Product Training - Memorial (Basic)

1Basic Sales Training: LifeBasic Sales Training: Life

2

The Pre-Need Plan Concept was first introduced in the

Philippines in 1966.

The Pre-Need Concept

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…is about solving a definite need or problem long before the need arises.

…revolves around the idea that in life, there are future events that will happen which will create problems for the family.

Pre-Need…

…and since we know it will happen, why not prepare for it before it happens?

…Pre-Need is about providing a solution way before a problem exists

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What Definite Problems are we bound to face?

1. The need for education to improve our standard of living

2. Old Age

3. Death

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How Will You Solve These Problems?Wait until the problem happens?

Bahala na?

You’ll cross the bridge when you get

there?!

At-Need Solutions

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Solving it the At-Need Way

1. You are under pressure.2. You are in a hurry.3. You are emotionally disturbed.4. Other problems and worries come into

play.5. Some people will take advantage of

your emotional state.6. Somebody else is making the decision.

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How Should You Solve These Problems?Find a solution before the problem happens.

Do not leave it to chance.

Face the reality NOW and do it before the time of need!

Pre-Need Solutions

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Solving it the Pre-Need Way

1. You are in a normal state of mind.2. You are not in a hurry.3. You are not emotionally disturbed.4. You are able to make good choices.5. You are free from the tension and

anxiety because you are secured.6. You make the correct decision.

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A Pre-Need Agent sells• Peace of Mind

• Investment

• Protection

• Assurance

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Having a Pre-Need Plan Means…• You care for your loved ones• Fulfilling your responsibility• Comfort and convenience• Keeping your pride and dignity• Financial security in the future

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Think about this:

It is better to

have a plan and you don’t need itthan to

need a plan and you don’t have it!

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Why

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• One of the leading Pre-Need companies with more than 300,000 planholders

• PhP37.9B* Trust Fund

• PhP700M in paid-up capital

• With total paid benefits amounting to PhP2.3 Billion as of 2011

*audited as of December 31, 2011

• Registered in the Securities and Exchange Commission on April 19, 1989

• Formerly known as Philam Plans, Inc.

• PhilsFirst, Inc and Systems Technology Inc. acquired all the shares of Philam Plans, Inc. from Philam Life in September, 2009.

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PhilPlans Market Share Against Life Insurance Companies(Based on Premium Income = First Year + Renewal Premiums)

Company Premium Income1 Sunlife 13,884,308,644

2 Philam Life & Gen. 13,507,442,515

3 Phil. Axa 9,983,494,021

4 Pru Life 9,900,022,868

5 Insular Life 7,483,646,727

6 BPI-Philam 6,420,399,324

7 Manulife (Phils) 4,994,562,292

8 SunLife Grepa 3,048,820,156

9 United Cocolife 2,916,473,766

10 PhilPlans First Inc. 1,313,798,853

Source: Business World Top 1000 Corporations & Insurance Commission

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PhilPlans Market Share Against Pre-Need Companies(Based on Premium Income = First Year + Renewal Premiums)

Company 2011 2010 Market Share

1 St. Peter Life Plan, Inc. 3,866,883,000 2,898,200,856 43.20%

2 First Union Plans, Inc. 1,388,860,373 278,699,787 15.51%

3 PhilPlans First, Inc. 1,313,798,853 1,404,139,332 14.68%

4 Sun Life Financial Plans, Inc. 645,544,058 935,665,978 7.21%

5 Manulife Financial Plans, Inc. 631,128,907 738,776,829 7.05%

6 Loyola Plans Consolidated, Inc. 455,057,838 526,912,521 5.08%

7 Eternal Plans, Inc. 244,261,385 200,901,518 2.73%

8 APEC 200,024,000 219,496,000 2.23%

9 Ayala Plans 69,076,320 125,410,174 0.77%

10 Transnational Plans 67,497,437 91,993,775 0.75%

11 Himlayang Pilipino Plans, Inc. 61,793,000 72,061,225 0.69%

12 Paz Memorial Services, Inc. 8,213,200 12,400,583 0.09%

Total 8,952,138,371 7,504,658,578

Source: Business World Top 1000 Corporations & Insurance Commission

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PhilPlans Ranking Against Pre-Need Companies(Based on Net Income = Total Profits – Total Expenses)

N.B. In BusinessWorld’s 2011 Top 1,000 Corporations, PhilPlans (42.3%) is ranked bigger than St. Peter (30.1%) in terms of shares in gross revenues because of its huge trust fund income. Moreover, PhilPlans posted over P1.6 Billion in net income, ranking no. 1 in Pre-Need and 3 in Life Insurance.

