The Brighter Life Approach

This is the HOW of the financial planning process. We will discuss the Brighter Life Approach to
financial planning and selling, which are the two main roles of Sun Life advisors. We don't just create
the financial plan, but more importantly, we implement it through various Sun Life solutions.

Introduction

Learning Objective

Product Focused vs Client-Focused

Needs-Based Sales Cycle

1. PR OSPECTIN G

Prospecting

Effective Prospecting Habits

Prospecting with Social Media

 Conventional vs Social Media

Activity

2. APPR OACH

Types of Approaches

Securing an Appointment

Sun Script

3. N EEDS- B ASED SALES PR ESEN TATION

Activity

Meet Mike

Needs-Based Sales Presentation

Sales Presentation Tools

Client Suitability Assessment (CSA) Form

Income Protection: Understanding the Storyline

Types of Income Protection Calculation

Living on Interest: Computation Simulation

Dependency Years: Computation Exercise Activity

Filling out the Client Suitability Assessment (CSA) Form

 Reminders when lling out the CSA Form

Education: Understanding the Storyline

4. H AN DLIN G OB JECTION S AN D CLOSIN G

Objections

Objection Scenarios

Closing

Trial Close Framework

SUMMAR Y

Summary

KN OWLEDGE CH ECK

Knowledge Check

ACH IEVEMEN T B ADGE

Congratulations!

DOWN LOADAB LE H AN DOUT

Downloadable Module Handout

Lesson 1 of 32

Introduction

Complete the content above before moving on.

Next: Learning Objective

We will discuss the learning objective for this module.

LEARN MORE
Lesson 2 of 32

Learning Objective

By the end of this module, you will be able to:

Execute the Brighter Life Approach, which integrates

Life Stage Financial Planning into the Needs-Based
Sales Cycle, by focusing on the Moving Up life stage as
an example.

Watch this short video to learn more.

Complete the content above before moving on.
Lesson 3 of 32

Product Focused vs Client-Focused

Roland Cayubit

 
 

Sell based on budget alone One-time purchase

 

Sell based on nancial need One of many purchases

Complete the content above before moving on.

When you focus on the product, you are selling on the budget alone.
You are more concerned about what kind of product you will offer, and
most likely you will offer an option you are more familiar and
comfortable with. However, this could be just a one-time purchase, and
may not be followed by another soon.

When you focus on the client, you are selling based on the target need;
you do not only offer a solution to the client’s current need, and the
client acknowledges that what you are recommending is an expert’s
advice. With that, they trust that what you are offering is the solution
they are looking for. The client also recognizes your expertise, that
whenever he needs advice on financial planning, he knows that he can
count on you. This sale leads to one of many purchases built on trust
and professionalism.

C O NT I NU E
Lesson 4 of 32

Needs-Based Sales Cycle

Click the hotspots to learn more.

 

 
 

Prospecting

Seeking potential buyers of your products - It is a process of looking for people to see and talk to and to eventually qualify.
 

Approach

This is the process of obtaining the prospect’s consent to see you. In essence, it is SETTING AN APPOINTMENT. The
objective is to secure an appointment under favorable conditions.
 

Needs-Based Sales Presentation

We follow the needs-based sales presentation process where we understand our clients first before recommending a product
solution. This is our way to shift from product-pushing to a client-focused approach.
 

Closing & Handling Objections

Objections can happen at any step in the sales process and should be handled accordingly. It is an integral part of selling
because they can actually be buying signals. Last but not the least, closing is anything that you do that will lead the client to
take action and purchase a plan.

The needs-based sales cycle is the map for financial advisors in helping clients achieve a brighter life. You can
minimize the difficulty and challenges, by following the four activities. These activities are linked together to form
one endless cycle that would make you a successful financial advisor.

Complete the content above before moving on.

We will discuss the activities of the cycle more extensively when Life Stage Financial Planning is integrated with the
Needs-Based Sales Cycle into the Brighter Life Approach in the next module.

C O NT I NU E
Lesson 5 of 32

Prospecting

Prospecting for the Moving Up Stage

Prospecting is seeking potential buyers of your product. This is the cornerstone of your career. Without an adequate
number of people to contact, there is no one to sell to. From several types of prospects, we will focus on one
segment---the Moving Up Life Stage.

Who are the people at this stage? Let us get to know them by discussing their priorities, financial needs, and the
solutions we can offer them.
 Click the image to enlarge.

PRIORITIES
People at this particular life stage are starting their own families or having young children, hence, their family needs
are of utmost importance.

Check these priorities and remember to be on the lookout for these when prospecting:

In the middle or peak of their career

Clearer picture on personal goals

Working hard on realizing personal goals

Family needs becoming top priority (for those who are married)

Concern on personal health

Medium risk acceptance level

 Complete the content above before moving on.

