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

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

$50$100$150$200$250$300 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 $250,000 JFTD (term 20) $75,000 Life 1 (term 10) $75,000 Life 1 (CI 10) $25,000 Child rider with payor on disability on Life 2 $75,000 Life 2 (CI 10) SAVINGS: $25,000 Life 1 (Level) $75,000 Life 2 (term 10) $25,000 Life 2 (Level) $350 $400

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

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

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

Target Market Lowest cost “Level Deposit” or “premium” need Sweet spots of age 46-50s for T20 and 66-70s for T10 Case Study Mary, aged 70 needs a fixed income solution Traditional insured annuity with minimum funded UL Trilogy Plus with T10 COI has 32% lower level deposit than level COI alternative Sales idea #2 Trilogy with Term Advantages

Trilogy with Term Advantages Level Premium

Trilogy with Term Advantages Level T10 for life

Trilogy with Term Advantages Illustration summary

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 Trilogy with Term Advantages

Sales idea #3 UL Solution to Temporary Needs Target Market Quitting smoking Losing weight Age just below “sweet spot” for T10 & T20 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: T20 Level

UL Solution to Temp needs: ART 100

UL Solution to Temp needs: T20 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, pay PUA

Power of Maximing Par: $100, pay Extender

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

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 Sales idea #5 Quick Deposit Legacy Building Strategy

Step 1: Choosing Maximizer

Step 2: Choosing Base Coverage

Step 2: ART Single Pay

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 Quick Deposit Legacy Building Strategy

37 1. Fast & Full Life App. Overview

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

Empirelife.ca new website

Empirelife.ca: Find an advisor

Empirelife.ca: Quote and Buy

Empirelife.ca: About Life Insurance

Claudio Viola: Take the Empire Life challenge!! Contact info:

® Registered trademark of The Empire Life Insurance Company. Policies are issued by The Empire Life Insurance Company. 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.