(PHP in Million) % Change

PhilPlans First Inc. 1,647 62.9St. Peter Life Plan, Inc. 545 88.5Sun Life Financial Plans, Inc. 12 -Generali Pilipinas 251 -38.5

NET INCOMECOMPANY

The leading pre-need company in the country with40.1 Billion in Trust Funds 40.1 Billion in Trust Funds

(unaudited as of October 2012)

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Our Affiliates

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• iACADEMY• Philippine Women’s University

(PWU)• BancLife Insurance Co., Inc.• First Gen Corporation• Summit Technologies Inc.• GROW – Global Resource for

Outsourced Worker Inc.• Ventures Securities Inc.• Classic Finance Inc.• Tanco & Tanco Holdings Inc.• First Optima Realty Corp.• Cement Center, Inc.• Southern Textile Mills, Inc. (STMI)• Delos Santos – STI Hospital• Asian Terminals, Inc.• United Coconut Chem., Inc.• Energy Development Corp. (EDC)

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EUSEBIO H. TANCOChairman

MONICO V. JACOBPresident and CEO

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But what would happen if…

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… the inevitable occurred?

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What happens to your familywhen you’re gone?

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NUMEROUS HARROWING DETAILS securing death certificate

choosing the servicing mortuary

transporting the body from the place of death to the mortuary

preservation of the body application of cosmetics choosing the burial outfit informing relatives, friends

and colleagues choosing the casket/urn transfer permit (if

transporting to a different municipality)

transporting the body from the mortuary to the venue of the wake

flowers & mass cards refreshments date of interment place of interment time of interment priest (funeral mass) burial permit hearse/vehicle for the

flowers memorial lot/urn interment/cremation fee thank you/sympathy cards

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Studies show thatonly 2 out of every 10 families

have made provisions or preparations for life events such as

this and are protected from the sudden loss of income brought

about by the death of their loved ones.

THE 2/10 PRINCIPLE

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THE USUAL PRACTICESAbuloy – Relying on alms and dole-outs from family and friends during the wake.

Tulong mula sa Kamag-anak - The immediate family seeks financial support from other relatives.

Nagpapasugal - to collect additional money to pay for the funeral expenses.

Nangungutang – Borrowing money from close family members and friends.

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PhilPlansLife Plans

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Panatag ka na ang iyong maiiwanan ay hindi mahihirapan.

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“ Panatag is a Filipino term for peace of mind and confidence.”

Behind the Name

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• Guaranteed Memorial Service Benefit

• Professional Administration of Memorial Service

• Optional Living Cash Benefit• Insurance Benefits

Product Benefits

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Guaranteed Memorial Service Benefit (MSB)• The guaranteed lump sum fund that

will be used in rendering the memorial service.

• Guaranteed annual increase of 5% of the Pre-need price, one plan anniversary after the paying period.

• Cash Difference Benefit

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PhilPlans - Family Assistance Office24/7 (including holidays)

Service Hotlines: 4038583, 8027344 to 45Toll Free: 1-800-10-800-8888

Professional Administrationof Memorial Services• Philplans’ Family Assistance Office (FAO)

provides assistance in arranging and administering the details of the memorial service through accredited mortuaries.

• Spares the planholder’s family from the harrowing ordeals of attending to funeral arrangements.

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METRO MANILA and LUZON

Loyola Mem. Chapels & Crematorium Arlington Memorial Chapels Sanctuarium Heritage Memorial Chapels La Funeraria Paz Nacional Memorial Homes Carbonel Funeral Homes Nuestra Señora De Salvacion Funeraria Samson Saint Louie Memorial Chapel

VISAYAS

Cosmopolitan Memorial Homes Rolling Hills Memorial Chapels San Fernando Funeral Homes

MINDANAO

Cosmopolitan Memorial Homes Greenhills Memorial Chapels La Merced Memorial Homes

Over 200 Accredited Mortuaries NATIONWIDE

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First Call Preservation Viewing Interment

Professional Administrationof Memorial Services

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Phase I – First Call

• Securing of Death Certificate

• Arrangement for the release of the body from the place of death

• Transporting the body to the mortuary

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Phase II – Preservation

• Proper preservation of the body

• Restoration of disfigured features

• Application of cosmetics on the body

• Placement of the body in a chosen casket

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Phase III – Viewing

• Consultation with family on details of the arrangements

• Arrangements for the dignified and solemn viewing of the body

• Preparations for obituary notices, purchase of memorial lot and securing of transfer and burial permits

* During the viewing, RAs will go to the viewing and make sure that everything is in order. Regional Sales Managers are encouraged to join the RAs.* During the viewing, RAs will go to the viewing and make sure that everything is in order. Regional Sales Managers are encouraged to join the RAs.