FINANCIAL NEEDS
From the Money for Life chart, their financial needs include basic needs including emergency fund, income
protection, health protection, education fund, and savings for milestones. During this life stage, the need for income
protection and health protection are higher because of the financial dependents. These needs should be given focus to
ensure future income for the family should the uncertain happen. The family also starts to build funds for the
children’s education, or milestones such as having a family home. You may also even start preparing for your
retirement this early. Other needs would be your discretionary or variable funds.

Check these financial needs and remember to be on the lookout for these when prospecting:

Protection for him/herself, own family and parents

Education fund for children

High day-to-day expenses

High emergency fund

Target saving for achieving personal and/or family goals

Start of retirement plan

Complete the content above before moving on.

SOLUTIONS
It is important that we match those financial needs with the appropriate product solutions. It is good to start with a
mix of Life, Health, and Wealth product solutions. Products with higher protection and health coverage should be a
priority. Starting an education fund or a retirement fund can also be done simultaneously while building protection
and health coverage.

Check these solutions and remember to include these when prospecting:

Solutions with higher protection over savings for married prospects

Solutions with savings and investment at similar importance for single prospects

Dedicated plan for fulfilling target savings needs

Importance of Health & Accident covers to secure achievement of personal and family plans

Complete the content above before moving on.

Let's Review
Let's see what you've learned. Drag the item to its correct category.

PRIORITIES
 Concern on personal health In the middle of career life

Medium risk acceptance level

FINANCIAL NEEDS

Protection for himself/herself,

Education fund for children
own family and parents

High emergency fund

 SOLUTIONS

Solution for higher savings Dedicated plan for ful lling

over protection for married target savings needs

Solutions for savings and

investment at similar
importance for single

Complete the content above before moving on.

From several financial needs of people at this stage, we will highlight the top two in terms of focus/importance –
Income Protection and Education Planning.

Next: Effective Prospecting Habits

Discover the habits to help you succeed as a financial advisor.

LEARN MORE
Lesson 6 of 32

Effective Prospecting Habits

It is essential to develop effective prospecting habits in the Needs-Based Sales Cycle.
 Step 1

Know where and how to secure appropriate names

You can source the names from the following:

a. Natural Market – These are people you directly know, such as family, friends,
relatives, etc.

b. Referred Lead – Advisors should not only rely on their Natural Market as they will
run out at some point. That’s why they should always ask for referrals.

c. Center of Influence – They are clients that can influence a lot of people, such as
known speakers.

d. Nest Prospects – A group of people that have common interest/organization/work,

etc.
e. Direct Mail – Advisors can always look for prospects in social networking sites.
They can start off by sending prospects personal emails.

f. Orphan Policyholders – They are clients that do not have servicing advisors.

g. Published Sources – These are published publicly and can be accessed by everyone.
 Step 2

Qualify names using CHAIN

Highly productive sales people avoid wasting time with prospects who remain as
prospects.

As financial advisors, the first step is to identify the present life stage of your prospect.
By doing so, you can predict his/her financial needs and in turn, customize your
approach and presentation.

Qualify your prospects according to the CHAIN:

Character

Health

Approachability

Income

Need
 Step 3

Maintain effective prospecting records

Records are necessary for real planning, useful as a scorecard, increase efficiency and is
invaluable for making a personal market analysis.
 Step 4

Perform the necessary activities on a regular basis

Your goal is highly dependent on the number of people you talk to. This study by the
Life Insurance Marketing Research Association (LIMRA) may be very helpful in terms
of knowing how many clients you need to talk to.

For every 10 qualified suspects, there are 5 prospects with appointments. Out of the 5
prospects, you may deliver 3 sales presentations. Then you will have 1 closed sale!
 Summary

Prospecting habits can be developed with the right practice.

Complete the content above before moving on.

Let's see what you've learned.

Choose all that apply.

Check the source/s where you can seek potential buyers:

Nest Prospects

Center of Influence

Orphans

Referred Lead

SUBMIT

Complete the content above before moving on.

Choose the best answer.

Maintain _________________ which are invaluable for making your own target market
analysis.

effective prospecting records

 efficient prospecting habits

effusive prospecting records

SUBMIT

Complete the content above before moving on.

Choose the best answer.

You may qualify names according to the CHAIN. What does CHAIN stand for?

character, health, approachability, income, need

character, health, availability, income, need

character, household, approachability, investment, need

SUBMIT

Complete the content above before moving on

 Complete the content above before moving on.

How many prospects should you qualify to achieve one closed sale?

10

SUBMIT

Complete the content above before moving on.

