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The Critical Path
The Canadian Institute of Financial Planners
June 15, 2010
Mark Halpern, CFP
My First Application was a Failure
It was me
My First Sale
My Wife Rhonda
My friend Paul44-year old accountant$200,000 benefitLost his mortgage instead of his house
My First Claim
The New Reality – Take Advantage Of It
Governments and healthcare systems cannot take care of us
People are living longer
Clients need our advice for living
No one is selling living benefits
The World Critical IllnessInsurance Conference
Victoria, BC2004
The Big Idea
CI: A Well Kept Secret
UntappedTapped
•10+ years in Canada
Source: Munich Re
Make More Money … Work Less
• Just one sale per month could earn you over $200,000 per year
Housekeeping Tips
Do what you love Commit to the business eg CFP Join the team eg CIFP, Advocis,
MDRT Get a coach
Start an e-Newsletter
Start Telemarketing
Develop a Brand
Develop a Website
Tell The StoryMark Halpern told me about Critical Illness insurance. I now have peace of mind. Mark crash-tested our lives so we are now financially protected no matter what happens. I have no hesitation in recommending Mark to protect you and your family. He is a real pro.
Gord StellickSports BroadcasterSportsNet and FAN590
Public Relations
National Post Financial Toronto StarToronto SunVancouver SunEdmonton JournalWinnipeg Free PressCanadian Living MagazineChatelaine MagazineGlobe & MailCHTV BNN Advisors EdgeInvestment ExecutiveDialogue MagazineMetro OttawaHalifax Daily NewsCalgary SunEdmonton SunMontreal GazetteVancouver Province CBC.ca
The High Cost of Ignoring CI
Lost income
Lost clientsA lawyer and his insurance advisor
Potential liability“I think there’s potential for a claim if there is a failure to
suggest appropriate types of coverage” Neil Gross, LLB
CPR For a Dying SaleWaiver of Responsibility
To: Mark Halpern, CFP,FMAillnessPROTECTION.com200-600 Cochrane DriveMarkham, Ontario L3R 5K8
Thank you for sharing the information on Critical Illness Insurance with me. We have discussed the importance of this insurancecoverage as part of a complete risk management program. You have shared some key statistics relating to incidence of cancer, heart attack and stroke as well as the overall probability of suffering from one of the many covered conditions.
You have emphasized that this protection is extremely valuable and have highlighted the adverse financial consequences that Critical Illness would have on our family finances.
At this time, we have decided not to proceed with Critical Illness Insurance and we recognize the financial risks of this decision.
We will not hold you legally or financially responsible in the event of an illness for not having this insurance coverage in place.
Thank you
______________________Date
___________________________ ___________________________Client Signature Client Name (please print)
_____________________________Advisor Signature
Emotional Sales Process
• Financial Mayo Clinic• Three paradigms• Up-to-date will, POA• Titles, beneficiaries, trusts• Estate directory• Life insurance• Illness protection• Health benefits• Mortgage financing• Investments, RESP, IPP, TFSA• Aging Parents• Planned charitable giving
4 Reasons To Love Rated Cases
• Create urgency• Increase commissions• Open the door for additional sales
•Life, LTC, DI• Cement relationships for life
Return of Premium (ROP) - The Ultimate Hook
•Canadian Advantage•Magic – too good to be true•Creates immediate buyer interest •Creates urgency •Increase commissions
Web 2.0
CI for HNW – What We Learned•Great product
•Expensive
•Hard to qualify
•HNW don’t need it - they can write their own big cheques
•HNW want stop-loss protection
•HNW will pay for concierge treatment
From GP to specialist
From specialist to treatment
Waiting …
Source: Waiting Your Turn, Fraser Institute, 2007
Waiting for treatment (weeks)
Canada 9.2 9.1
0 10 20 30 408.8
10.6
10.8
8.2
7.6
10.0
14.7
11.2
12.7
13.5
10.1
8.9
16.5
12.0
7.3
9.4
10.5
13.6
11.9
10.6
BC
AB
SK
MB
ON
QC
NB
NS
PEI
NL
HNW Solution: ELITE U.S. Healthcare™
•For Canadians - 60 days to 74 years
•Covers ANY illness, injury or sickness with a wait time for treatment in Canada
•Rapid 2nd opinion from Cleveland Clinic U.S. (no deductible)
•US $5 million lifetime limit
•Personal case manager helps navigate through the system
•Concierge services and business class travel
Cost Effective•Client selects deductible of U.S. $5K or $10K
•CDN$1,252* annually for a 40 year old male non-smoker
•CDN$2,098* for a 50 year old male non-smoker
•Tax Deductible if set up properly
• *assumes a U.S. $10K deductible
Best Prospects•Previous U.S. Medical Experience•Unsatisfactory experience in Canadian Medical System•Entrepreneurs and Business Owners•Professionals•C - Suite Executives•Executive Groups•Declines on CI for pre- existing conditions may qualify•Ineligible for CI due to age can qualify•You
7 Great Sales Ideas
Coming soon….