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Phase IV – Interment

• Funeral cortege leaves on time

• Suitable coach for the deceased

• Appropriate Music

• Transportation

• Coordinated activities required by the deceased’s ethnic or religious groups

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Planholder can choose from

the followingPaying period

options:

1100 22 55

Paying Period

Plan will begin to earn its yearly memorial service benefit increment equivalent to 5% of the Pre-Need Price, one plan anniversary after the Paying Period up to the 40th plan anniversary or the planholder’s demise, whichever comes first.

404040th Plan Anniversary

Credit Life

Disability

Accidental Death and Disability

Planholder is also protected with insurance coverage during the paying period.

Period where plan will earn its yearly MSB increment

Life Plan Overview

41

How does the 5% Yearly Increment Work?

Panatag Plan5 years to payPNP: PhP 100,000Mode: AnnualAge: 30Plan Effective Date: Jan 1,2013

Paying Period7070


3030

Jan 1, 2013Jan 1, 2013

3311

Jan 1, 2014Jan 1, 2014

3232

Jan 1, 2015Jan 1, 2015

3333

Jan 1,2016Jan 1,2016

3344

Jan 1,2017Jan 1,2017

3535

Jan 1, 2018Jan 1, 2018

MSB Yearly Increment = 5% of the PNP

Yearly Increment Amountbased on the given example =

PhP5,000

MSB Yearly Increment = 5% of the PNP

Yearly Increment Amountbased on the given example =

PhP5,0003636

Jan 1, 2019Jan 1, 2019

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up to the 40th Plan Anniversary or the Planholder’s demise, whichever comes first.

11 22 33 44 55

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Insurance Benefits

• Credit Life

• Disability Benefit

• Accidental Death and Disability

43

Length of Insurance Coverage is from age 18 to before age 65 only.Length of Insurance Coverage is from age 18 to before age 65 only.

Credit Life

If the planholder dies during the paying period and before age 65, 100% of the

remaining balance of the plan will be considered fully paid.

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Panatag Life PlanPay Period: 5 yearsPNP: PhP 30,000 Mode: MonthlyMonthly Installment:PhP594.83Effective Date: Jan 1,2013

Planholder diesdue to Natural Death on Jan 31, 2013.

Remaining balance is waived. Plan is considered fully paid.

Mr. Planholder

JanJan

PhP30,000

*Amount paid exclusive of modal loading and VAT

FebFeb MarMar AprApr MayMay JuneJune JulyJuly AugAug SepSep OctOct NovNov DecDec JanJan

- PhP500*= PhP29,500will be covered by Credit Life

Credit Life

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Disability Benefit

Waiver of Installment Upon Disability

If the planholder becomes totally and permanently* disabled during the paying period and before age 65, 100% of the remaining balance of the

plan shall be waived.* Observation Period of 6 months

Length of Insurance Coverage is from age 18 to before age 65 only.Length of Insurance Coverage is from age 18 to before age 65 only.

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Planholder gets disabled on Jan 31, 2013.


Mr. Planholder

JanJan

PhP30,000



- PhP500* = PhP29,500will be covered by Disability Insurance

Disability Benefit

47

Accidental Death andDisability

In case of death or disability of the planholder due to accident during the paying period and before age 65, the

insurer shall pay for the indemnities.

Equivalent to 200% of the Pre-Need Price.

Disability must be total and permanent.Benefit schedule is attached to the Plan Contract.Note: Claim must be filed within 180 days from the date of accident.Length of Insurance Coverage is from age 18 to before age 65 only.

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Panatag Life PlanPay Period: 5 yearsPNP: PhP30,000 Mode: MonthlyMonthly Installment:PhP594.83Effective Date: Jan 1,2013

Planholder diesdue to Accident on Jan 31, 2013.

Mr. Planholder

JanJanPhP30,000

FebFeb MarMar AprApr MayMay JuneJune JulyJuly AugAug SepSep OctOct NovNov DecDec JanJanx 200%= PhP60,000

will be given to the beneficiary/ies

Accidental Death

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Planholder gets disabled due to Accident, and lost both feet on Jan 31, 2013.