Lesson 7 of 32

Prospecting with Social Media

Roland Cayubit

Social media prospecting is the art of listening to people,

not mentions or keywords.

It's about scouring the social web, identifying potential

prospects, and engaging them through content to get them
to your site and move them through your funnel.
Ways to Prospect with Social Media

Look up a prospect online before the call

Send a direct message thru chat/e-mail

Ask a friend for an introduction to one or two of

their connections on social media move them
through your funnel.

C O NT I NU E
Lesson 8 of 32

Conventional vs Social Media

Digital Prospecting Approach

Active

Focus on inviting, presenting, and closing people in to your

network. Draw people in by reaching out to them, or initiating
contact.
Passive

People look for you. They initiate contact to you. They follow
your posts, and are influenced by them.

C O NT I NU E

So, how these prospecting methods help find prospects? Here are some key points you can consider.

(If you are on a slow internet connection, this section may take a few moments to load. Thank you for your
patience.)
 Complete the content above before moving on.

Both prospecting methods are effective ways to find potential clients. Use both to maximize your resources.

C O NT I NU E
Lesson 9 of 32

Activity

To apply what we just learned, here is an activity to develop your prospecting habits. (Allotted time: 15 mins)

List down 30 names for the target prospects of these two priority needs at the Moving Up life stage:

Click each card to proceed.

1. Breadwinners with young

dependents for Income
Protection

2 Parents with children age 10

 2. Parents with children age 10
and below for Education
Planning

Complete the content above before moving on.

Next: Types of Approaches

Now that you have identified your prospects, how do you persuade them to meet with you so that you can tell your
story?

LEARN MORE
Lesson 10 of 32

Types of Approaches

There are different ways of approaching and these will depend on the availability of the prospect. Here are the types
of approaches:
*Strict compliance with the Social Media Guidelines of Sun Life must be observed.

What are the conditions that could make the approach favorable?

Click each marker to find out.





 

The prospect’s willingness to talk to you

 

A promise of enough time to tell your story

 

A suitable atmosphere for talking

Complete the content above before moving on.

Next: Securing an Appointment

Discover the suggested steps to secure appointments with your prospects.

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Lesson 11 of 32

Securing an Appointment
How Do We Secure an Appointment?

Let's learn this suggested process.

 Step 1

Introduction

Introduce yourself and Sun Life.

 Step 2

Approach

Ask if it is a convenient time to talk. Give the purpose of your call.

 Step 3

Close

Ask for the appointment. Give 2 different times and days/dates.

 Step 4

Troubleshooting

Handle objections if necessary.

 Step 5

Confirmation

Confirm the time and location of the appointment.

 Summary

Remember that the objective here is to entice the prospect to meet up with you so that
you can share your advocacy.

Complete the content above before moving on.

Next: Sun Script

You will learn how to answer common concerns or objections from prospects.

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Lesson 12 of 32

Sun Script

We know that it’s going to be a challenge at first on how you’ll be doing your approach to your clients so we
prepared the Sun Script.

The Sun Script contains a few spiels on the most common objections or responses you may get from your prospects.

But before we discuss the Sun Script, do you remember the 5 Steps in Securing an Appointment?

Let's see what you've learned.

Match the 5 Steps according to the correct sequence.

Step 1 Introduction

Step 2 Approach

Step 3 Close
 Step 4 Troubleshooting

Step 5 Confirmation

SUBMIT

Complete the content above before moving on.

Here are the 5 steps at a glance:

STEP 1: Introduction

STEP 2: Approach

STEP 3: Close

STEP 4: Troubleshooting

STEP 5: Confirmation

Now that you have reviewed the the 5 Steps in Securing an Appointment, let us practice saying the Sun Script which
is organized according to those 5 Steps.

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patience.)
 Complete the content above before moving on.

Handling Objections
Prospects are likely to respond with objections anytime during your conversation or your appointment.

However each prospect's response goes, it should always end with your confirmation of the TIME and PLACE,
which are the two important components of the APPROACH. The objective is not to get into a discussion with your
prospects on the products or services you are offering.

The objective is to get your prospect to say YES to the appointment.

Here are some common objections from prospects, and the answers that you may deliver.

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patience.)
 Complete the content above before moving on.

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patience.)

Complete the content above before moving on.

Let's Review
Let's see what you've learned.

What are the types of approaches? Match the type of approach to the advisor's spiel.

I have some ideas that I’d like to show

Standard Approach you, ideas that I am sure you'll find
interesting.

Stella is a mutual friend of ours and she

Referred Lead Approach
authorized me to mention her name.

I was assigned by our Head Office to

Service Approach your updated information about your
Sun Life Policy.

