Burlington Dads – Mortgage Life Insurance vs. Traditional Life Insurance

Hello my fellow Burlington Dads!

Recently, there has been some media coverage about life insurance offered through major Canadian banks (click to see Globe & Mail Article).  I thought that I would provide a bit of insight on the subject to make sure our Burlington Dad’s better understand the products offered from banks.  If you prefer to watch a CBC Marketplace video, click here.

Did you know?:

  1. “The Bank Act” is very clear about Canadian banks not being able to sell insurance products.  To get around these rules, banks are allowed to offer ‘creditor insurance’ against loans given by the bank.  Creditor insurance is the most profitable product a bank has to offer
  2. Creditor insurance is often far more expensive than private insurance (I have an example below using Scotiabanks posted rates)
  3. Creditor insurance premiums increase every 5 years (see below)
  4. The beneficiary of creditor insurance is the bank (not your family)
  5. The amount of coverage reduces (as your mortgage reduces) — in other words, the product gets more expensive as you age, but the amount of coverage reduces
  6. Medical underwriting is completed post-mortem (ie. after you’re dead).  Therefore, the benefit may not be payable because of poor health (even though you’ve paid premiums for years)

Private life insurance coverage you purchase through a broker/advisor has guaranteed costs (10, 20 or 30 years).  The coverage never reduces.  The beneficiary is your family (not the bank).  Also, since medical underwriting is required up-front, 99.8% of all claims are paid.

How do I know if I have creditor insurance?

Each lender/bank has their own online services.  At Scotiabank, when you login to your online banking, it clearly shows if you are insured and the costs for life, critical illness and disability.  See a screenshot below:

 

 

 

 

 

 

 

 

 

 

How much does creditor insurance cost?  How does it compare to privately owned insurance?

I googled “Mortgage Insurance rates” and was sent to this link.  Below is a screenshot from that page:

Life Insurance Example:  Assume a mortgage of $500,000

  • Age 35: $750/yr vs. 10 Year Term $255/yr
  • Age 40: $1,100/yr vs. 10 Year Term $350/yr
  • Age 45: $1,650/yr vs.  10 Year Term $535/yr
  • Age 50: $2,200/yr vs. 10 Year Term $766/yr
  • Age 55: $2,750/yr vs. 10 Year Term $1,300/yr
  • Age 60: $3,700/yr vs. 10 Year Term $2,231/yr
  • Age 65: $5,450/yr vs. 10 Year Term $3,957/yr

Protecting your family is what’s most important.  Replacing your mortgage insurance with private coverage is an absolute no-brainer for everybody.

Brian Laundry

Direct Line: 1-(289) 644-2345
Cell Phone: 1-(905) 330-2366 (text to this number)

 

 

Burlington Dads – Business Owner Directory

Trades & Services (Plumbers, Carpenters, HVAC, Hot Tubs, Pools, Construction, etc.)

HVAC

  • Adam Travis – HVAC Services
  • Brian Mayor – HVAC Services

Electricians

  • Mike Serravalle – Can Power Electric — Electrical Contractor
  • Sukhdeep Jakhar – Electrical Contractor (www.905electric.ca)
  • Mike Soder – Soder Electric Inc
  • Matthew Guglielmi, Enlightened Electrical (enlightenedelect@gmail.com / 905-484-5776

Plumbers

Carpenters

Hot Tubs

Home Renovations/Contractors

Tiling & Caulking

  • Mark Foster – General Contractor/Speciality on Tiling (Mark@evergreencontracting.ca / 416-508-5736 / Web)
  • Matthew Stillar – Not Just Caulking (www.notjustcaulking.ca)

Builders/Decor

Other

  • Trevor Klass – Small Engine & Marine
  • Mark Thomas – Gas Fitter
  • Wj Waji – Interior/Exterior Painting
  • Scott Clark – Living Colour Painters, Interior/Exterior Painting
  • Derrick Block – Glass by Derrick (https://www.facebook.com/glassbyderrick/)
  • Tom Waterman – Burlington Water Softeners (www.burlingtonwatertech.com)
  • Brian Wilkins – Compressed Air Service & Sales (905-466-4397)

Home/Property Maintenance (Windows, Doors, Home Decor, Landscaping, etc.)

