Agenda

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(No Transcript)
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Agenda

• Disability Marketplace
• Introduction to the Fundamental Series
• Claims Overview
• QA

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Disability Insurance Market Overview Mark Hardy
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RBCs Leadership Position Market Share
2011 vs. 2012 New Business Market Share
(Annualized Premium)

Source LIMRA Canadian Individual Income
Insurance Survey Q4/2012, Q4/2011
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RBCs Leadership Position Market Share
RBC New Business Annualized Premium and Industry
Rank by Year
)

Source LIMRA Canadian Individual Income
Insurance Survey Q4/2006-2012
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RBCs Leadership Position Market Share
Inforce Market Share, 2012 (Annualized Premium)
)

Source LIMRA Canadian Individual Income
Insurance Survey Q4/2012
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RBCs Leadership PositionUnderwriting

• 31 Living Benefit Underwriters trained in
  Disability Insurance and/or Critical Illness
• 24 of the 31 are Devoted to Underwriting
  Disability Insurance
• Combined 100s of Years of Underwriting
  Experience
• 2 Financial Underwriting Consultants
• A team of Part-time and Full-time physicians to
  consult on complex medical issues

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Wage Growth1997-2011
Wage Index Base 1997
Source Statistics Canada Labour Force Survey,
1997-2012
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Full Time Employment1997-2011
Full Time Employment Index Base 1997
Source Statistics Canada Labour Force Survey,
1997-2012
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Disability Opportunity2010 - 2020
Estimated Market 2010 - 2020
Source Statistics Canada Labour Force Survey,
1997-2012 HRSDC COPS
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Trades Transport2010 - 2020
1,000,000,000
Source Statistics Canada Labour Force Survey,
1997-2012 HRSDC COPS
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Introduction to Fundamental Series Michael
Thompson
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Introducing the Fundamental Series

• Knowing the Market and RBC Insurances Dominance
  what do we have to offer?
• Simplicity
• At the Time of Application
• At the Time of Underwriting
• At the Time of Claim
• Loss of Income and Business Overhead Expense

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RBC Insurance Living Benefit Portfolio
Individual Disability Insurance The Professional Series
Individual Disability Insurance The Foundation Series
Individual Disability Insurance The Bridge Series
Individual Disability Insurance The Fundamental Series
Individual Disability Insurance Retirement Protector
Business Disability Protection Business Overhead Expense
Business Disability Protection Key Person Protector
Business Disability Protection Business Loan Protector
Business Disability Protection Disability Buy Sell
Critical Illness Protection Non Cancellable T65 and T75
Critical Illness Protection Guaranteed Renewable T65 and T75
Critical Illness Protection Term 10
Critical Illness Protection Simplified CI
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The Fundamental Series Loss of Income Features

• Loss of Income
• Guaranteed Renewable Contract
• Injury Only or Injury and Illness Coverage
• 24 Hour or Non-Occupational Coverage
• Benefits based on either Gross or Net Earned
  Income
• Benefits issued in 100 Increments
• Partial Disability Benefits Included
• No Pre Existing Condition Exclusion

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The Fundamental Series Loss of Income Features

• Loss of Income
• 10,000 Accident Medical Expense Reimbursement
  Benefit Included
• Best Doctors Provided when Illness is Purchased
• Illness Underwritten in 30 Days
• Injury Policy Issued in 5 Days

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The Fundamental Series Loss of Income Features

• Total Disability Definition

First 36 Months Regular Occupation Definition
After 36 Months Reasonable Occupation Definition
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The Fundamental Series Loss of Income Features
Maximum Injury and Illness Coverage Issue Limits Maximum Injury and Illness Coverage Issue Limits
Class 1 and 2 6000
Class 3, 4, 5 and 6 5000
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The Fundamental Series Loss of Income Features
Accident Death Dismemberment Accident Death Dismemberment
Issue Ages 18 to 64
Coverage To Age 70
Face Amount 100,000 to 500,000
Accidental Medical Expense Reimbursement Benefit Rider 100,000
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The Fundamental Series Loss of Income Features
Feature Business Overhead Expense
Benefit Period 12 Times the Monthly Benefit
Elimination Period 30 Day
Partial Disability Benefit 50 of Monthly Benefit for a Maximum of 3 Months
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The Fundamental Series Injury Application
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The Fundamental Series Injury Application

• Pre-Qualifying Questions
• Are your bodily movements or daily activities
  currently limited or restricted by any injury or
  other condition?
• Are you currently working a minimum of 20 hours
  per week, 35 weeks per year?
• Are you a Canadian citizen or been granted
  Permanent Resident (landed immigrant) status by
  the Canadian government?