My Head Office informed me that they

Pre-approach Letter recently sent you a letter about Sun Life
Financial.

I recently sent you a letter outlining our

Impact financial service. Do you recall
receiving it?

SUBMIT
 Complete the content above before moving on.

Match the prospect's objection to the advisor's answer.

I can understand you're not interested in

Not interested something you haven’t had a chance to
see...

I understand you’re trying to avoid

No money unnecessary expenses. There is no
obligation...

Probably in your lifetime you will never

No hurry need security as much as when you're
older.

There are several financial services

No trust companies and there are few excellent
ones.

I know how busy you are. That’s why I

No time phoned for an appointment rather than
just drop in.

You’d be the sole judge of whether or

 No need not this particular idea would be of
value to you.

Is this life insurance? Yes, why do you ask?

It is difficult to discuss these ideas over

What are these ideas? the phone and of course only by
evaluating...

In effect you’re saying that you're not in

All occasions
the market for life insurance right now...

SUBMIT

Complete the content above before moving on.

To recap, here is the Sun Script at a glance:

 Sun Script
Click the image to enlarge.

Complete the content above before moving on.

Next: Activity
Practice using the Sun Script by doing the next activity.

LET'S PRACTICE
Lesson 13 of 32

Activity

WRITE YOUR OWN GUIDE

Prospect: MOVING UP (Breadwinner/Parent)

Check the boxes to proceed.

1. Pick one name from your prospect list.

 2. Jot down pertinent information about your chosen prospect (i.e. occupation, age, civil status,
common ground).

3. Choose the type of approach you will use.

4. Write your spiel for this prospect.

Complete the content above before moving on.

Next: Meet Mike

Let's meet Mike, one of your prospects. What is his profile?

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Lesson 14 of 32

Meet Mike

Let us say that after you completed your Prospecting and Approach activities, you selected Mike, a breadwinner with
young dependents for Income Protection. You were then able to successfully set an appointment with Mike.

Flip each card to understand Mike's profile:

Mike is 30 years old and is

the breadwinner of his family,
in the Moving Up stage. He is
the friend of Sam, your
existing client from the
Basics of Financial Planning
Module. Mike has regular
income with his employment,

Mike and Annie have a 5-year-

old daughter, Lia. They have
another baby on the way.
 Mike is your prospect now and
he is familiar with insurance
because of Sam.
You will now proceed to the
needs-based sales presentation of
the Brighter Life Approach.

Complete the content above before moving on.

Lesson 15 of 32

Needs-Based Sales Presentation

Having a well-planned sales presentation reflects professionalism and respect to the time given to us. Let’s not miss
our chance to ‘wow’, or better yet, help our clients towards their path to a Brighter Life.
 The Needs-Based Sales System

This proven effective system is practiced by successful financial planners.

In needs-based selling, the advisor does the process steps described next.
 Step 1

Introduction

Introduce Sun Life and your services as a financial advisor, as follows:

1. Meet and greet the client

2. Establish rapport

3. Introduce Sun Life and your services as a Financial Advisor

 Step 2

Need Discovery

Provide an overview of the different life stages and changing needs over one’s lifetime, as follows:

1. Identify the client’s present life stage

2. Provide a checklist of the financial needs that client should be working on

3. Identify priority financial needs

 Step 3

Priority Need/s Presentation

Expound on the client’s chosen priority need, as follows:

1. Discuss the importance of preparing for priority need/s

2. Quantify the need/s

3. Secure the budget

 Step 4

Solution Recommendation

Present a product proposal based on the client’s budget; close the sale by asking the client to sign the
application form, as follows:

1. Recommend a product

2. Generate the proposal

3. Collect the premium

 Summary

This methodical approach to selling life insurance ensures that our recommended product solutions are
customized to the client’s needs/goals. That is why it helps build and sustain advisor-client relationship
resulting in repeat sales and quality referrals.

Reminder: Consider the client when structuring your presentation.

Check the boxes to proceed.

 If the client is already familiar with Sun Life, skip the company introduction. At the very least, start
your presentation with the introduction of your services as a financial advisor.

For new and existing clients with a specific goal in mind, proceed to PRIORITY NEED
PRESENTATION.

The needs-based sales presentation process offers numerous benefits. These benefits are categorized for the client,
the advisor, and for the company, respectively.

Click each tab to learn more.

THE CLIENT THE ADVISOR T H E C O M PA N Y

This system provides a long-term and holistic perspective on financial planning. Moreover, it paints a vivid picture
of where the client is right now and where he wants to be in the future. This picture will help him choose solutions
that will bridge the gap between his present financial situation and his desired future state.
 THE CLIENT THE ADVISOR T H E C O M PA N Y

Once a financial need or goal is clearly identified, the client sees our product as a solution that enables him to
accomplish his financial goals. Hence, the advisor is viewed as a solution provider, and not as product peddler. This
leads to improved advisor productivity in terms of case size, upsell and cross sell opportunities, and generating
quality referrals.

