Who says good things always
come in small packages?
There’s nothing small about Manulife’s
sales concept packages.
They’re full of materials that make it easy to develop
insurance solutions that meet the complex needs of your
affluent and business clients.
Manulife’s Tax & Estate Planning Group
listened when you said we should
“package” our sales concepts. As a result,
we’ve taken a packaged approach to our
newest concept – Estate Preservation.
The enclosed package contains
information and tools to help you
Introducing Estate
Preservation
New on
Diamond
View
Final expenses can significantly reduce the size of your client’s
estate. This new sales tool shows how life insurance can offset
expenses like taxes, probate fees, debt repayment, administration
expenses and funeral costs. With Estate Preservation, you can help
your clients protect the legacy they want to leave behind.
market this effective new estate
planning concept.
If you’re familiar with our insurance sales concepts, you’ll notice
some new items in the enclosed Estate Preservation package.
Soon, we will be adding similar items to our other sales concepts
packages.
Estate Preservation includes:
• Client profile – helps you identify ideal candidates for
this planning opportunity
• Client flyers – these pre-approach concept flyers are
designed to pique your client’s interest
• Tax Topics – nine different Tax Topics that discuss the
risks and benefits of estate planning are available on
DiamondView and Repsource
• Fact Finder – helps you gather the information you need
to create an Estate Preservation illustration
• Concept illustration on DiamondView – numerical
analysis that illustrates the benefits of the concept,
customized to your client’s situation.
Where to find Estate Preservation
materials and software
• This entire sales concept package is available on the logged in
view of Repsource at Insurance>Sales Concepts.
• The support materials and the software you need to illustrate
Estate Preservation can now be found on DiamondView,
Manulife’s illustration software.
• Printed full-colour versions of the client flyers can be ordered
from your usual supply source.
Deliver sophisticated insurance solutions
with other great sales concepts!
Each of the sales concepts developed by Manulife’s Tax & Estate Planning Group addresses a specific
planning issue. They illustrate the benefits of how life insurance can be used to solve your clients’
complex estate planning needs. And each sales concept package provides you with the information,
tools and resources you need to successfully find solutions for your client’s unique situation.
Here’s a brief description of Manulife’s other sales concepts and the
insurance solutions they provide.
Buy-Sell
funds from a tax-exposed investment vehicle into a tax-
The Buy-Sell sales concept package provides the tools
exempt life insurance policy. Numerical analysis and
you need to analyze the consequences of a
supporting technical material will help your clients and
shareholder's death. It takes the current ownership
their professional advisors understand the benefits of
structure of the business into account and considers
this strategy, such as tax minimization and estate
various methods of structuring buy-sell arrangements
maximization.
using life insurance.
Corporate Estate Bond
Cost Compare
The Corporate Estate Bond sales concept compares the
The Cost Compare sales concept provides numerical
values of a tax-exempt life insurance policy to tax-
analysis that compares the use of life insurance to fund
exposed corporate investment dollars. Numerical
a need for capital at death to other alternatives.
analysis and supporting technical material will help your
client and their professional advisors understand the
Split Dollar
benefits of this strategy.
A Split Dollar arrangement is one in which two or more
parties formalize an agreement to share the costs and
Insured Retirement Program
benefits of an exempt life insurance policy. This sales
The Insured Retirement Program (IRP) is a leveraging
concept provides tools to understand the risks and
concept that involves maximizing the tax-deferred
benefits of such arrangements, illustrates various
accumulation of funds within an exempt life insurance
methods of allocation and shows how to implement the
policy to provide access to the accumulated funds
best solution for your client.
through a tax-free bank loan.
Estate Bond
Corporate Insured Retirement Program
The Estate Bond sales concept is an estate maximization
The Corporate Insured Retirement Program uses the
strategy for protecting funds your client has earmarked
accumulating value of an exempt life insurance policy to
for the next generation. It does this by transferring the
provide cash flow in the future by serving as collateral
for a bank loan.
Manulife’s sales concepts packages …
a variety of customized insurance solutions
for your clients’ unique financial needs
Insured Annuity
on
DiamondView!
The Insured Annuity sales concept involves an annuity and a life
The table on the next page shows the
insurance policy that, when purchased together, may result in
support materials that are available for
improved cash flow to your client, while preserving the value of his or
each of Manulife’s sales concepts. In
her estate. This concept provides marketing and technical materials,
response to your needs, we will
as well as numerical analysis to illustrate the benefits of this strategy to
continue to develop new items for our
your clients and their professional advisors.
sales concept packages … look for
these items in future releases:
Corporate Insured Annuity
on
DiamondView!
• Client profile – helps you quickly
The Corporate Insured Annuity sales concept uses liquid investments
identify ideal candidates for a
within your client’s company to purchase a non-prescribed annuity
particular sales concept
contract and an exempt life insurance policy. The annuity generates a
payment stream that covers the life insurance premiums and the tax
on the annuity. The remaining amount is used to supplement your
client’s income. When your client dies, the life insurance proceeds pay
for a gift to his or her heirs or favourite charity.
Buy Term, Invest the Difference
The Buy Term, Invest the Difference sales concept (Personal and
Corporate) compares the values of a permanent life insurance policy to
the combined values of a term insurance policy and an alternative
investment.
• Concept description – this new
page, produced with the illustration,
provides a pictorial summary of the
flow of funds and the concepts’
benefits
• Fact Finder – a form that helps you
gather the information you need to
create a customized illustration for
your client
Sales concepts at a glance
Sales
Concept
Client
Profile
Client Flyer
Fact
Finder
Numerical
Analysis
(illustration)
Client
Slideshow
✔
✔
✔
✔
✔
✔
✔
✔
✔
Cost Compare
✔
✔
Split Dollar
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
✔
Buy-Sell
Concept
Description
Advisor
Guide
Client
Guide
Tax
Topic
(MK1104 –
InnoVision)
(MK1105 –
Family Term)
Estate
Preservation
✔
✔
(MK0917–
Capital Gains)
(MK1340 –
Charitable giving)
(MK1341 –
RRSP/RRIF)
✔
Estate Bond –
Personal
(MK1153)
Estate Bond –
Corporate
(MK0918)
✔
✔
IRP – Personal
(MK1298)
✔
IRP – Corporate
(MK1299)
Insured Annuity –
Personal
✔
✔
✔
✔
✔
✔
✔
✔
(MK1561)
on
DiamondView!
Insured Annuity –
Corporate
✔
✔
✔
✔
(MK1517)
on
DiamondView!
Buy Term
Invest the
Difference
✔
Manulife’s sales concepts validate
your clients’ trust in you
Manulife’s sales concept packages give you an edge with your affluent and
business clients and their professional advisors. They contain the tools and support
materials you need to effectively solve for very diverse and complex needs.
They demonstrate to your clients that your approach to meeting their needs is
professional and sophisticated, and they help validate that your clients made the
right choice when they put their trust in you.
Why not start taking advantage of these great sales
opportunities today?
For more information about Manulife’s sales concept packages, log in to Repsource
and go to Insurance>Sales Concepts.
Manulife Financial is a leading Canadian-based financial services group operating in 15 countries
and territories worldwide. Through its extensive network of employees, agents and distribution
partners, Manulife Financial offers clients a diverse range of financial protection products and
wealth management services.
Manulife Financial Corporation trades as ‘MFC’ on the TSX, NYSE and PSE, and under ‘0945’ on
the SEHK. Manulife Financial can be found on the Internet at www.manulife.com.
Manulife Financial and the block design are registered service marks and trademarks of The
Manufacturers Life Insurance Company and are used by it and its affiliates including Manulife
Financial Corporation.