Windows & Doors

Landscaping & Property Maintenance 

Other

  • Steve Hoover – J&B Greenhouse & Trailer Storage
  • Jordan BradBurn – Residential & Commercial construction (www.bradburngroup.ca)
  • Robert Ackerman – Scenic Artist, Film Sets, Theme Rooms & Design (647-588-5236)

Automotive (Repair, Service, Sales, etc.)

Marketing/Advertising, Cyber Security, Search Engine Optimization & Technology

Marketing, Advertising & Printing

Search Engine Optimization

Cyber Security

  • Jason Hammerschmidt – Owner Cyber Security

IT Services

  • Bojan Cupcez

Merchant Accounts

Business Management

  • Jacques Gauthier, Business Management Consulting (www.carpedia.com / 416-569-5658)

Legal & Accounting (Lawyers, Accountants, Bookkeepers, etc.)

Accountants

  • Bill Butler – Accountant focusing on Small & Medium Sized Businesses (www.deethco.com / 905-333-1775 / bbutler@deethco.com)
  • Nic Freeman – Accountant focusing on Small & Medium Sized Businesses (519-570-4000 x2976 / nfreeman@bdo.ca)
  • Jay Thomblison – Accountant  (www.jtca.ca / 905-319-3515)

Lawyers

  • Paul Silva – Lawyer specializing in Real Estate & Wills
  • Brent Nyznyk – Precision Paralegal Services (www.precisionparalegal.ca)
  • Joseph Kazubek – JK Paralegal Services (www.jklegal.ca)
  • Sam Rasim Misheal – Family Lawyer (www.familyseparation.ca / 905-842-4977 x 4)
  • Ryan Carson (www.carsonlaw.ca)

Financial Services (Insurance, Financial Advisors,  Banking, etc.)

Financial Planning, Insurance & Investments

  • Brian Laundry – Planning & Insurance Expert — Professional Resource for other financial advisors (289-644-2345 / blaundry@blfinancial.ca)
  • Clint Theys – Group Insurance & Pensions (clint@theysinsurance.ca / 416-565-9185)
  • Dave McNamara – Financial Advisor (289-242-2520 / dave.mcnamara@edwardjones.com)
  • Peter Ziolkowski – Experior Financial Group
  • Alaeddine Jabri – Insurance & Investment Broker (www.novusfinancial.ca)
  • Jonathan Jackson – Sunlife Financial Advisor (www.sunlife.ca/jonathan.jackson)
  • Mark McDonald – Financial & Insurance Advisor
  • Ryan Brown (www.escarpmentwealth.ca)
  • Rahul Arora – Process Company Payments & Banking (www.ronduremedia.com/)
  • Jason DeJean – Argosy Securities Inc (www.argosynoonnan.com / 289-233-0350)

Auto & Commercial Insurance

  • Stephen Warnica –  Home Auto Commercial Insurance (905-317-1875)

Home Purchase/Financing (Realtors, Mortgage Brokers, Home Inspection, etc.)

Realtors

Mortgage Brokers

Home Inspection

  • Tim Labankich – Owner Home Inspection & Energy Audits & Property Maintenance
  • Bryan Shering – Professional Home Inspector (www.inspect905.com / 905-333-0211)

Stores & Restaurants (Services Business)

Photographers

Restaurants & Food

Entertainment (DJ’s, Playgrounds, Music, Home Products & other family services)

Children’s Entertainment/Birthday Party Locations

  • Jessie Pimentel – Little Goobers
  • Phil Atkinson – Paintball Nation (www.paintballnation.ca)
  • Gagan Pabla – Arcade on Wheels

Music, DJ’s & Limo Service

Television

  • Kevin Benton – Home Theatre Projector Lamp Specialists (www.projectorbulbs.ca)
  • Andrew Massey – iptv Services (Vaders iptv & Beast TV)

Other

Other Businesses (Hot Sauce, Recruitment, Apparel, etc.)