It’s more than CI…
Death of the salesman Focused on product and concept
sales
Become the Trusted Advisor
Purveyor of wisdom and knowledge Problem solver vs. Product peddler Show we “care” before we “know” Sales will follow
My 3 rules…
Never assume anything Uncover information Build the big picture
7 Great CI Sales Ideas
1. Portfolio protection2. Executive retention strategy3. Promissory note insurance4. Unused CSV5. Double duty dollars6. Group CI for the executive suite7. Business Solutions
Portfolio protection
2%
25% Stock
35% Cash & Equity Funds
38% Fixed Income40% Fixed Income
35% Cash & Equity Funds
25% Stock
0% GIC Hedge
Asset Transfer
Executive retention strategy
Additional benefit for key executives CI coverage at a discount Full ROP to the executive at retirement
Note: Tax consequences depending on how arrangement is structured.
Executive Benefit $250,000Premium $13,510Benefit after-tax $6,215ROP @65 $148,610
IRR @ 65 12.52%Male, 54, NS, MTR 46%
Balance Sheet
As At December 31/2007 UNAUDITED
LIABILITIESCurrent 2002 2001
Accounts Payable 166,770 136,663GST Payable 40,072 9,270Tenants Deposits 9,857 158,419Management salary payable 200,000 200,000
Intercompany loan payable 260,548 280,602677,247 784,954
Loan Payable 326,954 359,856Mortgage Payable 636,350 654,505
Shareholders’ Loans Payable 543,221 582,0002,183,772 2,381,315
Promissory note insurance
Promissory note insurance
Shareholder
Shareholder Loan
OPCO
Stage 1: During Normal Health
Stage 2: After A Critical Illness of the Shareholder – Cannot maintain business
Shareholder Suffering Critical
IllnessCRA
Critical Illness Insurance Benefit Repays Shareholder Loan
OPCOCritical Illness Policy
Shareholder operating business efficiently
Business is suffering too and may not be easily marketable
Unused CSV
Is there CSV on the balance sheet? Is there a personal policy with CSV? Leverage CSV for CI or LTC
Double duty dollars
Gift of shares Use tax savings to fund life and CI
insurance (preserve estate and protect lifestyle)
CDA credit if donation is made by a corporation
Double duty dollars
Fair market value $500,000
Adjusted Cost Base $300,000
Capital gain $200,000
Taxable capital gain $ 0
If net income $666,667
Eligible gift $500,000
Tax savings(46% MTR) $230,000
Asset FMV $500,000
Capital gain $200,000
Taxable capital gain $ 0
Tax savings(36% tax rate) $180,000
CDA credit $200,000
Personal Donation Corporate Donation
Group CI for the executive suite
Stroke
Later StageCancer
Neurological
DisordersAccidents
Ability to Work (Own / Any Occ)
Ongoing Income Stream 60% - 70% pre-disability ( taxable?) Income Replacement
Mental Health Issues, Soft Tissue Injuries, Stress, Depression General Health Complications
D.I.
Paid on “Incidence” of an event
Heart Attack Early-Mid Stage Cancers
Specific Surgery
C.I.
One time lump sum25K – 2 millionProvides ‘Choice’ Money
Group CI for the executive suite
“Free” CI Guaranteed Standard Issue CI for
executives Guaranteed Standard Issue CI for
other employees Top up to existing plans
Business Solutions
Keyperson coverage Shareholder buyout
Your opportunity
Become the trusted advisor Sell it Refer it Don’t ignore it
Questions?
The rest is up to YOU