Mr. Planholder

JanJanPhP30,000

FebFeb MarMar AprApr MayMay JuneJune JulyJuly AugAug SepSep OctOct NovNov DecDec JanJanx 200%= PhP60,000

will be given as indemnity to the Planholder

Accidental Disability

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LOSSINDEMNITY

(% of the Amount of Insurance)

Accidental Disability of Limbs:

Both Hands 100%

Both Feet 100%

One Hand and One Foot 100%

One Hand 50%

Arm between elbow and wrist

60%

Arm at or above elbow 70%

One Foot 50%

Leg below knee 60%

Leg at or above knee 70%

200% of the PNPPNP = PhP30,000

Amt. of Insurance = PhP60,000

PhP60,000

Schedule of Indemnities

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LOSSINDEMNITY


Accidental Disability of Limbs:

Both Hands 100%

Both Feet 100%

One Hand and One Foot 100%

One Hand 50%

Arm between elbow and wrist 60%

Arm at or above elbow 70%

One Foot 50%

Leg below knee 60%

Leg at or above knee 70%


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LOSS

INDEMNITY(% of the

Amount of Insurance)

Loss of Sight:

Both Eyes 100%

One Eye 50%

Loss of Speech 100%

Loss of Hearing

Both Ears 100%

One Ear 50%

Loss of Use of Metacarpals

First and Second 3%

Third, Fourth or Fifth 2%


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LOSSINDEMNITY


Accidental Disability of Fingers:

All of one hand 50%

Thumb 15%

Index Finger 10%

Middle Finger 6%

Ring Finger 5%

Little Finger 4%

Accidental Disability of Toes:

All of one foot 25%

Great toe 5%

Other than Great toe, each toe 1%


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LOSSINDEMNITY


Fractured Leg or patelia with established non-union:

10%

Shortening of leg by at least 5cm.: 7.5%


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Mr. Planholder

JanJan

PhP30,000



- PhP500* = PhP29,500will be covered by Credit Life

PhP30,000

x 200%= PhP60,000 will be given to the beneficiary/ies (AD&D)

Summary of Benefitsif death occurs during the Paying Period

56


Planholder gets disabled due to accident, and lost both feet on Jan 31, 2013.


Mr. Planholder

JanJan

PhP30,000



- PhP500* = PhP29,500will be covered by Disability Insurance

PhP30,000

x 200%= PhP60,000will be given as indemnity to the Planholder (AD&D)

Summary of Benefitsif disability occurs during the Paying Period

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Planholder diesdue to Natural Death on Dec 31, 2018.

Mr. Planholder

JanJan

20132013

JanJan

20142014

JanJan

20152015

JanJan

20162016

JanJan

20172017

JanJan

20182018

Memorial Service Benefit

= PhP30,000

Summary of Benefitsif death occurs after the Plan is fully paid

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PAYING PERIOD

OPTIONSMINIMUM INSTALLMENT AMOUNT*

ANNUAL MONTHLY

Inclusive of VAT

Inclusive of VAT

1 25000 26650 2325 2478.45

2 13000 13858 1209 1288.79

5 6000 6396 558 594.83

Annual, Semi-Annual, Quarterly and Monthly modes of payment available.

* Amount may be increased by increments of PhP1,000.

Minimum Installment Amount

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5- Pay PhP 30,000

2- Pay PhP 26,000

1- Pay PhP 25,000

The Initial Memorial Service Benefit isEquivalent to the Pre-Need Price

Minimum Initial MemorialService Benefit


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Walang gustong maging pabigat sa pamilya. Bigyan sila ng kapayapaan sa panahon nang

kawalan

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“ Payapa is a Filipino term for tranquil or serene.”

Behind the Name

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• Professional Administration of Memorial Service


Product Benefits

63

Term Life



options:

1100 22 55

Paying Period



Credit Life

Disability




Life Plan Overview

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Insurance Benefits

• Credit Life



• Term Life Insurance

65

The insurance benefit shall be equal to the Plan Value of the Memorial Service Benefit, given to the Beneficiary upon the Planholder’s demise.

The insurance coverage shall terminate upon the Planholder’s demise, his/her attainment of age 65 or at the 40th plan anniversary, whichever comes first.

Term Life Insurance

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Payapa Life PlanPay Period: 5 yearsPNP: PhP 50,000 Mode: MonthlyMonthly Installment:PhP991.38Effective Date: Jan 1,2013


Mr. Planholder

JanJan PhP50,000

FebFeb MarMar AprApr MayMay JuneJune JulyJuly AugAug SepSep OctOct NovNov DecDec JanJanx 100%= PhP50,000will be given to the beneficiary/ies

Term Life Insurance

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FebFeb MarMar AprApr MayMay JuneJune JulyJuly AugAug SepSep OctOct NovNov DecDec JanJan= PhP100,000

= PhP50,000PhP150,000 will be given to

the beneficiary/ies



Mr. Planholder

JanJan

PhP50,000


- PhP833.33*

= PhP49,166.67

will be covered by Credit Life

PhP50,000

x 200%will be given to the beneficiary/ies (AD&D)

