STRATEGIES TO GROW YOUR LIFE BUSINESS Claudio Viola

STRATEGIES TO GROW YOUR LIFE BUSINESS Claudio Viola, CFP, CLU, CH. F. C. , B. A. S. Account Executive, Retail Insurance Distribution ® Registered trademark of The Empire Life Insurance Company. Policies are issued by The Empire Life Insurance Company.

The ‘Right’ Solution? ? 1. Affordability 2. Covering needs 3. Client Focused 4. Cost vs Value

Empire’s All-Star Sales Ideas • Bundling within One Policy • Trilogy with Term Advantages • UL Solution to Temporary Needs • Power of Maximizing Par • Quick Deposit Legacy Building Strategy

Sales idea #1 Bundling within One Policy Target Market • Ideal for family needs • Multiple needs and limited budget Case Study • Couple, both aged 38 with a young family • Need insurance for mortgage: $250, 000 • Would like some permanent coverage: $100, 000 • Critical illness coverage: $75, 000 • And a child life rider: $25, 000

Bundling within One Policy Target Market • • Ideal for family needs Multiple needs and limited budget Case Study • • • Couple, both aged 38 with a young family Need insurance for mortgage; Would like some permanent coverage; Critical illness coverage; And a child life rider SAVINGS: $400 $50 $300 $250 $200 $150 $100 $350 $250, 000 JFTD (term $75, 000 Life 1 (ter 10) $25, 000 Life 1 (Lev $75, 000 Life 2 (ter 10) $25, 000 Life 2 (Lev $75, 000 Life 1 (CI 10) $75, 000 Life 2 (CI $25, 000 Child rider with payor on disability on Life

Solution 10 Empire Life Up to 85 coverage stops INSURANCE COST The Competition 46 56 66 76 AGE 86 Paid-up at age 100 coverage continues 100+

INSURANCE COST Solution 20 The Competition Empire Life Up to 85 coverage stops 46 66 Paid-up at age 100 coverage continues 86 AGE 100+

Step 1: JFTD Mortgage coverage

Step 2: Life 1 individual coverage

Step 3: Child Rider

Life 1 Summary

Life 2 Summary

Bundling within One Policy Key Benefits • Great flexibility in coverage options • Bundling coverage: multiple riders save multiple policy fees • Cover all risks still considering the family’s budget • Conversions options into permanent products • Underwriting for amounts up to $300, 000 with just non-medical

Sales idea #2 Trilogy with Term Advantages Target Market • Lowest cost “Level Deposit” or “premium” need • Sweet spots of age 46 -50 s for T 20 and 66 -70 s for T 10 Case Study • Mary, aged 70 needs a fixed income solution • Traditional insured annuity with minimum funded UL • Trilogy Plus with T 10 COI has 32% lower level deposit than level COI alternative

Trilogy with Term Advantages Level Premium

Trilogy with Term Advantages Level T 10 for life

Trilogy with Term Advantages Illustration summary

Trilogy with Term Advantages Key Benefits • Lower cost level deposit insurance solution • Builds cash value in the early years • Potential to reduce premiums if interest rates rise • COI structures inside UL unique to Empire Life

Sales idea #3 UL Solution to Temporary Needs Target Market • Quitting smoking • Losing weight • Age just below “sweet spot” for T 10 & T 20 COI level deposit strategy • Small business start-up with low cash flow Case Study • John, age 55 has a $200, 000 permanent insurance need and is just quitting smoking • First two years’ premium will be 86% less expensive than a level cost solution

UL Solution to Temp needs: T 20 Level

UL Solution to Temp needs: ART 100

UL Solution to Temp needs: T 20 LEVEL

UL Solution to Temporary Needs Key Benefits • Lower premiums • Preservation of insurability • Covering the risk • Flexibility to switch between COI structures at any time

Sales idea #4 Power of Maximizing Par Target Market • Clients looking for a low cost permanent insurance solution for estate protection • Effective at a broad range of ages

Power of Maximing Par: $100, 000 PUA

Power of Maximing Par: UL min pay

Power of Maximing Par: Optimax Extender

Power of Maximing Par: $100, 000 20 pay PUA

Power of Maximing Par: $100, 000 20 pay Extender

Power of Maximizing Par Key Benefits • Lifetime guarantee of extender coverage • Paid up Values • Cash values starting as early as year one

Sales idea #5 Quick Deposit Legacy Building Strategy Target Market • Individual/couples typically 60 or older • Capital not required to generate income for lifestyle • Desire to leave a legacy: family/philanthropy Case Study • Sarah is a 65 year old grandmother wanting to leave an inheritance for her grandchildren • She has earmarked $100, 000 for this gift and is shown how to structure a $225, 000 life insurance policy

Step 1: Choosing Maximizer

Step 2: Choosing Base Coverage

Step 2: ART Single Pay

Quick Deposit Legacy Building Strategy Key Benefits • Create larger legacy than with alternate • • • investments Guaranteed solution and values Very competitive COI alternative Large early exempt room Compare to 2. 5%-3. 0%-3. 5 fixed income alternatives Effectiveness magnified in corporations for small business owners using corporate tax advantages

1. Fast & Full Life App. Overview 37

What is the Fast & Full™ Life App? web-based tool • Fast-tracks the • A Life Insurance application and approval process. • Allows advisors to get quotes in seconds • Complete applications in as little as 15 minutes with Full

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Contact info: Claudio Viola: 647 -466 -7694 Claudio. viola@empire. ca Take the Empire Life challenge!!

STRATEGIES TO GROW YOUR LIFE BUSINESS Questions? The information in this presentation is for general information purposes only and is not to be construed as providing legal, tax, financial or professional advice. The Empire Life Insurance Company assumes no responsibility for any reliance made on or misuse or omissions of the information contained in this presentation. Please seek professional advice before making any decision. ® Registered trademark of The Empire Life Insurance Company. Policies are issued by The Empire Life Insurance Company.