1. Basic Sales Training: Life
1

2. The Pre-Need Concept
The Pre-Need Plan Concept
was first introduced in the
Philippines in 1966.
2

3. Pre-Need…
… and since
is about
solving a itdefinite need or
we know will happen,
problem long before the need arises.
why not prepare for it before it
happens?
… revolves around the idea that in life,
… Pre-Need is about providing a
there are future events that will
happen way before a problem exists
solution which will create problems
for the family.
3

4. What Definite Problems are we
bound to face?
1.
The need for education to improve
our standard of living
2.
Old Age
3.
Death
4

5. 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
5

6. Solving it the At-Need Way
1.
2.
3.
4.
You are under pressure.
You are in a hurry.
You are emotionally disturbed.
Other problems and worries come into
play.
5. Some people will take advantage of
your emotional state.
6. Somebody else is making the decision.
6

7. 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
7

8. 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.
8

9. A Pre-Need Agent sells
• Peace of Mind
• Investment
• Protection
• Assurance
9

10. 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
10

11. Think about this:
It is better to
have a plan and you don’t need it
than to
need a plan and you don’t have it!
11

12. Why
12

13. One of the in the Securities and Exchange
• Registered leading Pre-Need companies with more
than 300,000 planholders
Commission on April 19, 1989
• PhP37.9B* Trust Fund
• Formerly known as Philam Plans, Inc.
• PhP700M in paid-up capital
• PhilsFirst, Inc and Systems Technology Inc.
• acquired all the shares of amounting to Inc.
With total paid benefits Philam Plans, PhP2.3
from Philam Life in September, 2009.
Billion as of 2011
*audited as of December 31, 2011
13

14. PhilPlans Market Share
Against Life Insurance Companies
(Based on Premium Income = First Year + Renewal Premiums)
Company
1
2
3
4
5
6
7
8
9
Premium Income
Sunlife
Philam Life & Gen.
Phil. Axa
Pru Life
Insular Life
BPI-Philam
Manulife (Phils)
SunLife Grepa
United Cocolife
10 PhilPlans First Inc.
13,884,308,644
13,507,442,515
9,983,494,021
9,900,022,868
7,483,646,727
6,420,399,324
4,994,562,292
3,048,820,156
2,916,473,766
1,313,798,853
Source: Business World Top 1000 Corporations & Insurance Commission
14

15. 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%
1,313,798,853 1,404,139,332
14.68%
3 PhilPlans First, Inc.
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%
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%
8,213,200
12,400,583
0.09%
8,952,138,371
7,504,658,578
9 Ayala Plans
12 Paz Memorial Services, Inc.
Total
Source: Business World Top 1000 Corporations & Insurance Commission
15

16. PhilPlans Ranking
Against Pre-Need Companies
(Based on Net Income = Total Profits – Total Expenses)
COMPANY
PhilPlans First Inc.
NET INCOME
(PHP in Million) % Change
1,647
St. Peter Life Plan, Inc.
Sun Life Financial Plans, Inc.
Generali Pilipinas
545
12
251
62.9
88.5
-38.5
The leading pre-need company in the country with
40.1 Billion in Trust Funds
(unaudited as of October 2012)
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
16
P1.6 Billion in net income, ranking no. 1 in Pre-Need and 3 in Life Insurance.

17. Our Affiliates
17

18. •
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•
•
•
•
•
•
•
•
•
•
•
•
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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)
18

19. EUSEBIO H. TANCO
MONICO V. JACOB
Chairman
President and CEO
19

20. 20

21. 21

22. But what would happen if…
22

23. … the inevitable occurred?
23

24. What happens to your family
when you’re gone?
24

25. 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
25

26. THE 2/10 PRINCIPLE
Studies show that
only 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.
26

27. THE USUAL PRACTICES
Abuloy – Relying on alms and dole-outs from family
and friends during the wake.
Nagpapasugal - to collect additional money to pay
for the funeral expenses.
Nangungutang – Borrowing money from close
family members and friends.
Tulong mula sa Kamag-anak - The immediate
family seeks financial support from other relatives.
27

28. PhilPlans
Life Plans
28

29. Panatag ka na ang iyong maiiwanan
ay hindi mahihirapan.
29

30. Behind the Name
“ Panatag is a Filipino term
for peace of mind and
confidence.”
30

31. Product Benefits
• Guaranteed Memorial Service Benefit
• Professional Administration of
Memorial Service
• Optional Living Cash Benefit
• Insurance Benefits
31

32. 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
32

33. Professional Administration
of 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.
PhilPlans - Family Assistance Office
24/7 (including holidays)
Service Hotlines: 4038583, 8027344 to 45
Toll Free: 1-800-10-800-8888
33

34. Over 200 Accredited Mortuaries
NATIONWIDE
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
34

35. Professional Administration
of Memorial Services
 First Call
 Preservation
 Viewing
 Interment
35

36. 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
36

37. 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
37

38. 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.
38

39. 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
39

40. Life Plan Overview
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.
Planholder can
choose from
the following
Paying period
options:
0
1
2
Paying Period
5
Period where plan will earn its yearly MSB increment
40
40th Plan Anniversary
Credit Life
Disability
Accidental Death and
Disability
Planholder is also protected with insurance coverage
during the paying period.
40