PhP50,000

x 100% will be given to the beneficiary/ies (Term)


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Mr. Planholder

JanJan

PhP50,000



- PhP833.33*

= PhP49,166.67

will be covered by Disability Insurance

PhP50,000



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Mr. Planholder

JanJan

20132013

JanJan

20142014

JanJan

20152015

JanJan

20162016

JanJan

20172017

JanJan

20182018


= PhP50,000Term Insurance Benefit= PhP50,000


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PAYING PERIOD


ANNUAL MONTHLY

Inclusive of VAT

Inclusive of VAT

1 40000 42640 3720 3965.52

2 20000 21320 1860 1982.76

5 10000 10660 930 991.38




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5- Pay PhP 50,000

2- Pay PhP 40,000

1- Pay PhP 40,000



72

Ipamana sa pamilya ang pagmamahal na walang hanggan.

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“ Pamana is a Filipino term for inheritance.”

How to Explain Pamana

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Product Benefits


• Professional Administration of Memorial Service (PAMS)

• Fully Paid New Life Plan (Additional Life Plan Benefit)


75

The chosen beneficiary of the planholder will be entitled to a fully paid new life plan.

Fully Paid New Life Plan(Additional Life Plan Benefit)

*Planholder may assign fully paid new life plan to one beneficiary only

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should be filled out, signed and attached to the Application Form

the Beneficiary whose name is indicated on the Endorsement Letter should also be written as the first primary beneficiary on the application form

Pamana Endorsement Letter

*Planholder may assign fully paid new life plan to one beneficiary only

77

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Condition 1: If Planholder dies before age 65 and chosen beneficiary is within the acceptance age and is in good health

- Beneficiary will avail of the additional Life Plan*


*May be a Life plan or any existing Pre-Need product at the time of availment.

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Condition 2: If Planholder dies before age 65 and chosen beneficiary is no longer within the acceptance age and/or is not in good health

- Beneficiary will be enrolled in a Pre-Need Plan* without insurance benefits.


*May be a Life plan or any existing Pre-Need product at the time of availment.

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Term Life



options:

1100 22 55

Paying Period



Credit Life

Disability




Life Plan Overview

81

Insurance Benefits

• Credit Life



• Term Life Insurance

82


Pamana Life PlanPay Period: 5 yearsPNP: PhP 125,000 Mode: MonthlyMonthly Installment:PhP2478.45Effective Date: Jan 1,2013



Mr. Planholder

JanJan

2478.452478.45

PhP125,000


FebFeb

2478.452478.45

MarMar

2478.452478.45

AprApr

2478.452478.45

MayMay

2478.452478.45

JuneJune

2478.452478.45

JulyJuly

2478.452478.45

AugAug

2478.452478.45

SepSep

2478.452478.45

OctOct

2478.452478.45

NovNov

2478.452478.45

DecDec

2478.452478.45

JanJan

2478.452478.45

- PhP2083.33*= PhP122,916.67

will be covered by Credit Life

PhP125,000

x 200%= PhP250,000will be given to the beneficiary/ies (AD&D)

PhP125,000

x 100%= PhP125,000

will be given to the beneficiary/ies (Term)

PhP375,000 will be given to the beneficiary/ies

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Mr. Planholder

JanJan

PhP125,000



- PhP2083.33*

= PhP122,916.67

will be covered by Disability Insurance

PhP125,000


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Mr. Planholder

JanJan

20132013

JanJan

20142014

JanJan

20152015

JanJan

20162016

JanJan

20172017

JanJan

20182018


= PhP125,000Term Insurance Benefit= PhP125,000

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PAYING PERIOD


ANNUAL MONTHLY

Inclusive of VAT

Inclusive of VAT

1 100000 106600 9300 9913.80

2 50000 53300 4650 4956.90

5 25000 26650 2325 2478.45


86




5- Pay PhP 125,000 2- Pay PhP 100,000 1- Pay PhP 100,000

87

COMMON FEATURESCOMMON FEATURES

88

Acceptance Age

With Insurance Benefit

No Insurance Benefit

18 – 55 years old* 18 – 60 years old

In good health

Note: A Planholder with insurance benefits will undergo a 1-Year Contestability.

*age last birthday

89

Incontestability

Death due to Health Reasons• The Insurer conducts an investigation if death

occurs within one (1) year from the plan effective date.

• Provides the Insurer the right to deny claims due to concealment of facts on the application. Contestability Period

EFFECTIVITY DATE 1 YEAR FROM EFFECTIVITY DATE

The insurer can no longer contest claims after the plan has remained in force for (1) year except for gross fraud.

