Mortgage protection insurance

The opportunity

During their home-buying process, clients will have many items on their to-do list before they get the keys to their new home - but protecting their mortgage with term life insurance and critical illness insurance rarely makes the list. Most people are unaware of the need for insurance until their lender asks them if they want it added to their mortgage. Let's change that.

Target client profiles

For clients age 29 to 45 who are first- or second-time homebuyers, or clients renewing their mortgage. Consider clients who are newly married without children, parents of young children, or professional singles and couples.

Your 3-step mortgage protection toolkit

Use these tools to help you through each step of the sales process: connect with clients, show clients their options and build an ongoing relationship.

Step 1: Get a client's attention and open the conversation

Start the conversation:

Consider this:
 

Articles on BrighterLife.ca

Send clients links to BrighterLife.ca
Brighter Life helps clients learn about topics that affect their everyday life - buying a home, fixed rate vs. variable rate mortgages or debt management - it's not all about the product. Sending clients a link to specific Brighter Life articles helps you introduce the need to protect their home, before you talk about solutions.

Use these articles in print, for newsletters or editorials
Publishing one or a series of these articles in real estate publications, client newsletters or local newspapers can help you reach a large audience with topics that are both interesting and relevant to them. It's important that you give credit to the original author of the article, so please use the content as it appears here: Brighter Life articles – to use in print media.

Secure email
"Buying a home? Sun Life Financial can help protect your home and your family"

Consider clients who may be newly married, house-hunting or renewing their mortgage. For clients who have consented to being contacted by secure email, sending them an email is a fast and easy way to remind them about their options for protecting their home. Including links to sunlife.ca and BrighterLife.ca will give them even more helpful information.

Sunlife.ca/MortgageProtection

The target clients (first-or second-time homebuyers), more than most other target markets, tend to research their options before meeting with an advisor. Sunlife.ca has a page devoted to helping clients understand their mortgage protection options; consider sending clients a link to this page and make it easier for them to prepare and feel more comfortable before meeting with you.

Step 2: Show clients their options and help them make a plan

 

Consider this:
 

Client brochure

Opens PDF

810-3814
860-3814 (Traditional Chinese) 

This brochure will help clients understand their options and the benefits of individually owned mortgage protection solutions with Sun Life Financial.

The comparison chart makes it easy to explain the difference between mortgage insurance offered through a mortgage lender and individually owned term life insurance and critical illness insurance from Sun Life Financial.

The target clients live busy lifestyles, so we're also saving them time by including a homebuyer's checklist and a QR code they can scan on their smartphone to take them directly to sunlife.ca/MortgageProtection for more information.

Step 3: Once you've made the sale, maintain the relationship you've established

Continue building the relationship:

Consider this:
 

Secure email
Emails/letters

Take advantage of the mortgage protection opportunity and reach out to clients about building a plan that offers them financial security during all stages of their life - beyond their home purchase.

When the client moves into their new home, send them a thank-you email. It's a fast and easy way to let them know you're there for them.