1. Declined Cases: Finding Solutions Where There Were None Before Michael Suska, B.Sc. CFP CHS National Sales Director Individual Insurance Humania Assurance

2. Decline Rates Life Insurance: 5-8% (15-18%) Critical Illness and Disability Insurance: approaching 30% Unable to fulfill promise made to clients Not compensated for efforts as the advisor

3. Reasons for Declines Client’s health history Family history Build Risky employment Risky avocations and hobbies Drug use Driving record Bankruptcy Foreign travel

4. New Options Available Alternatives in the Canadian market Now offer Simplified Issue coverage: with higher face amounts with unique qualification processes covering risks not traditionally accepted expanding coverage to Life, DI and CI with no deferral periods using an internet based process for instant coverage ROP available on all products

5. Options Now Available Life insurance up to $300,000 Critical Illness insurance up to $100,000 Disability Insurance up to $2,500/month Term 10 and 20 available Life coverage issue age 18-60; coverage to age 70 CI and DI issue age 18-55; coverage to age 65

9. Deferral vs. Pre-Ex Deferred often covers only accidental death during the 1 st 24 months of the policy Pre-ex covers all claimable events not related to a pre-ex Example: client with a cancer history dies within first 24 months from heart attack Which pays? Deferred or Pre-ex based coverage?

10. Practice Development Taking steps to reduce loss of income and clients due to declines and uninsurablity will benefit your practice moving forward and help you recoup lost revenue from recent cases.

11. Implementing a Declined Case and Hard to Insure strategy will: Help fulfill promises to prospects and clients Improve revenue streams previously lost and not recoverable Make your practice more referable: – Going back to lost cases from the last 2 years – Becoming known as the one who can help when it appears nobody else can Practice Development

12. Next Steps Compile a list of all declines and heavily rated cases from the past 24 months – Use your MGA’s resources Review options using open eligibility and quoting process available online Contact lost clients to re-engage and reopen previously declined cases Implement new strategy with declined cases moving forward

13. Declined Cases: Finding Solutions Where There Were None Before Michael Suska, B.Sc. CFP CHS National Sales Director Individual Insurance Humania Assurance