Health & Education (Personal Training, Health Care, Tutoring, etc.)

Chiropractors

Optometrists & Vision

  • Farshad Nekoui – Vision Clinic (Walkers Line/Dundas)
  • Pat Hector – Optometrist (www.hectoroptmetrists.com)

Chiropodists/Foot Care

  • Amit Kaushal – Chiropodist & Foot Clinic

Massage Therapy (RMT)

  • Derrick Gibson (905-483-3329)

Physiotherapy

Personal Training/Fitness

Health Care & Spas

  • Nitin Jain – Healthmedica Canada – Medical Clinic & Medispa

Tutoring/Teaching

  • Bob Ross – Tutor Bright (In Home Tutoring)

Case Study: How dividend tax changes hurt two Hamilton Physicians

This is a real-life situation from last week.  I’ve changed the names and some of the personal details, but the key takeaways are the same.

By now, all business owners and physicians have heard about the proposed passive tax changes (we’re expecting to hear the details during the upcoming budget).  But there was one change effective January 1, 2018 that has had a very real impact on business owners/physicians.  Tax on split income (TOSI)This is a real-life example (using fake names) from a meeting last week:

Client Profile
Dr. Mike Jones (45 years)
Dr. Emily Jones (43 years)
2 Children, 10 & 8

Client Circumstances
Mike & Emily met while attending medical school at The University of Florida.  Upon their graduation in 1996, they immigrated to Hamilton, Ontario.  Mike has been a full time pediatric specialist in Canada since 1999.  While Mike was building his professional practice in Hamilton, Emily stayed home to raise their brand new babies.  Fast forward, the children have gotten older and Emily is back at school to re-qualify as a physician (OBGYN) and is now in residency (for another 2 years).

Both Mike & Emily are shareholders of the same Medicine Professional Corporation.  While the family has earned one income, the corporation paid a dividend to both Mike & Emily for the past several years (this has been ‘normal’ tax planning for many years).  This type of income planning is commonly referred to as ‘dividend or income sprinkling.’

I sat down with Mike and Emily back in early 2016 to talk more specifically about their retirement planning (ie. savings, tax, wills, etc.) and review their insurance.  Given Mike is the only income earner for the family (until Emily becomes a full time physician), we all felt it was important to make sure he had adequate life, disability and critical illness insurance to make sure his family is protected in the event of a catastrophic health event (or death).  We implemented some term life insurance, a maximum long term disability contract with the Ontario Medical Association (OMA) and a critical illness insurance contract.

What Happened?
Effective January 1, 2017, the Liberal Government implemented new rules for dividends (referred to as “Tax on Split Income” or “TOSI”).  The biggest impact on Mike and Emily was the change of definition of “specified individual” which now excludes Emily’s ability to receive a dividend from the Medicine Professional Corporation (even though she’s a shareholder and a physician).

The new rule requires that Emily to satisfy a “reasonableness” test:

  • The work performed by the individual (min 20 hours per week);
  • The property contributed directly or indirectly by the individual (their corporation owns no property);
  • The risks assumed by the individual in respect of the business (not applicable);
  • The total amounts already paid to or for the benefit of the individual in respect of the business (not applicable); and
  • Any other factors that may be relevant.

Since Emily is a resident (and earning a salary from the hospital), she does not satisfy the reasonable test outlined above (if she were able to work 20 hours per week (in addition to the 60+ hours resident doctors currently work), it would be considered ‘reasonable’).

Why is raising a family not contribution? My friends at Moody Gartner said the following:

“Finally, as has been common with our existing government, a gender-based analysis commentary is included as part of the TOSI proposals:

Data show that men represent over 70% of higher-income earners initiating income sprinkling strategies, and women represent about 68% of recipients of sprinkled dividends (and 58% of recipients of income derived from trust and partnerships). While this income is of benefit for recipients, it also creates incentives that reduce female participation in the workforce. Increased participation of women in the workforce is a source of economic opportunity for individuals and is a major driver of overall economic growth.