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The Fundamental Series Illness Application
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The Fundamental Series Feature Summary
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The Fundamental Series Rate Guide

• Whats Included
• All Premium Rates
• Occupational Classifications
• Issue Limits
• Benefit Determination Chart
• Underwriting Guidelines
• Height Weight Chart

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The Fundamental Series Who do we Sell?

• Name Youve Written Down
• Self Employed Clients
• High Gross Income and Low Net Income
• Using BOE as Foot in the Door
• Medically Impaired Clients
• Blue Collar Workers
• WSIB Mentality
• Non-Traditional Groups
• Young Clients
• Injury policy and Graduate them to Fully
  Underwritten policies

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The Fundamental Series Alternate Offers
The Fundamental Series gives You the Opportunity
to Insure Every Canadian!
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Break 10 Minutes
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RBC Insurance Leadership Position Claims
Practices and Philosophies Jocelyn Tardif
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Claims Philosophy

• Provide thorough, fair, objective claim
  evaluation
• Pay approved claims promptly, with high level of
  service
• Assist clients, where appropriate, in their
  return to work efforts

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Claims Payment Information

• Annual cash benefits
• 331 million
• Annual new claims around 5,300
• Open LTD and IDI claims around 10,300

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Our Claims Resources
Field-based Employees
Field-Based Rehabilitation Specialists
Disability Managers
Disability Specialists
Rehabilitation Specialists
Doctors
Financial Consultants
Clinical Specialists
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Our Medical Resources

• Orthopaedic Surgeons
• Dr. Joseph Schatzker C.M., MD., B.Sc. (med.),
  F.R.C.S.(C )
• Dr. John J. Murnaghan MD. MA. MSc. FRCSC.
• Psychiatrists
• Dr. Joan Tucker M.D. F.R.C.P.(C), ABPN
• Dr. Sarah VanderBurgh B.Sc. MD
• Neuropsychologist
• Dr. Ivan Kiss, B.Sc., M.A., Ph.D., C. Psych.
• Internal Medicine
• Dr. Estera Bekier, M.D., F.R.C.P. (C)
• Dr. Alice Dong, MD, FCBOM, ABPM

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New Claim

• Dedicated Claims Contact
• Easy to start the process through a general
  toll-free phone line
• Assistance with Filling out claim forms
• Hand-holding through the pre-claim process
• Very experienced with simplified Individual
  Disability Claims
• Over 10 years of claims-handling experience.

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Definition of Disability Other Provisions
Definitions of Disability
Other Provisions
Return to Work Assistance
Change of Definition at 36 Months
Recurrent Disability (6 Months)
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Return to Work Assistance

• Client, employer and attending physician
  interviews
• Clinical reviews
• Independent Medical Evaluations
• Vocational Rehabilitation / Return to work plans
  may also include
• Work site modifications
• Job site analysis and work conditioning
• Transferable skills analysis
• Job search and resume-writing assistance

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Senior Sales Consultant
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The Fundamental Series Compensation
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The Fundamental Series Compensation

• Example

1500 of Premium
FYC 30
Compensation 450
MGA Override 150
Total Broker Compensation 1125
Annually Payable
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Highlights

• Market Opportunity
• RBC Insurances Leadership Position
• Simplicity
• Strong Definition of Disability
• Best Doctors
• No Pre Existing Condition Exclusion
• Increments of 100
• Alternative Offers on all RBC Disability
  Insurance
• Compensation

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Call to Action

• We want to Partner with you
• What can our Sales Consultants offer
• Best in Class Insurance Products and Services
• In Field Support
• Advice for All your Clients
• Help you Build your Business

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• Thank You for Your Time