Forward to the Basics

1. Forward to the Basics Achieving Sales Productivity in Today’s Marketplace

2. The Problem

3. Selling in the Family Market We have developed a simple selling system for those of you who concentrate on the family market. The new system eliminates the need for a computer and product illustration at point of sale, although we will continue to require a signed illustration before the case can be regarded as fully settled. We do not require an illustration for a term-only policy.

4. Components of the Selling System A customizable point of sale PowerPoint presentation which leads to a Family Security Analysis. This full colour message can be presented using a laptop but we anticipate that most often it will be printed and included in some form of presentation binder for your use. A Family Security Analysis worksheet. This sheet can be pre-printed and used as a “fill in the blanks” worksheet, or simply be used as a guide with you making your calculations on a separate piece of paper. It is based on the traditional Capital Needs Analysis method. A PDF based Rate Manual with specific sections reflecting the different provincial premium tax rates. A printed copy of the manual is to be provided to you.

5. Steps to Making a Sale • You secure an appointment with a prospect in your normal fashion. • During the interview, the sales presentation is used to build the need for life insurance. • The Family Security Analysis worksheet is used to quantify the need. • An approximate premium commitment is obtained and an appropriate product mix is selected. • An application is taken as well as a cheque for the first premium, if appropriate. Normal underwriting evidence rules apply. • Back at the office, an illustration is prepared to accompany the application when it is sent to H.O. A return visit does not have to be made to the client because this illustration does not have to be signed. • When the policy is issued and sent to you for delivery, a signed illustration will be noted as an outstanding delivery requirement, except for term-only policies. • The Delivery Receipt and the signed illustration will have to be submitted to H.O. in order to settle the policy and release the compensation.

6. Global Insurance Solutions Committed to providing you and your family financial peace of mind.

7. Who we are… • Global Educational Marketing Corporation was founded in 1997 as the manufacturer and distributor of the Global Educational Trust Plan, Canada’s unique and flexible Registered Education Savings Plan (RESP) • Global Insurance Solutions is our financial services subsidiary offering financial and estate planning advice and access to a wide range of insurance product solutions. • Sound advice and sound solutions allow us to meet our commitment to provide you and your family financial peace of mind. • Please visit us at www.gisi.ca

8. Step 1 Establish Financial Objectives Step 5 Monitor the Plan & Make Changes as Necessary Step 2 Gather, Process & Analyze Relevant Information The process of examining your own financial & personal situation, defining realistic short-term & long-term financial objectives & developing & implementing strategies for reaching those objectives Step 4 Implement the Plan Step 3 Develop a Financial Plan The Financial Planning Process at Global Committed to providing you and your family financial peace of mind.

9. How Important is Your Income? • Your ability to earn an income is your primary financial contribution to your family. • Your income secures a comfortable standard of living for them today and for you tomorrow. • Premature death, disability and old age will destroy your earning power. • When you cannot go to work, you must have a sufficient fund of dollars to put to work to replace your income.

10. What Would Happen to Your Family if You Died? • How will you guarantee them food, clothing and shelter? • What about the mortgage or rent payments? • How will they pay for last expenses and fees? • What about your outstanding debts and liabilities? • How will you guarantee your children’s future through a good education? • How long could your family survive without the bills paid and a regular and guaranteed source of income?

11. Family Security Analysis • When an income provider dies, his/her family faces two important money needs: • Immediate Cash • Continuing Income • Your confidential Family Security Analysis will help you measure the gaps between your family’s needs and currently available resources.

12. Family Security Analysis Cash Required (1) Last Expenses $ ___________ Debt ___________ Mortgage ___________ Education ___________ Other ___________ Total $_________ Cash Available (2) Savings $ ___________ Investments ___________ Personal Insurance ___________ Group Insurance ___________ Government Plans ___________ Total $_________ Cash Surplus (3) or Deficit (4) $_________ (1) - (2) = (3) or (4) Income Required (5) $ __________ Income Sources Invested Surplus (3) x __% __________ Survivor’s Employment Income __________ Government Plans __________ Other __________ Total (6) $ __________ Income Deficit (7) $ __________ (5) - (6) = (7) Capital Required (a) $ __________ (7) divided by __% Total Insurance Required $ __________ Deficit (4) + Capital (a)

13. Unplanned Choices for the Non-Insured • Your family could re-mortgage or move. • They could collapse their savings program. • You could deny your children an education. • They could rely on family, charity or welfare. • They might borrow money if they could find a willing lender. • They could drastically reduce their standard of living. Is this what you would want for them?

14. The Insured Solution • Pays a tax free lump sum amount to your family at their worst moment of crisis. • You create needed dollars tomorrow for only pennies today. • Your family can choose where to direct the money: • Pay off the immediate bills • Eliminate the mortgage • Invest for a continuing source of income • Put aside for the children’s education Provide your family financial peace of mind

15. Build Your Own Program • Option A – Term Insurance Coverage • Low initial cost • Face amount paid at death • Rates increase over time • Future conversion to Option B available • Option B – Permanent Insurance Coverage • Level premiums for life • Built-in flexibility at several levels • Face amount paid at death • Grows cash values for your future security • Option C – Combination Coverage • Combine Options A & B to create your own unique program to suit your budget and family needs

16. Let’s See if you Can Qualify Today • The best time to apply for insurance is now, while you are young and healthy. • Life insurance is like a parachute – when you really need it, you can’t get it! • A small deposit with your application can start your coverage immediately, subject to certain restrictions. • If you cannot qualify, your deposit will be returned in full. • If you do qualify, you will have a 10 day period to examine the policy and return it with no questions asked if you change your mind. Is there any reason why you shouldn't take action today?