We had to read the above twice to make sure the government was serious when they produced such commentary. Really? This statement is shocking especially to members of our firm who have children and stay-at-home spouses. Without exception, the decision for members of our firm who have stay-at-home spouses was made for the betterment of the family as a whole with tax impacts not at all being part of the analysis for the resulting decision. To suggest that the income-sprinkling proposals will contribute to incentives for stay-at-home females to enter the workforce is nonsensical and offensive (notwithstanding that the authors are not economists and have not studied gender-based issues but instead rely on real life and common sense).” (source)

Conclusion
As a result of this change in tax rules, I received a call from Mike and Emily last week saying that due to their increased tax burden (caused by the elimination of dividend sprinkling) they need to cancel the critical illness insurance that was intended to protect them.

Personally, I’m outraged.  We have two highly trained individuals who immigrated to Canada and help our children/families each day.  Despite their efforts to move ahead with proper planning and implement strategies to protect their own family, the rug has been ‘pulled out’ from under them, leaving their family at a financial risk if something unexpected happens to Mike.

Is this what the Liberal government intended?   Why are we treating our physicians this way?

 

 

Invitation: Burlington Dads Education Session – Financial Planning

Over the past 15 years I’ve been doing financial planning for primarily physicians and business owners.  Over the past 6 years, financial advisors, investment advisors and accounting firms from across Ontario hire my firm to develop a financial strategy that includes retirement income and tax (for typical families and business owners).  75-80% of my business are referrals from these advisors, so I have a tremendous amount of experience learning the inner workings of various planning firms

Which brings me to my point…….

Do Burlington dads know how advisors get paid?  How much?  What should you expect in return for those fees?   Why doesn’t your accountant proactively offer tax planning advice?  Do you know exactly how you advisor manages your investments?

I do between 12-20 new financial plans for families every month.  It always surprises me how little is known about the financial services industry.

I’m more than happy to host an education session at my office in Aldershot.  No cost.  No sales pitch.  Simply education for Burlington Dad’s.

When: Wednesday February 28th
Time: 7:00pm (1 hour)
Location: 678 Spring Gardens Road, Burlington (next door to Easterbrooks, behind Royal Botanical Gardens)

Please either send me an email (blaundry@blfinancial.ca) to RSVP or click this link to add the event to your calendar.  If you have specific questions you want answered, I can add those questions to my presentation.

Looking forward to meeting some of you guys!

Complete your Will & Power of Attorney in 15 minutes!

In 2016, a survey was conducted and determined that 56% of Canadians do NOT have a will (or power of attorney).  Below is an excerpt from RBC Insurance explaining the consequences of dying without a will:

“Many people incorrectly assume that if they were to die without a Will their estate would simply pass to their spouse. However, this would only happen for assets that were held jointly with right of survivorship with the spouse.

In Canada, if you die without a Will you are considered to have died “intestate.” Simply put, this means that your provincial government decides how your assets will be divided—and not you.

Each province has intestacy rules that define your estate’s beneficiaries and how much each is to receive. Usually, this means your legal spouse and biological and adopted children will likely end up with your estate’s assets. Intestacy rules, however, do not take into account any intentions you may have for distributing your assets. Even worse—intestacy can result in additional legal costs for your beneficiaries.

Most provincial intestacy rules do not recognize common-law spouse status, so he or she may be left out of the estate entirely. However, in most provinces, a common-law spouse may petition the courts for support as a dependent, leading the estate into litigation and further costs.

