered valuable
Will help us overcome two of the main objections to buying life insurance
“I don’t know how much I need”
“I don’t know how to get it”

24. The most used Social Media platforms
Financial professionals and companies vary in their use of social networking tools: 1
more than 40% 2
more than 29% 3
under 29%
#FunFact - LinkedIn is preferred by companies over other social networking tools, whereas financial professionals tend to use all three
LIMRA Report – Technology Leaders Data

25. World’s 3rd largest country
Facebook
If Facebook were a country it would be the
World’s 3rd largest country
(after China and India)
And 2x the size of the U.S. population
Facebook =

26. Tricks of the trade
Creating an effective LinkedIn Profile
Start with a professional photo – think relaxed but still professional and remember to smile!
Fill out the “summary” field with 5–6 of your biggest achievements
Add images or documents to your experience – this is a great way to create a visual portfolio
Fill out as much of your profile as possible
Keep your work history relevant and current
Ask for recommendations and endorsements
Use status updates to share industry-relevant content

27. Always remember to…. Keep your profiles updated
Keep your content relevant and consistent
Engage your followers by sharing items of interest in your own life
Make sure you’re familiar with legal and compliance requirements. Your regional Sales Director is an excellent resource for information and guidance
Make yourself known and available to your audience (i.e. provide a phone number and contact information)
When handling feedback:
Be transparent
Respond openly and honestly
Be thoughtful and tactful

28. Tools and campaigns to get you started on social media!

29. Ready to be “Social-ized”?
Our social networking tools can help clients understand the value of a personalized insurance solution
Connect with your clients using ivari’s:
Interactive tools and quizzes
Campaign articles and information
Social media messaging
templates
signatures

30. You don’t have to dive right in…
Just dip a toe in by:
Posting My Insurance View on your website
Including it in your signature
Posting it on your Facebook page
Asking current clients to share it with friends and family
Tweeting about it

31. Social Media Share
Whether you’re social media savvy or you need help getting your tweets tweeted, the Social Media Share page from ivari can help. Here you’ll find campaign-specific, as well as general information tweets and Facebook posts to share with clients.

32. Ready to run a campaign?

33. Articles ready to share
Additional Social Shares

34. Let’s talk about…CE credits
Here are our new and interactive eLearning modules created just for you:
Let’s talk about….tapping into the middle market
Let’s talk about…new tax changes in 2017
Social media: Turning messages into meaningful relationships
Earning CE credits has never been more fun!
Visit the Learning Centre at to check them out!

35. Let’s connect! Twitter @ivari_canada Facebook @ivaricanada
Instagram @ivari_canada
Linkedin ivari Canada

36. Be a pro…win a Pro! Our national InsureApp contest
Be a pro…by using InsureApp from ivari. Get your business settled quicker, so you get paid sooner and your clients get protected faster!
Win a Pro…each time you submit an eligible InsureApp, you could win an iPad Pro!
Submit an eligible InsureApp between August 1st and October 31st, 2017 and you could be a winner!
For contest details, visit ivari.ca/insureapp
For full contest details, visit ivari.ca/insureapp

37. Questions?

38. Thank You!