Connection – str ategy worksheet Make the CORPORATE INVESTMENT SHELTER The tax-preferred environment of a permanent life insurance policy may provide greater value when compared to taxable corporate investments, along with creating a larger estate for beneficiaries. Life insurance proceeds received by the corporation may create a credit to the capital dividend account, allowing for the payment of tax-free capital dividends. Follow this process to introduce your clients to the corporate investment shelter strategy. STEP 1 – SEGMENT YOUR CLIENT DATABASE USING SALESFORCE • • • • • • Age 50+ Principal shareholder of a private corporation or holding company Has liquid assets in excess of lifetime needs Prefers low-risk investments Tired of paying high taxes on investment earnings Wants to protect their estate from erosion by taxes, leaving more for beneficiaries STEP 2 – MEET WITH YOUR INSURANCE CONSULTANT Meet with your Insurance Consultant team to discuss the strategy and how it applies to each client you have identified in Step 1. STEP 3 – SEND YOUR CLIENTS AN EMAIL * OR LETTER Send a personalized email to those target clients who have consented to receive emails from you, with a link to the whiteboard video and PDF of the concept overview to help position the strategy and start the conversation. OR Send a personalized letter to the target clients and include the concept overview (810-4158) to help position the strategy and start the conversation. Once the email or letter has been sent to your clients, follow up with a phone call to setup an appointment between your Insurance Consultant and your client. STEP 4 – Insurance Consultant will prepare a customized client illustration Your Insurance Consultant will gather the necessary information from you to produce a custom client illustration based on your clients’ financial situation. Your Insurance Consultant will use this illustration when they meet with your client to demonstrate how the strategy applies to their situation. Which clients will you approach? 1. 3. 2. 4. Here to help For support with the Make the Connection program, contact your Insurance Specialist. Find the Make the Connection program material at sunlife.ca/maketheconnection/SCOTIA. *Ensure to comply with Canada’s Anti-spam legislation (CASL) when considering sending commercial electronic messages. All insurance products are sold through ScotiaMcLeod Financial Services Inc., the insurance subsidiary of Scotia Capital Inc., a member of the Scotiabank Group. When discussing life insurance products, ScotiaMcLeod advisors are acting as Life Underwriters (Financial Security Advisors in Quebec) representing ScotiaMcLeod Financial Services Inc. Sun Life Assurance Company of Canada is a member of the Sun Life Financial group of companies. © Sun Life Assurance Company of Canada, 2014. 810-4157-SCOTIA-07-14