No matter what your family situation, intestacy does not take into consideration any intentions you may have for the distribution of your estate. For your peace of mind today and your family’s peace of mind tomorrow, making a Will is an easy, inexpensive solution.” (source: https://www.rbcinsurance.com/insuranceneeds/insurancewill/dying-without-will.html)

Over the past several months I’ve been working with the founder/owner of a company called “Willful”.  This company provides Canadian families the opportunity to get a will completed online for as little as $100 (mirror wills for spouses costs $250).  The online experience is so simple and takes no more than 15 minutes (below is a screen shot of the simple ‘point-and-click’ method).

An example of the very simple point-and-click process offered by Willful

To be clear, I recommend having an estate lawyer draft a personalized will and power of attorney (that’s what I did), but this service gives clients the ability to get a will completed quickly and effectively without the huge costs.

I have no ownership or financial interest in this company or product.  As a trusted advisor, my job is to help people arrange their affairs and this service provides a simple and cost effective solution.

Use my promo code “laundry” and you will receive a 10% discount.

 

Proposed Tax Changes – “Conversation” with my MP (Karina Gould)

On July 18th, Finance Minister Bill Morneau released a detailed package of tax changes affecting small business.  On July 19th, I wrote to my MP (Karina Gould from Burlington, Ontario).  With only a 75 day consultation period, it took 42 days for my MP to respond.  Below is my email thread with my MP:

1. Initial Email sent to my MP on July 19, 2017

Good afternoon Karina.

We met back in May at the CALU reception.  I am a Burlington native (click here) and we chatted very briefly before going separate directions.
As you already know, the Liberal Government has announced an upcoming tax proposal “for the wealthy”.  
Given the demographics of our city, this topic is going to create A LOT of anger and frustration.  In fact, I have over 2,200 linkedin contacts who are largely business owners, lawyers, accountants and other financial planning experts, and we overall agree that this announcement is absolutely terrible for Canadians.  In fact, I would recommend reading the following article and related comments.
Karina, I’m 38 years old and been doing more advanced financial planning my entire career (15 years now).  I remember back in 2006 when the government refused to give physicians a pay raise, so instead allowed them to dividend sprinkle to family members to ‘stimulate’ savings and earnings.  Here we are 11 years later, and commonly used ‘basic’ planning is under attack.  I have NEVER written an MP, but this measure is going too far.
I’d be more than happy to be the point person for a debate.  I have a strong and very educated network dying for their voices to be heard.

Talk soon.

2. Response from MP Karina Gould on August 29, 2017

“Dear Mr. Laundry,

As the Member of Parliament for Burlington I would like to thank you for taking the time to write to me regarding the ongoing consultations on tax planning using private corporations.

The Government of Canada is working to create and economy that works for the everyone, and where businesses- both large and small- have the confidence to invest, grow, and create good jobs.

Since coming to office, the Government of Canada has taken clear action to support Canadian businesses, the drivers of growth and creators of good, well-paying middle class jobs. We have made critical investments in our infrastructure, and are supporting innovation throughout our economy. We have ensured that Canada continues to have the lowest small business tax rate in the G7

These efforts are having an impact. Canadians are among the world leaders in the number of companies started, per capita. In the past year, the Canadian economy has created more than 300,000 new jobs. The International Monetary Fund has praised Canada’s economic model and predicts we will lead the G7 in growth for 2017. The potential changes being discussed as part of this consultation will maintain this advantage and will not impact the ability of Canadians to invest in and grow their business.

This is why the Government of Canada is consulting on proposed changes to the tax regime. We want to ensure businesses continue to invest in themselves, but close loopholes that are unfairly used. To ensure that this is done fairly, the Government of Canada wants to hear from you. If you would like to submit information to the Tax Planning Using Private Corporations consultation please visit the website found here. This consultation concludes October 2nd, 2017.

Once again, thank you for taking the time to write to me regarding the ongoing consultations on tax planning using private corporations. I encourage you to continue to write on the issues that matter to you. I hope this addresses your concerns.

