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Training needed to increase CI sales

Less than a month after the release of presumably clearer, more concise critical illness definitions, the industry is providing feedback — and it’s not all…

Why isn’t CI selling?

For 10 years, critical illness (CI) insurance has promised Canadians money if they’re stricken with a life-threatening medical problem such as cancer. At first, sales…

Premium Advice — Opening up the CI space

At the recent World Critical Illness Conference and the Conference for Advanced Life Underwriting, Munich Reinsurance made a long-awaited announcement that benchmark definitions have arrived…

Premium Advice — There’s still life after a decline

Very few roadblocks can be as frustrating in our business as a decline. After spending hours of your time developing a relationship, preparing recommendations, and…

Premium Advice — There’s still life after a decline

(April 2008) Very few roadblocks can be as frustrating in our business as a decline. After spending hours of your time developing a relationship, preparing…

  • By: Staff
  • April 1, 2008 June 16, 2018
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Premium Advice — Help your client avoid an insurance denial

For many advisors, one of the most frustrating experiences is a potential client being denied insurance. Twenty years ago this wasn’t as big a problem…

Premium Advice — Protect registered assets by cross-recommending insurance solutions

There are two sides to every story, and that includes RRSPs. On one hand, they help Canadians save by providing incentives for tax-free growth, tax…

Premium Advice — Turning compound tax into compound coverage

One of the most common client concerns is how to find money to fund advisors’ insurance recommendations. In previous columns, I examined two strategies to…

Premium Advice — Using cash value plans instead of living benefits

(December 2007) The tax-sheltered growth of your client’s hard-earned dollars has long been one of the key benefits of permanent insurance products. The ability to…

Premium Advice — Funding retirement with insurance products

(October 2007) With low interest rates come difficult decisions, especially for people whose money is in GICs or bonds. In order to make it through…

Insurers fight to keep retiring group assets

(September 2007) The country’s largest insurers are making a concerted effort to bring together their distribution networks for group and individual retirement products before the…

  • By: Mark Noble
  • September 18, 2007 June 16, 2018
  • 00:00

Planned giving can help family’s future

(September 2007) In recent years, there has been a significant increase in large, often multi-million dollar donations benefiting universities, health centres and other important institutions.…

Living benefits go convertible

(June 2007) With the launch of RBC Insurance’s enhanced Critical Illness Recovery Plan, the living benefits market may be getting a taste of a new…

MGAs try to better relations with underwriters

(May 2007) Worldsource Insurance Network, one of the country’s largest MGAs, has hired recognized underwriting veteran Leo Penney as a consultant. Penney’s role is to…

Too much information?

(May 2007) At times, advances in medical science, diagnostics and insurance underwriting are at odds with one another. Consider, for example, cases involving genetic testing…

Insurers lead on Boomer income programs

(April 2007) Sun Life announced earlier this month that it will take on its rival Manulife by offering a guaranteed minimum withdrawal benefit product that…

Insurance industry fights graying trend

(March 2007) The insurance industry is in trouble. Brokers are getting older, new entrants to the industry are scarce, products are becoming more complicated, and…

  • By: Mark Brown
  • February 28, 2007 June 16, 2018
  • 00:00

Topping up

(February 2007) If 2006 was the year of the CEO with their fat compensation packages — and let’s face it, what year isn’t — 2007…

  • By: Al Emid
  • January 31, 2007 June 16, 2018
  • 00:00

Takeover preserved London Life brand

(October 2006) Nearly a decade after being acquired by Great-West Lifeco, London Life Insurance continues to grow while building both its assets and presence in…

Coverage conundrum

(August 2006) Stephen Smith has been selling insurance and providing financial planning services since the 1960s. A strong proponent of ensuring adequate insurance coverage, he…

Insuring the uninsurable

(July 2006) Mike Taylor sees himself as the default guy. Others say he is the alternative solution provider. Call him what you will, but the…

4th Annual Dollars & Sense Survey: Turning up the heat

Shades of grey

The term “field underwriter” takes on a new meaning when an advisor starts selling long-term care insurance. The policies are complex and require advisors to…

Preserve your client’s wealth with long-term care insurance

(June 2006) So you think you’ve done a pretty good job of working through your client’s financial plan — their retirement is funded, their tax-exposure…

New Life Ed.

(May 2006) Sam Albanese probably does not have as many plans for summer vacation as other insurance industry veterans. He is working his way toward…

  • By: Al Emid
  • May 9, 2006 June 16, 2018
  • 00:00
4th Annual Dollars & Sense Survey: Turning up the heat

Mandatory memos

I’ve just completed drafting our company’s Advisor Disclosure Document, which we will be sending to clients for their signatures starting this year. The document is…