January 1, 2014January 1, 2013

90

• Equivalent to the Memorial Service Benefit (MSB) with increments.

• It serves as a reward for living well

• 40th Plan Anniversary*Once the Planholder avails the Living Cash Benefit, the Original Plan Contract will be surrendered and PhilPlans shall be discharged from any liability or obligation under this contract.

Optional Living CashBenefit

91

• After the 40th Plan Anniversary, the plan will continue to earn interest at a rate to be determined by the Company’s Board of Directors.

• May be withdrawn by the planholder any time upon written request to PhilPlans (in a standard company form)

Unclaimed Endowment

92

Designated beneficiary/ies will receive 80% of the Plan Value or 100% of the Plan Termination Value, whichever is higher, and the insurance benefit (if any) reckoned from the date of the Planholder’s demise.

Unrendered Service

93

The plan may be assigned to a deceased person other than the Planholder.

* The Memorial Service Benefit shall be computed based on the Plan’s Termination Value.

Assignability

94

• Plan must be in force

• Request in writing (Standard Company Form)

• New Application form

A Planholder can transfer all rights and privileges of his plan to another person, subject to the following conditions :

Transferability

• The prospective Planholder will be subject to underwriting requirements and will be treated as a New Planholder

95

Grace Period

• Update payments without penalty up to two months (60 days) after last due date

96

If the age of the Planholder was misstated in the Application (to meet the acceptance age)…

All insurance coverage will be deemed cancelled effective at the date of purchase.

Misstatement of Age

97

Planholder can either:

a.) continue the plan and enjoy the applicable MSB; or

b.) surrender the plan contract and claim for the return of all payments made

Misstatement of Age

98

Grace PeriodDELINQUENT

Reinstatement PeriodLAPSED

Last Due Date

60 Days

Quick Paid-Up Status

2 Years

Plan Termination Value

Reinstate to Original Memorial Service Benefit

Reduced Total Memorial Service Benefit

Pure Reinstatement

*Planholder will undergo 1 year contestability after Reinstatement

Reinstatement Overview

99

PAY PERIOD

1 25,000 40,000 100,000

2 26,000 40,000 100,000

5 30,000 50,000 125,000

Note: Increments of PhP1,000

Initial Memorial ServiceBenefit

100

PRODUCT FEATURES

Pay Period 1, 2 and 5 Years 1, 2 and 5 Years 1, 2 and 5 Years


100% of the PNP plus 5% increments 1 plan anniversary after the

paying period

100% of the PNP plus 5% increments 1 plan

anniversary after the paying period

100% of the PNP plus 5% increments 1 plan

anniversary after the paying period

Cash Difference Benefit

Yes Yes Yes

Endowment Period Yes Yes Yes

Optional Living Cash Benefit

Yes Yes Yes

PAMS Yes Yes Yes

Fully Paid New Life Plan

N/A N/A

Equivalent to 100% of the PNP given to the

beneficiary upon death of the Planholder; void

upon Planholder’s attainment of age 65 or the plan reaching its 40th

Plan Anniversary

Summary of Benefit

101

PRODUCT FEATURES

Credit Life Yes, during the paying period

Yes, during the paying period


Disability Benefit Yes, during the paying period



Accidental Death And Disability (ADD)

200% of the PNP during the paying period



Term Life N/A

Equivalent to 100% of the MSB during the

paying & waiting period; ends at the 40th Plan Anniversary or the

Planholder’s demise

Equivalent to 100% of the MSB during the

paying & waiting period; ends at the 40th Plan Anniversary or the Planholder’s demse

TOTAL BENEFITS:

(With Insurance)

300%of the PNP

during the paying period(Maximum Amount)

400%of the PNP


400%of the PNP


Summary of Benefit

102

Modal Factors and VAT

Semi-Annual = 0.525 x Annual Installment

Quarterly = 0.267 x Annual Installment

Monthly = 0.093 x Annual Installment

VAT Rate = 6.60%

103

HOW TO SELLHOW TO SELL

104

TIPS IN SELLING

Be PREPARED!

Know your customer Know your product Look good!

Start with the BENEFITS!

Handle the Objections.

Close the SALE!

Things to AVOID:

hard selling.

technical terms.

Forgetting your materials.