Sincerely,
Hon. Karina Gould

Member of Parliament, Burlington”

3. My Response, sent August 29, 2017 (11 minutes later)

“I need the government to explain how these are “loopholes”.  The tax policy has been in place since 1972.  In 2006, the Federal Government (Liberals) would not increase the pay of physicians in Ontario.  As a result, the government allowed Medicine Professional Corporations to use dividend sprinkling and other commonly used tax planning strategies (which are being targeted) as a solution to negotiations with the Ontario Medical Association.

Karina, I invite you to my brand new office (located in Aldershot), to sit with myself and 3 other tax experts to explain our position.  I think once you learn about the real-world implication of this poor initiative, you’ll understand how it affects your constituents in Burlington.
My office is 678 Spring Gardens Road (next door to Easterbrooks).  Can we pick a date and time?”
My email from August 29th was opened at 2:01pm (emailing tracking software).  As I write this entry at 4:30 on August 30th, I have yet to get a response.  Let’s assume that Karina is on vacation for the rest of the week (like many of us) and not return to the office until Tuesday September 5th.  That would be 49 days before I had any meaningful response to my invitation to discuss these changes in person.
Moreover, it seems that I received nothing but a template Liberal government response.  Have others received similar (or the same response)?
What a joke!

Insurance Consultants for the Modern Times

In early August 2017, Holliswealth Insurance Agency Ltd. (which is currently owned by Scotiabank) will be transitioning to it’s new home at Industrial Alliance.

Currently, Investment Advisors (IA’s) that work under the Industrial Alliance umbrella of companies (FundEx, Investia, IA Securities, etc.) use National Financial Insurance Agency (NFIA) as their MGA.  Currently, NFIA does not have an Insurance Consultant (IC) team.  With the acquisition of Holliswealth Insurance Agency (HW), NFIA has inherited one of the strongest teams of insurance professionals in the Country.  But what does an Insurance Consultant do?

When I joined Holliswealth five years ago my goal was to meet with as many IA’s as possible and find out why so little insurance was issued to their clients each year.  One of the first things I learned is that IA’s are very uncomfortable speaking to their clients about death, disability and sickness.  IA’s often commented that they can’t “keep up” on the products (too busy managing investments). With those comments in mind, I asked why they chose to not work with IC’s on a regular basis.  Below are some of the main responses:

  1. Transaction based Selling: IA’s feel that IC’s are too transactional.  Traditionally, there was no needs analysis or any financial justification for life products.  Moreover, living benefit products (ie. long term disability, critical illness and long term care) were not being discussed with clients at all.
  2. Concept Selling: IC’s have a reputation for selling an idea or concept.  For example, “do you have any clients with over $200,000 of money in their non-registered account?  If so, let’s show them (insert insurance product)”.  IA’s want their clients to be taken care of, not sold an insurance idea.
  3. No Relationship: IA’s feel that the IC is not available for education, support or training.  When the IA calls an IC, the IA feels that they must commission split with the IC.
  4. Turnover: Given the sales-based approach, these ‘experts’ would be replaced every 2-3 years.
  5. Case Size: IC’s have a reputation of asking to sit with your ‘best clients’.  Too much emphasis on the large case, not the typical family

Times have changed!  What does an Insurance Consultant do?  Specifically, what does my firm do?  Below is a table listing all of the steps taken by my firm for each client.  Ask yourself, do you take the time to do this with your clients?

IC Chart

Naturally, I would expect an IA to ask me ‘how much does this cost”?  The answer is simple.  Insurance Consultants work on a split case basis.  When an insurance application is submitted, the IC and IA split 50/50 on the insurance application.  The IA’s compensation hits their own grid/corporation.  Also, the IA is also named the ongoing servicing agent of record (unless they opt out).

I’m actively introducing myself each day on LinkedIn (I may even call unexpectedly).  If you would like to learn more about the process, the team and how we integrate with your firm, I would love to hear from you.  Kindly email me at blaundry@blfinancial.ca.

*Important: Bill S-201 (Genetic Non-Discrimination Act.)