17. Our Strategic Insurance Partner • A leader in the life insurance business in Canada since 1899 • Licensed in all Canadian provinces and territories • National Life has an A (Excellent) rating from AM Best Company • It was first rated in 1992 and has maintained this rating every year since • A member of the Industrial-Alliance Group of Companies, one of Canada’s top life insurance providers • A member of The Canadian Life and Health Insurance Compensation Corporation (CompCorp)

19. Global Insurance Solutions Committed to providing you and your family financial peace of mind.

20. Who we are… • Global Educational Marketing Corporation was founded in 1997 as the manufacturer and distributor of the Global Educational Trust Plan, Canada’s unique and flexible Registered Education Savings Plan (RESP) • Global Insurance Solutions is our financial services subsidiary offering financial and estate planning advice and access to a wide range of insurance product solutions. • Sound advice and sound solutions allow us to meet our commitment to provide you and your family financial peace of mind. • Please visit us at www.gisi.ca

21. Step 1 Establish Financial Objectives Step 5 Monitor the Plan & Make Changes as Necessary Step 2 Gather, Process & Analyze Relevant Information The process of examining your own financial & personal situation, defining realistic short-term & long-term financial objectives & developing & implementing strategies for reaching those objectives Step 4 Implement the Plan Step 3 Develop a Financial Plan The Financial Planning Process at Global Committed to providing you and your family financial peace of mind.

22. How Important is Your Income? • Your ability to earn an income is your primary financial contribution to your family. • Your income secures a comfortable standard of living for today and for tomorrow. • A critical illness can destroy not only your health but also your financial well-being. • When you cannot go to work, you must have a sufficient fund of dollars to put to work to replace your income and to finance your recovery.

23. The Odds of Suffering & Surviving a Critical Illness are High • 1 in 2 men and 1 in 3 women under 40 will develop heart disease in their lifetime • Over 80% will survive (Heart & Stroke Foundation) • 1 in 4 Canadians now suffer from stroke related illnesses • 75% survive the initial event (Heart & Stroke Foundation) • 1 in 3 Canadian cancer cases occur under age 60 • 72% of males & 77% of females survive (National Cancer Institute of Canada) • 50,000 Canadians suffer from multiple sclerosis • Most are young people (MS Society of Canada)

24. What would the following expenses do to your quality of life & standard of living? • Lost income • Ongoing debt load which must serviced • Experimental or other than normal medical treatments • Treatment and prescription drug co-payments and deductibles • Child care during doctor visits and recovery • Transportation and lodging during treatment • Short-term home health care • Home renovations for medical purposes

25. Critical Illness Analysis • When an income provider suffers a critical illness, he/she faces two important money needs: Immediate Cash Continuing Income • Your confidential Critical IllnessAnalysis will help you measure the gaps between your needs and currently available resources.

26. you can see what an actual eCI plan looks like for you. Bridging the gap between life & disabilty insurance

27. Unplanned Choices for the Non-Insured • You could re-mortgage or move. • You could collapse your RRSP program. • You could deny your children an education. • You could rely on family, charity or welfare. • You might borrow money if you can find a willing lender. • You could drastically reduce your standard of living. • You could forego a potential cure. Is this what you would want?

28. The Insured Solution • Cash at diagnosis, paid in a lump sum • Eliminate debts • Pay for expensive alternative care • Financial freedom and flexibility • Supplement lost income • An ability to plan for the unexpected • Money when you need it most • Immediate benefit payment to guarantee a better quality of life

29. Build Your Own Program • Plan Types Available • 10 year term protection • Term protection to age 75 • Term protection to age 75 with return of premium • Coverage Amounts • $50,000 to $2,000,000 • Optional Benefits • Children’s Critical Illness Benefit • Waiver of Premium on Total Disability • Automatically Included Benefits • 21 covered illnesses • Death benefit • Best Doctors Services • Conversion from T10 to T75 coverage

30. Let’s See if you Can Qualify Today • The best time to apply for Critical Illness insurance is now, while you are young and healthy. • Insurance is like a parachute – when you really need it, you can’t get it! • A small deposit with your application can start your coverage immediately, subject to certain restrictions. • If you cannot qualify, your deposit will be returned in full. • If you do qualify, you will have a 10 day period to examine the policy and return it with no questions asked if you change your mind. Is there any reason why you shouldn't take action today?

31. Our Strategic Insurance Partner • A leader in the life insurance business in Canada since 1899 • Licensed in all Canadian provinces and territories • National Life has an A (Excellent) rating from AM Best Company • It was first rated in 1992 and has maintained this rating every year since • A member of the Industrial-Alliance Group of Companies, one of Canada’s top life insurance providers • A member of The Canadian Life and Health Insurance Compensation Corporation (CompCorp)

33. The Problem

34. The Solution

35. Forward to the Basics Achieving Sales Productivity in Today’s Marketplace