THE CLIENT THE ADVISOR T H E C O M PA N Y

Needs-based selling is a cornerstone of quality sales practice--an indicator that Sun Life adheres only to the highest
code of market conduct. Also, the needs-based sales presentation is a manifestation that the company stays true to its
financial planning advocacy.
The good news is that we have ready-made materials to help you deliver a needs-based sales presentation to clients.

Complete the content above before moving on.

Next: Sales Presentation Tools

Discover the materials to help you deliver the needs-based sales presentation.

LEARN MORE
Lesson 16 of 32

Sales Presentation Tools

Here are the Sales Presentation Tools that you will need:

Complete the content above before moving on.

Flip each card to view the tools.

1. Introduction

Sun Future Planner

2. Need Discovery
 Sun Future Planner

SFP Booklet

3. Priority Need/s Presentation

Sun Future Planner

 Sun Future Planner

Client Suitability Assessment

(CSA) Form

4. Solution Recommendation

Proposal
 Complete the content above before moving on.

Next: Client Suitability Assessment (CSA) Form

Learn how to use this form to identify the client’s financial needs and risk profile.

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Lesson 17 of 32

Client Suitability Assessment (CSA) Form

The CSA Form is used to identify the client’s financial needs and risk profile. It is a useful tool in providing your
clients a summary of their customized financial plan. It is comprised of 4 parts:

1. Financial Needs Analysis (FNA)

2. Risk Profile Questionnaire (RPQ)

3. Selecting a Sun Life Portfolio

4. Client Declarations

Click each tab to learn the parts of the CSA Form.

PA RT 1 : PA RT 2 : PA RT 3 : PA RT 4 :

FINANCIAL NEEDS ANALYSIS (FNA)

Click the image to zoom in.
 PA RT 1 : PA RT 2 : PA RT 3 : PA RT 4 :

RISK PROFILE QUESTIONNAIRE (RPQ)

Click the image to zoom in.
 PA RT 1 : PA RT 2 : PA RT 3 : PA RT 4 :

SELECTING A SUN LIFE PORTFOLIO

Click the image to zoom in.
 PA RT 1 : PA RT 2 : PA RT 3 : PA RT 4 :

CLIENT DECLARATIONS
Click the image to zoom in.
Here is a copy of the CSA Form:

SLOCPI Client Suitability Assessment_10Jun19F.pdf

198.7 KB

Complete the content above before moving on.

Next: Income Protection: Understanding the Storyline

Let’s understand the storyline of the Income Protection Need

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Lesson 18 of 32

Income Protection: Understanding the Storyline

Income Protection aims to provide continuation of income for the insured’s beneficiaries in the event the insured
passes away. This means that this Need focuses on the financial obligations the insured will leave behind, as well as
the family’s financial needs after the insured’s death. Let’s look at this sample storyline on how to present Income
Protection to help you create your own personalized organized language. Following this storyline and understanding
its logic can help you put together effective presentations on the other needs.

Here are the key points of your storyline:

 Click the image to enlarge.

Value of the Breadwinner.

Challenge question: “What if you run out of time?”

 Click the image to enlarge.

Bright choice of ensuring future income

What is the impact if you have life insurance and if you do not have life insurance?
 Click the image to enlarge.

Income Continuation Computation

How much would you need to continue income for your loved ones?
 Click the image to enlarge.

Sample solution to address the gap

 Click the image to enlarge.

Compute for the prospect’s Income Protection Fund using the Sun Future Planner
 Click the image to enlarge.

Here is the result of the sample computation

The last page of the single need presentation deck is your cue to quantify the need of your prospect using the CSA
form.

Take a look at the full Income Protection deck and the Income Protection Organized Language file:

Income Protection.pdf
1.8 MB

Income Protection Organized Language_09.2019.pdf

605.2 KB

Complete the content above before moving on.

Next: Types of Income Protection Calculation

We will learn to use this tool next.

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Lesson 19 of 32

Types of Income Protection Calculation

The calculation type will depend on the advisor’s assessment of what will best suit the prospect.

If the financial need of your client is Income Protection, then the types may be Dependency Years (DY) or Living on
Interest (LOI). Let's find out more about these calculation types.

Dependency Years (DY)

This is the calculation type applicable if the breadwinner wants to provide income for a limited period.

The computed amount is reasonable for the client and not as big as LOI.