I know most of you rely on me to be more up-to-speed than you on insurance-based changes/issues. That said, there was much discussion about Bill S-201 that was largely overlooked because of the exempt test changes effective on January 1, 2017.

Here’s the scoop…..on May 4, 2017, the Federal Government passed the Genetic Non-Discrimination Act.

“This law makes it illegal to require someone to take a genetic test or disclose the results of a genetic test as a condition to obtain goods or services, or enter into a contract, such as insurance.”

So what exactly does that mean?  It means that individuals (you, me, clients) can have genetic testing completed and NOT DISCLOSE those results to the insurance company (it’s now illegal). If an insurance company uses/requests this information and it will be fined $1,000,000.

When I was in Ottawa at calu weeks ago, they are lobbying this issue to the supreme court, but as of today, this law is in effect.

The major unintended consequence of this new law is the creation of anti-selection for insurance purposes. What if a client had genetic tests that showed they were a carrier of the BCRA gene (ie. Angelina Jolie)? Currently, it is possible for a client to have a test showing they are a carrier of this gene, then immediately apply for critical illness insurance and not need to disclose this result.

This law will require the insurance insurance companies to (a) increase price heavily (up to 65%) and/or, (b) completely change the structure of critical illness insurance (or stop selling it entirely).

Since I knew that this change was happening, I literally just increased my own critical illness by $825,000 (I purchased a 20 year term with Manulife).  See my summary below:

Laundry CI

It’s important we talk more about critical illness insurance before products start to change. I also encourage each of you to consider adding some critical illness to your own insurance portfolio (if you haven’t already).

BRIAN LAUNDRY: ADVISOR OF THE FUTURE

By Jay Palter

Brian LaundryIn the past year, Brian Laundry has increased his revenue by over 40 percent, while reducing his expenses by a similar amount and putting 25 percent less mileage on his vehicle.

These impressive results stem from his single-minded effort to digitize his financial planning and insurance practice and build a completely paperless operation.

Using a variety of software tools available in the marketplace today, including RazorPlan’s financial planning platform, Laundry has assembled his own customized technology suite that streamlines and automates his business – and the results are compelling. In the past year, Laundry has become a top-producing insurance and planning advisor without hiring a single new staff member.

THE 21ST CENTURY ADVISOR

Laundry has taken a decidedly technological approach to growing his business. While many advisors would invest in an assistant to increase their productivity, Laundry has invested in technology instead.

Laundry’s technology stack includes a customized version of Salesforce CRM in which he tracks his sales funnel and stores all of his client interactions and records digitally. He uses RazorPlan as the foundation for his clients’ financial planning needs and InForcePro for identifying opportunities for servicing in-force insurance policies.

Unsurprisingly, Laundry’s communications are completely digital as well. He uses a web-based platform for his email and calendar, and his iPhone and iPad Pro (in conjunction with an Apple pencil) give him complete access to his customer records and financial plans anywhere – virtualizing his office. Using the screen sharing app join.me and his computer webcam, he can also meet with clients remotely without leaving his office.

Laundry’s investment in technology isn’t just a personal interest – it has helped him solve a pressing business issue. He desperately needed to increase his capacity to manage a high volume of referrals. So he decided he’d no longer write big long reports. He stopped writing cover letters with insurance applications and now attaches a copy of the client’s financial plan produced by RazorPlan to each application. He’s also made a conscious decision to do business with insurers that offer the best electronic applications.

His goal is to be 100% paperless and do everything on the iPad – including signatures. More recently, he’s stopped printing anything at all. But avoiding paper doesn’t mean a lack of documentation. In fact, the opposite is true. “Every single client communication is tracked in the CRM. And I can generate a client summary with the push of a button,” says Laundry.

HOW RAZORPLAN FITS IN THE TECHNOLOGY STACK

Laundry became aware of RazorPlan about a year before he decided to implement it. He was drawn to the philosophy of financial planning on which RazorPlan is based. Namely, that a financial plan isn’t something to be prepared, looked at briefly and then filed away in a cabinet. It’s easier for clients to see the value of planning when they’re more directly involved in the process.

