independent thinking for independent advisors make the most of your business with manulife....

Independent Thinkingfor Independent Advisors

Make the MOST of your business with Manulife.

• Audience: Advisors• Topic: Introducing MOST including

why cross-sell.• Author: Mike Steele


Make the MOST of your business with Manulife.

<Your name here>


Are you leaving money on the table?

Interested in increasing sales to your existing clients?

We can help!


And keep the banks at bay…

It is generally accepted that having multiple products with a client increases your retention.

Is another financial institution targeting your clients?


Source: The New Rules of Marketing, Frederick Newell

Banks have it figured out…sort of

3 Products/Services 18:1

4 or More Products/Services 100:1

Chequing Account 1:1

Savings Account 2:1

Chequing & Savings Accounts 10:1

Products / Services(client has with bank)

Odds ofRetaining Client


Why Cross-Sell?

Source: Harvard Business Review, October, 2002

Cutting customer defections by just 5% has the effect of boosting profits between 25% and 95%


Survey says…

94%Believe it is critical to be able to cross-sell financial products to clients

21%Believe they are successful at it

Source: Manulife Marketing Database & Taddingstone Group

Gap of 73%


Interested in generating $160,000?

Year 1 Year 5

Client Base 500 600

10% Fund Penetration 50 60

Total Clients with Funds 50 274

Avg. Asset Transfer per Client $25,000 $25,000

Total Assets Transferred $1,250,000 $1,500,000

New Sales per Client $7,500 $7,500

Total New Sales $375,000 $2,055,000

Total AUM $1,625,000 $12,827,500

Trailing Commission 0.5% $8,125 $64,137

Gross Commission on New Sales at 5% $18,750 $102,750

Total Gross Commissions $26,875 $166,887

Sell segregated funds to your clients


Interested in making more?

Assumptions:* $100/month term policy** commissions rate of 40% and bonus of 110% of 40% for first year** annual commissions of 5% from the second year onward for new policies

Selling insurance your investment clientsYear 1 Year 5

Investment Client Base 250 350

10% Insurance Penetration 25 35

Total Clients with Insurance 25 149

New Sales per Client (Premiums)* $1,200 $1,200

Total New Sales $30,000 $42,000

Gross Commission Income (New Sales) ** $25,200 $35,280

Cumulative Gross Commission Income $25,200 $42,120


Introducing

Manulife Opportunities Sales Tool Let us help you uncover cross

sell opportunities within your Manulife book of business

More money for you! Better service for your clients!


You choose from our list of campaigns

1. Manulife One3 Targeted campaigns

2. Access Line of Credit

3. Living Benefits4 Targeted campaigns

4. Individual Health & Dental insurance

5. Wealth Management onlyCross sell to insurance

6. Insurance onlyCross sell to investments

7. Premier Accounts8. Small NN accounts

And more!or design your own campaign!


We prepare a list of your clients

• You can either:

Send a direct mail letter (we’ll provide the mail merge data), or

Simply call for an appointment!


How to get started…

1. Review the list of campaigns.2. Pick one.3. We’ll run the analysis and

provide the client list.4. Mail or phone your clients.5. Make the appointments.6. Provide the solution.7. Make the sale!


Questions?

independent thinking for independent advisors make the most of your business with manulife....

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