Living on Interest (LOI)

This is the calculation type if the breadwinner wants to provide perpetual income to the family upon

death. With LOI, only the interest earning is spent, hence, the family can use the fund for life milestones upon
recovery.

Complete the content above before moving on.

Next: Living on Interest: Computation Simulation
Learn how to compute for the client’s Income Protection Fund using Living on Interest (LOI).

LEARN MORE
Lesson 20 of 32

Living on Interest: Computation Simulation

Given the following information, let us simulate how you can compute for the client's Income Protection Fund using
Living on Interest (LOI) on Sun Future Planner.

Household Expenses : PHP 40,000

Interest Rate : 4%

Liabilities : PHP 200,000

Emergency Fund : PHP 240,000

Final Expenses : PHP 1,000,000

Cash Savings : PHP 500,000

Existing Individual Insurance Coverage : PHP 500,000

Existing Group Insurance Coverage : PHP 2,000,000

(If you are on a slow internet connection, this section may take a few moments to load. Thank you for your
patience.)
 Complete the content above before moving on.

Next: Dependency Years: Computation Exercise Activity

Practice how to compute for the client’s Income Protection Fund using Dependency Years (DY).

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Lesson 21 of 32

Dependency Years: Computation Exercise Activity

Given the following information, let us simulate how you can compute for the client's Income Protection Fund using
Dependency Years (DY) on Sun Future Planner.

Monthly expenses : PHP 60,000

Number of Dependency Years for (DY) : 10 years

Debts : PHP 100,000

Emergency Fund : PHP 360,000

Final Expenses : PHP 2,000,000

Whole Life Insurance : PHP 1,000,000

Group Life Insurance : PHP 3,000,000

Cash Savings : PHP 2,000,000

(If you are on a slow internet connection, this section may take a few moments to load. Thank you for your
patience.)
 Complete the content above before moving on.

Next: Filling out the Client Suitability Assessment Form (CSA)

Be guided by a simulation on filling out the CSA Form.

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Lesson 22 of 32

Filling out the Client Suitability Assessment (CSA)

Form

We will now learn how to fill out the CSA Form. Click each checkmark to learn more.

Click the hotspot to learn more.


 

Fill in with the client's name.

It can be the ‘owner’ or ‘insured’ depending on the key financial need.

You are not required to input the nitty-gritty of the computation. Just jot down the target fund – whether it’s your
computed amount or client’s preference – in the Part 1 of form.

You can use this to summarize what you and your client discussed during the sales presentation. At one glance, your
client can see the gap between the target fund and recommended solution.

Click the checkmarks on the left border to learn more.





 

Tick the client’s current life stage.

 

Tick the client’s goal.

1. Use the Sun Future Planner app or;

2. Ask the client about their current priority at the time of assessment.
 

Tick the client’s choice of type of product.

This will serve as an easy reference of the gap between the goal and recommended solution.
 

Select the number of years the client can commit in contributing to keep the plan.
 

Select how much percentage of the current assets, such as income, cash, or other resources can the
client set aside for this plan.

*Note: Product solution benefits are arbitrary figures and for illustration purposes only.

*SUN MAXILINK PRIME, 35 y/o, Male, Non-Smoker, Ps. 350,000 Face Amount with Total Disability Benefit,
100% Balanced Fund, Annual Regular Premium of Ps. 21,266; Excess Premium of Ps. 78,734

 

Ask the client to accomplish the questionnaire by ticking the box that corresponds to his/her
answer.

Emphasize to the client that there are no right or wrong answers.


 

Add the points indicated in the bracket beside the client’s answers.


 

In the event the client opts for a different fund option from what the advisor recommended, the
client must provide a reason for the decision made in the box provided.

Complete the content above before moving on.

Next: Reminders when filling out the CSA form

Important reminders to remember.

LEARN MORE
Lesson 23 of 32

Reminders when filling out the CSA Form

The CSA form is a requirement for new business applications. And as such, there are certain guidelines that we need
to follow:

Check each box to proceed.

1. The CSA form is required for every individual life application,

whether it is regular or single pay, traditional or VUL, regular or GIO underwriting.

2. To avoid delays in policy issuance, the CSA form must be completely filled out and duly signed.
The Client Service Center (CSC) will not accept an incomplete form.

The NB/UW will require the submission of a new CSA form in case of missing fields.

* NB - New Business
 * UW - Underwriting

3. Always attach a new CSA form to every individual life application.

Referring to a previous FNA and/or RPQ and/or CSA form on an existing policy is not allowed.

4. For multiple applications on the same Owner/Insured:

If only one master CSA form was used to capture the total needs of the Owner/Insured, attach a photocopy of

the signed CSA form to every application. The same rule shall apply to the RPQ.