“RazorPlan has allowed me to take those numbers off the page, and bring them to life. And for most people I meet, I’m the only person who’s ever been able to do that for them.”

Before RazorPlan, when Laundry used to do a financial plan for a client, he would send the client his list of information requests and then spend days, often weeks, chasing clients down for their homework, before sitting down to prepare the plan on his own.

Now, instead of doing all the planning and report writing in advance, and presenting his hard-copy plan in a meeting, he invites his clients to participate in the planning process. The RazorPlan software allows him to shape the plan and his recommendations in real time, with instant feedback from the client.

“Before now, financial planning was kind of like the Wizard of Oz. Now I say, ‘we’re inviting you to this meeting, and we’re going to pull back the curtain.’ And the transparency of the process is going to give you confidence in the process, because you can see how it all works.”

After they’ve worked through the plan he sends everything to the client via email, so it’s in their inbox by the time they get home.

What does he say to advisors who insist that their clients require a 50-page printed plan? “I think the advisor needs it more than the client does. It can be a crutch. You can’t tell me that your clients do all their reading and banking on their iPad, but for some reason they need a paper report from you.”

In fact, he thinks it’s disingenuous to write overly detailed plans with illustrations down to the dollar. “As advisors, there are so many assumptions we need to make to come to our conclusions. It’s better to show the client in real time what an increase in inflation or a decrease in savings rate will do to their overall financial picture.”

“It has nothing to do with the complexity of the software – it has to do with bringing the numbers to life. Before RazorPlan, I’d never seen software able to do that.”

 CONCLUSION

Brian Laundry’s website brands him as having “limitless energy” and it’s hard not to agree. He’s smart, passionate about the future, and incredibly hard-working. And he’s generous about sharing his insights and experiences about how he is navigating the increasingly digital world of financial advice.

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Jay Palter | Social Advisory
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Manulife first to underwrite eligible Canadians who test HIV-positive.

If you are between ages 30-65 and diagnosed with HIV, you can apply for up to $2,000,000 in life insurance.

I had a conversation with Manulife to determine what criteria needs to be satisfied for coverage to be approved.  Here are the mandatory conditions that must be met at the time of application:

  • Compliant with ART (Antiretroviral therapy) for at least 5 years
  • Under the care of a specialist
  • No co-morbid medical conditions such as heart disease, Hepatitis B or C
  • No history of IV drug use, substance abuse or alcohol abuse

For those who wish to apply, the process has been streamlined.  An application needs to be completed (no medical questions) and an attending physician statement (APS) will be ordered from your doctor.  That’s it.  Depending on the report, Manulife will order additional bi-metrics (blood, urine, etc), which is typical for life insurance.

If you wish to learn more, or apply for coverage, please email me at blaundry@blfinancial.ca.

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Immediate Release From Manulife (April 22, 2016)
“Breakthrough in underwriting disrupts traditional approach to insurance

Waterloo – Manulife today announced that it will now accept life insurance applications from persons who have tested positive for the Human Immunodeficiency Virus (HIV), the first insurer in Canada to do so.

“Manulife was the first insurer to underwrite people with diabetes, and we are continuing in that tradition by making life insurance a possibility for the more than 75,000 Canadians* who have tested HIV positive,” said Marianne Harrison, President and Chief Executive Officer, Manulife Canada. “This is the result of work completed by our Research and Innovation team and working closely with our colleagues in the United States at John Hancock.”

Manulife looked at the latest mortality and long-term survival rates of HIV-positive Canadians and with enhanced analytics, gained a better perspective on individual risk profiles.  As we continue to build on the strength of our analytics, we will rely less on traditional underwriting – leading the industry in providing coverage customized to consumer risk.

Applicants who have tested HIV positive, are between the ages of 30 and 65, and meet certain criteria, can apply for individual life insurance for up to $2,000,000.”

Public Health Agency of Canada: Report December 31, 2012

 

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