105

Credit Life

8 9 10

7 33

34

35

36

37

38

39

26

27

28

29

30

31

32

19

20

21

22

23

24

25

12

13

14

15

16

17

18

11

0

6 4040

One Plan Anniversary after Paying Periodstart of Yearly Increments Equivalent to 5% of the PNP until 40th Plan Anniversary

Accidental Death and Disability (200% of PNP) =

P1,000,000

Disability Benefit

Paying Period

Planholder to invest P106,600

for 5 years

P106,600P106,600 P106,60

0

P106,600

P106,600

1 2 3 4 5

25k25k

25k25k 25k

YEARLY MSB INCREMENT Amount (P25,000 x 35 years) = P875,000

TOTAL : P1,375,000P500,000 + P875,000

40th Plan AnniversaryIf Planholder outlives his/her plan,

he/she has the option to choose either Optional Living Cash Benefit or

Unclaimed Endowment

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k25k

25k

Yearly Memorial Service Benefit: P25,000Total Yearly Memorial Service Benefit: P875,000Living Cash Benefit: P1,375,000Pre-Need Price: P500,000Paying Period: 5 yearsAnnual Installment: P106,600

LCB: Initial MSB + Yearly MSB Increments

106

Credit Life

8 9 10

7 33

34

35

36

37

38

39

26

27

28

29

30

31

32

19

20

21

22

23

24

25

12

13

14

15

16

17

18

11

0

6 4040



P1,000,000

Disability Benefit

Paying Period


for 5 years

1 2 3 4 55

25k25k

25k25k 25k

MSB YEARLY INCREMENT Amount (P25,000 x 35 years) = P875,000

TOTAL : P1,375,000P500,000 + P875,000



Unclaimed Endowment

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k25k

25k

Term Insurance = 100% of Plan Value



P106,600P106,600 P106,60

0

P106,600

P106,600

107

Credit Life

8 9 10

7 33

34

35

36

37

38

39

26

27

28

29

30

31

32

19

20

21

22

23

24

25

12

13

14

15

16

17

18

11

00

66 4040



P1,000,000

Disability Benefit

Paying Period


for 5 years

11 22 33 44 55

25k25k

25k25k 25k


TOTAL : P1,375,000P500,000 + P875,000



Unclaimed Endowment

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k25k

25k



P106,600P106,600 P106,60

0

P106,600

P106,600


108

PhilPlansLife Plans

109

Get a partner.

Practice How To Sell

Scenarios:Party/Get togetherOffice/WorkCommunity

Present yourscenario to thegroup!

110

Credit Life

8 9 10

7 33

34

35

36

37

38

39

26

27

28

29

30

31

32

19

20

21

22

23

24

25

12

13

14

15

16

17

18

11

0

6 4040



P1,000,000

Disability Benefit

Paying Period


for 5 years

P106,600P106,600 P106,60

0

P106,600

P106,600

1 2 3 4 5

25k25k

25k25k 25k

YEARLY MSB INCREMENT Amount (P25,000 x 35 years) = P875,000

TOTAL : P1,375,000P500,000 + P875,000



Unclaimed Endowment

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k25k

25k



111

Credit Life

8 9 10

7 33

34

35

36

37

38

39

26

27

28

29

30

31

32

19

20

21

22

23

24

25

12

13

14

15

16

17

18

11

0

6 4040



P1,000,000

Disability Benefit

Paying Period


for 5 years

1 2 3 4 55

25k25k

25k25k 25k


TOTAL : P1,375,000P500,000 + P875,000



Unclaimed Endowment

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k25k

25k




P106,600P106,600 P106,60

0

P106,600

P106,600

112

Credit Life

8 9 10

7 33

34

35

36

37

38

39

26

27

28

29

30

31

32

19

20

21

22

23

24

25

12

13

14

15

16

17

18

11

00

66 4040



P1,000,000

Disability Benefit

Paying Period


for 5 years

11 22 33 44 55

25k25k

25k25k 25k


TOTAL : P1,375,000P500,000 + P875,000



Unclaimed Endowment

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k

25k25k25k

25k



P106,600P106,600 P106,60

0

P106,600

P106,600


113

POTENTIAL INCOMEPOTENTIAL INCOME

114

For 1-PayBasic Commission

Year 1 5%

Agent’s Bonus

Year 1 5%

Commission Rates

115

Pamana Life Plan: 1-PayAnnual Installment of PhP1,000,000

1st Year GROSS BASIC COMMISSION LESS 1st Year NET BASIC

COMMISSION

Basic Commission

Agent’s Bonus

Total 82,500.0017,500.00100,000.00

7,500.00(Tax (15%))

10,000.00(Tax (15%) & CBR (5%))

50,000.00 40,000.00

50,000.00 42,500.00

POTENTIAL NET INCOME = PhP 82,500.00

Sample Computation

116

Pamana Life Plan: 1-PayAnnual Installment of PhP500,000


COMMISSION

Basic Commission

Agent’s Bonus

Total 41,250.008,750.0050,000.00

3,750.00(Tax (15%))