Complete the content above before moving on.

Next: Education: Understanding the Storyline

Understand the storyline of the Need for
Education Fund.
LEARN MORE
Lesson 24 of 32

Education: Understanding the Storyline

As discussed earlier, preparing for the children’s education is one of the priorities for most parents in the Moving Up
stage. Building an education fund aims to save funds to be used for the child’s education and other scholastic
expenses. Let’s look at this sample storyline on how to present Education to help you create your own personalized
organized language. Following this storyline and understanding its logic can help you put together effective
presentations on the other needs.

Here are the key points of your storyline:

Aspiration for children

Challenge question: “Can you keep up with the rising cost of education?”
 Click the image to enlarge.

Facts to support the problem

 Click the image to enlarge.

Bright Choice of building an education fund

 Click the image to enlarge.

Sample Education Fund Need Computation

 Click the image to enlarge.

Sample solution to address the gap

 Click the image to enlarge.

Compute for the prospect’s Education Fund using the Sun Future Planner

Take a look at the full Education Planning deck and the Education Planning Organized Language file.

Education Planning.pdf
1.5 MB

Education Planning Organized Language_09.2019.pdf

638.5 KB
 Complete the content above before moving on.

Next: Handling Objections and Closing

In the Approach stage, you learned that you will encounter objections from prospects. Let's discuss objections and
closing in detail.

LEARN MORE
Lesson 25 of 32

Objections

Here is Stella, a prospect, expressing some objections to the financial advisor during the appointment.

Click the icons to know what they are saying.


 

"I'm still young. Insurance is only for old, dying people. It's not necessary for young people like me,
right? "
 

“I’m glad you brought that up, I was going to explain it anyway.”

Complete the content above before moving on.

What could be the reason behind Stella's objection?

An objection is anything the prospect says or does that is an obstacle to smooth selling.
Objections are integral to the sales process and are indications of interest.
Please remember that when you try to sell something, such as a product, an idea, or a
benefit, you actually ask the prospect to change his/her behavior. They normally fear the
new or the uncertain. There is resistance on the part of the prospect.

Why do people object? Objections arise for one or two reasons:

Check the boxes to proceed.

The prospect does not understand what you have told. There is no human connection.

The prospect does not have enough information to grasp the significance of your point.
 Complete the content above before moving on.

But we need to understand that it could also mean a signal to buy. It could be an indicator telling us to give more

information or help them buy the product.

Look at objections as requests for more information.

Here is another objection from Stella and the response from the financial advisor:


 

"I already have group life insurance at my company. Why should I spend for additional insurance?
 

“That is a good question.”

Complete the content above before moving on.

In the end, they may be seeking clarifications.

Simply put, objections may be clarifications, concerns, hesitation, disbelief, doubts, questions, or suspicion.

As financial advisors, we should be comfortable when we hear

objections.

Accept the idea that objections are normal. Expect prospects to

express objections.

You will have a much sounder attitude with which to approach them.

Remember, through objections, buyers may seek your help in

convincing themselves.

What are the 4 types of objections?

Flip each card to find out.

NO NEED

NO HURRY

NO MONEY
 NO TRUST

Complete the content above before moving on.

Here are some pointers when meeting objections:

Click the boxes to proceed.

Listen

Agree

Postpone
 Answer the objection

Complete the content above before moving on.

Remember, we are in a people business and we will hear a NO

more often than a YES.
But keep in mind that their NO is not directed at us personally.
We have to welcome objections.
Make it a way of life.

Complete the content above before moving on.

Next: Objection Scenarios

Discover the possible solutions you can offer your clients when they express objections.

LEARN MORE
Lesson 26 of 32

Objection Scenarios

Let's look at some objections from prospects, and the possible answers from financial advisors. These objections are
in relation to Income Protection and Education.

(If you are on a slow internet connection, this section may take a few moments to load. Thank you for your
patience.)

Complete the content above before moving on.

Let's see what you've learned.

Match the objection on the left to the possible answer on the right.

Part of a good financial plan is to ensure

But my spouse is also working.
that every breadwinner covers his/her
My family should be covered.
share.

But I don't have the budget to Life insurance assures your family the
spare for the premiums. money for future delivery.

The target college fund is too Remember, the money you don’t spend
big! How can I possibly now will be the money you will spend
accumulate that much? for your child.

But I've set aside money for

Life insurance is the only investment
investments so that I can leave
that does not need time.
a huge amount for my family.

It's useless because inflation Inflation is hard enough... Imagine how

will only eat up the value of much harder it would be without your
the life insurance policy. income?
 SUBMIT

Complete the content above before moving on.

