TELEPHONE APPROACH TO YOUR POLICYHOLDERS (VUL)

Mr./Mrs. _______________, this is ___________ your agent from Sun Life

Financial. Is it a convenient time to talk?

As a client of Sun Life, I am sure that you are aware of the investment opportunity
that we are offering our clients, Right?

(If client says YES) “ That’s very good. Mr./Mrs. ____________, I would like to
explain the investment opportunity to you and perhaps answer any possible
questions you might have about it. I’ll drop by your ( Office/ Residence) at ( Time
and Date) or would ( Alternate Time and Date) be more convenient for you?

HANDLING OBJECTIONS

“Is this Life Insurance?”

“Well, yes and no. If it is about protecting your life again, yes it is insurance but I
would like to show you how we can help you invest your income.
Can I see you in your (Office or Residence) at (Time and Date) or would (Alternate
Time and Date) be more convenient for you?”

“What is this Variable Universal Life/ VUL all about?”

“Mr./Ms. _______, it is difficult for me to explain this over the phone and besides it
would be a pleasure for me to see it again. I’ll drop by your (Office or Residence) at
(Time and Date) or would (Alternate Time and Date) be more convenient for you to
have me explain it to you?”

“I’m busy right now!”

“ I know how busy you are that’s why I’m calling you for an appointment instead of
just popping up on you. Can I see you in your (Office or Residence) at (Time and
Date) or would (Alternate Time and Date) be more convenient for you to have me
explain to you?

“You’ll be wasting your time.”

“Mr./Ms. ________, since this investment idea might be of interest to you and it also
gives me the opportunity to see you again just to say, “Hi” It certainly won’t be a
waste of time for me. I’ll drop by your (Office and Residence) at (Time and Date) or
would (Alternate Time and Date) be more convenient for you, to have me explain
this to you?”

“I have no money.”

“Mr./Ms. __________, I understand your trying to avoid unnecessary expenses, and

there is certainly no obligation on your part. You just look at this investment idea to
see whether or not this will be of value to you and then perhaps I can sit down with
you and see if we can find money, if necessary. I’ll drop by your (Office and
Residence) at (Time and Date) or would (Alternate Time and Date) be more
convenient for you, to have me explain this to you?”