5,000.00(Tax (15%) & CBR (5%))

25,000.00 20,000.00

25,000.00 21,250.00


Sample Computation

117


Year 1 7.5%

Agent’s Bonus

Year 1 5%

Commission Rates

118

Pamana Life Plan: 2-PayAnnual Installment of PhP1,000,000


COMMISSION

Basic Commission

Agent’s Bonus

Total 102,500.00

22,500.00125,000.00

7,500.00(Tax (15%))

15,000.00(Tax (15%) & CBR (5%))

75,000.00 60,000.00

50,000.00 42,500.00


Sample Computation

119



COMMISSION

Basic Commission

Agent’s Bonus

Total 51,250.0011,250.0062,500.00

3,750.00(Tax (15%))

7,500.00(Tax (15%) & CBR (5%))

37,500.00 30,000.00

25,000.00 21,250.00


Sample Computation

120

*For every 4 PC or PhP50,000 FP (cumulative) validated every month


Year 1 20%

Agent’s Bonus

Year 1 13.5%

Productivity Bonus

Year 1 5%

Commission Rates

121

Sample Computation

*For every 4 PC or PhP50,000 FP (cumulative) validated every month Note: With the assumption that the Productivity parameter is met


COMMISSION

Basic Commission

Agent’s Bonus

Productivity Bonus

Total 158,625.00

33,875.00192,500.00

10,125.00(Tax (15%))

20,000.00(Tax (15%) & CBR

(5%))100,000.00 80,000.00

67,500.00 57,375.00

25,000.00 3,750.00(Tax (15%))

21,250.00



122

*For every 4 PC or PhP50,000 FP (cumulative) validated every month Note: With the assumption that the Productivity parameter is met


COMMISSION

Basic Commission

Agent’s Bonus

Productivity Bonus

Total 79,312.5016,937.5096,250.00

5,062.50(Tax (15%))

10,000.00(Tax (15%) & CBR

(5%))50,000.00 40,000.00

33,750.00 28,687.50

12,500.00 1,875.00(Tax (15%))

10,625.00



Sample Computation

123

Agency Leaders & AssociatesProtection Program (Sales Counselors)Agency Leaders & AssociatesProtection Program (Sales Counselors)

NOTE: Parameters and Benefits are subject to change annually.NOTE: Parameters and Benefits are subject to change annually.

Classification BRONZE SILVER GOLD

RECOGNITION TIER 50,000 FP & 8 PCs 150,000 FP & 10 PCs 750,000 FP & 12 PCs

Term Insurance

Below 65 years old 50,000 100,000 150,000

65 to 70 years old 10,000 20,000 30,000

PhilCare - - - - - -

License Fees - - - - - - Waived

124

HOW TO FILL OUT AN HOW TO FILL OUT AN APPLICATION FORMAPPLICATION FORM

125

J U A N A N T O N I O

S A N T O S

D E L A C R U Z

01 01 1 9 8 0

Business

Businessman

ABC & D Manufacturing Co.

123-456-789

0919 894-7253

(02) 894-7253

[email protected]

N/A

(02) 927-9446

(02) 888-0000

Manila

Maria Antonia F. Santos

N/A

N/A

9 8 7 B S P E N C E R S T R E E T,C U B A O, Q U E Z O N C I T Y

1 5 F A B C & D B L D G ., 1 2 3 A Y A L A A V E., M A K A T I C I T Y

126

D E L A C R U Z , J U A N A , C . 12 12 1 9 8 0 Spouse

Mega Plan 30 5 yrs.30 yrs.

Php 100,000Php 500,000

Php 500,000

Php 100,000Php 5,880

Php 106,180

Php 300

127

5’ 8” 140 lbs.

APE, 06/01/09, in good health

JASDelaCruzJuan Antonio S. Dela Cruz

128

1st February 2012 Makati City

JASDelaCruz JASDelaCruz

JASDelaCruzJuan Antonio S. Dela Cruz

129

ASantos Angela Santos 1234567891 0918-808-0000100%N/AN/A

Qualified pre-screeners are the following: Territory Head, Regional Sales Manager, TH’s Secretary, RSM’s Secretary, Area Manager and all Branch Services Officers/Customer Service Assistants

JFernandezJohn Fernandez (AM) Anna ReyesAnna Reyes (RSM)1 1 2012 1 1 2012

130

PhilPlansLife Plans

Date post:	29-Jan-2015
Category:	Economy & Finance
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Product Training - Memorial (Basic)

Economy & Finance