1. Independent Thinking for Independent Advisors Make the MOST of your business with Manulife. Audience: Advisors Topic: Introducing MOST including why cross-sell. Author: Mike Steele

2. Independent Thinking for Independent Advisors Make the MOST of your business with Manulife.

3. Independent Thinking for Independent Advisors Are you leaving money on the table? Interested in increasing sales to your existing clients? We can help!

4. Independent Thinking for Independent Advisors And keep the banks at bay… It is generally accepted that having multiple products with a client increases your retention. Is another financial institution targeting your clients?

5. Independent Thinking for Independent Advisors Source: The New Rules of Marketing, Frederick Newell Banks have it figured out…sort of 3 Products/Services 18:1 4 or More Products/Services 100:1 Chequing Account 1:1 Savings Account 2:1 Chequing & Savings Accounts 10:1 Products / Services (client has with bank) Odds of Retaining Client

6. Independent Thinking for Independent Advisors Why Cross-Sell? Source: Harvard Business Review, October, 2002 Cutting customer defections by just 5% has the effect of boosting profits between 25% and 95%

7. Independent Thinking for Independent Advisors Survey says… 94% Believe it is critical to be able to cross-sell financial products to clients 21% Believe they are successful at it Source: Manulife Marketing Database & Taddingstone Group Gap of 73%

8. Independent Thinking for Independent Advisors Interested in generating $160,000? Year 1Year 5 Client Base500600 10% Fund Penetration5060 Total Clients with Funds50274 Avg. Asset Transfer per Client$25,000 Total Assets Transferred$1,250,000$1,500,000 New Sales per Client$7,500 Total New Sales$375,000$2,055,000 Total AUM$1,625,000$12,827,500 Trailing Commission 0.5%$8,125$64,137 Gross Commission on New Sales at 5%$18,750$102,750 Total Gross Commissions$26,875$166,887 Sell segregated funds to your clients

9. Independent Thinking for Independent Advisors Interested in making more? Assumptions: * $100/month term policy ** commissions rate of 40% and bonus of 110% of 40% for first year ** annual commissions of 5% from the second year onward for new policies Selling insurance your investment clients Year 1Year 5 Investment Client Base250350 10% Insurance Penetration2535 Total Clients with Insurance25149 New Sales per Client (Premiums)*$1,200 Total New Sales$30,000$42,000 Gross Commission Income (New Sales) **$25,200$35,280 Cumulative Gross Commission Income$25,200$42,120

10. Independent Thinking for Independent Advisors Introducing Manulife Opportunities Sales Tool Let us help you uncover cross sell opportunities within your Manulife book of business More money for you! Better service for your clients!

11. Independent Thinking for Independent Advisors You choose from our list of campaigns 1.Manulife One 3 Targeted campaigns 2.Access Line of Credit 3.Living Benefits 4 Targeted campaigns 4.Individual Health & Dental insurance 5. Wealth Management only Cross sell to insurance 6. Insurance only Cross sell to investments 7. Premier Accounts 8. Small NN accounts And more! or design your own campaign!

12. Independent Thinking for Independent Advisors We prepare a list of your clients You can either: Send a direct mail letter (we’ll provide the mail merge data), or Simply call for an appointment!

13. Independent Thinking for Independent Advisors How to get started… 1.Review the list of campaigns. 2.Pick one. 3.We’ll run the analysis and provide the client list. 4.Mail or phone your clients. 5.Make the appointments. 6.Provide the solution. 7.Make the sale!

14. Independent Thinking for Independent Advisors Questions?