Next: Closing
Did you know that Closing can happen anytime? Let's discuss this in detail.

LEARN MORE
Lesson 27 of 32

Closing

In selling, closing is about your ability to ask for the business and close the sale. It is a
process and can happen anytime.

It may happen in the beginning, in the middle of your presentation or at the end of the
presentation. Be observant and alert. As long as you see some buying signals, grab the
opportunity to close.

Click the checkmarks for reminders.




 

Use ABC – Always Be Closing

As long as you see some buying signals, grab the opportunity to close.
 

Build agreement with the client

Be aware of verbal and non-verbal buying signals.

Use check questions to build agreement as you make your presentation. For example,

“Does that seem reasonable?”

“How do you feel about that?”
 

Apply the TRIAL CLOSE

Don’t oversell. Apply the Trial Close by asking these questions:

“Do you think this plan will benefit you?”

“Do you have any questions or clarifications before we start the process?”

Complete the content above before moving on.

Next: Trial Close Framework

Discover the Trial Close Framework in detail.

LEARN MORE
Lesson 28 of 32

Trial Close Framework

How do we apply the TRIAL CLOSE FRAMEWORK?

Let's review some guidelines:

1 Be aware of verbal and non-verbal buying signals in the middle of your

presentation.

2 If there are some concerns, draw them out by PROBING. Apply your
questioning skill.

3 Use check questions to build agreement as you make your presentation.

4 Don’t oversell.

5 Get comfortable hearing objections. Accept the idea that objections are to be
expected and are normal. Remember that through objections, buyers may seek
your help in convincing themselves.

Watch this short video to learn more.

 Complete the content above before moving on.

Next: Summary
You are about to end this module.
Let's review key concepts.

LET'S WRAP IT UP
Lesson 29 of 32

Summary

The center of our business is our clients. With the Brighter Life Approach, we can offer a tailor-fit solution to address
their needs.

You are now equipped to deliver the Brighter Life Approach, which
integrates Life Stage Financial Planning into the Needs-based Sales
Cycle.

Let's review the key concepts of this module.

 Click the image to enlarge.

L I F E S TA G E F I N A N C I A L = THE BRIGHTER LIFE

+ NEEDS-BASED SALES CYCLE
PLANNING APPROACH

Moving Up Life Stage

L I F E S TA G E F I N A N C I A L = THE BRIGHTER LIFE

+ NEEDS-BASED SALES CYCLE
PLANNING APPROACH
 L I F E S TA G E F I N A N C I A L = THE BRIGHTER LIFE
+ NEEDS-BASED SALES CYCLE
PLANNING APPROACH

The Brighter Life Approach is Sun Life's way of doing the sales presentation which
requires identifying the needs of your client based on his/her life stage.
 Complete the content above before moving on.

Next: Knowledge Check

Let's see what you've learned.

LET'S REVIEW
Lesson 30 of 32

Knowledge Check

Ready to show what you know? Choose the best answer for each question.
Question

01/05

What is the standardized diagnostic tool used to quantify the client’s need by assessing current
situation and determining any shortfall or surplus for each financial need/goal?

FINANCIAL NEEDS ANALYSIS

AMLA

SIMPLIFIED INSURABILITY OFFER

GIO APPLICATION
Question

02/05

What do you call a group of people or source of prospects that have common interests, organizations
or work?

CENTER OF INFLUENCE

NEST PROSPECTS

NATURAL MARKET

DIRECT MAIL
Question

03/05

This is a part of the Needs-Based Sales Presentation where you identify the client’s present life stage,
provide a checklist of the financial needs that client should be working on, and identify priority
financial needs.

SALES PRESENTATION

INTRODUCTION

NEED DISCOVERY

SOLUTION RECOMMENDATION
Question

04/05

__________ is seeking potential buyers of your product. This is the cornerstone of your career.
Without an adequate number of people to contact, there is no one to sell to.

PROSPECTING

CLOSING

SALES PRESENTATION

APPROACH
Question

05/05

This is the calculation type applicable if the breadwinner wants to provide income for a limited
period. The computed amount is reasonable for the client and not as big as LOI.

DEPENDENCY YEARS (DY)

YEAR-ON-YEAR (YOY)

YEAR-TO-DATE (YTD)

LIVING ON INTEREST (LOI)

Lesson 31 of 32

Congratulations!

You have completed the module.

You have earned a badge!

Next: Downloadable Handout
You may download the handout for your review.

DOWNLOAD
Lesson 32 of 32

Downloadable Module Handout

Click the PDF document to download the module handout.

The Brighter Life Approach.pdf

48.4 MB

Click the EXIT MODULE button to exit. You may proceed to the next module.

EXIT MODULE