41. How does the 5% Yearly
Increment Work?
Panatag Plan
5 years to pay
PNP: PhP 100,000
Mode: Annual
Age: 30
Plan Effective Date: Jan 1,2013
1
30
2
31
Jan 1, 2013 Jan 1, 2014
4
3
32
5
33
Jan 1, 2015
Jan 1,2016
MSB Yearly Increment = 5% of the PNP
Yearly Increment Amount
based on the given example = PhP5,000
34
Jan 1,2017
Paying Period
35
Jan 1, 2018
36
36
Jan 1, 2019
up to the 40th Plan Anniversary or
the Planholder’s demise,
whichever comes first.
70
40th Plan Anniversary
41

42. Insurance Benefits
• Credit Life
• Disability Benefit
• Accidental Death and Disability
42

43. 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.
Length of Insurance Coverage is from age 18 to before age 65 only.
43

44. Credit Life
Panatag Life Plan
Pay Period: 5 years
PNP: PhP 30,000
Mode: Monthly
Monthly Installment:PhP594.83
Effective Date: Jan 1,2013
Mr. Planholder
Jan
Feb
Mar
Apr
May
June July
Aug
Sep
Oct
Nov
Planholder dies
due to Natural Death
on Jan 31, 2013.
Dec
Jan
Remaining balance is waived. Plan is considered fully paid.
PhP30,000 - PhP500* =
PhP29,500
will be
covered by
Credit Life
*Amount paid exclusive of modal loading and VAT
44

45. 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.
45

46. Disability Benefit
Panatag Life Plan
Pay Period: 5 years
PNP: PhP 30,000
Mode: Monthly
Monthly Installment:PhP594.83
Effective Date: Jan 1,2013
Mr. Planholder
Jan
Feb
Mar
Apr
May
June July
Aug
Sep
Oct
Nov
Planholder gets
disabled on Jan 31,
2013.
Dec
Jan
Remaining balance is waived. Plan is considered fully paid.
PhP30,000 - PhP500*
= PhP29,500
will be covered
by Disability
Insurance
*Amount paid exclusive of modal loading and VAT
46

47. Accidental Death and
Disability
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.
47

48. Accidental Death
Mr. Planholder
Jan
Feb
Mar
Apr
May
Panatag Life Plan
Pay Period: 5 years
PNP: PhP30,000
Mode: Monthly
Monthly Installment:PhP594.83
Effective Date: Jan 1,2013
June July
Aug
Sep
Oct
PhP30,000 x 200% = PhP60,000
Planholder dies
due to Accident on
Jan 31, 2013.
Nov will be given to the
Dec
Jan
beneficiary/ies
48

49. Accidental Disability
Mr. Planholder
Jan
Feb
Mar
Apr
PhP30,000
May
Panatag Life Plan
Pay Period: 5 years
PNP: PhP 30,000
Mode: Monthly
Monthly Installment:PhP594.83
Effective Date: Jan 1,2013
June July
x 200% =
Aug
Sep
Oct
PhP60,000
Planholder gets
disabled due to
Accident, and lost
both feet on Jan 31,
2013.
will be given as
Nov indemnity to the
Dec
Jan
Planholder
49

50. Schedule of Indemnities
LOSS
INDEMNITY
(% 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
200% of the PNP
PNP = PhP30,000
Amt. of Insurance = PhP60,000
70%
PhP60,000
50

51. Schedule of Indemnities
LOSS
INDEMNITY
(% 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%
51

52. Schedule of Indemnities
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%
52

53. Schedule of Indemnities
LOSS
INDEMNITY
(% of the Amount of
Insurance)
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%
53

54. Schedule of Indemnities
LOSS
INDEMNITY
(% of the Amount
of Insurance)
Fractured Leg or patelia with established
non-union:
10%
Shortening of leg by at least 5cm.:
7.5%
54

55. Summary of Benefits
if death occurs during the Paying Period
Panatag Life Plan
Pay Period: 5 years
PNP: PhP 30,000
Mode: Monthly
Monthly Installment:PhP594.83
Effective Date: Jan 1,2013
Mr. Planholder
Jan
Planholder dies
due to Accident on
Jan 31, 2013.
Nov fully given
Dec
Aug
Sep
Jan
Remaining June = is waived. Plan is Oct
consideredwill bepaid. to the
PhP30,000 May balanceJulyPhP60,000
x 200%
beneficiary/ies (AD&D)
Feb
Mar
Apr
May
PhP30,000 - PhP500*
Sep
Oct
= PhP29,500
will be
covered by
Credit Life
*Amount paid exclusive of modal loading and VAT
55

56. Summary of Benefits
if disability occurs during the Paying Period
Panatag Life Plan
Pay Period: 5 years
PNP: PhP 30,000
Mode: Monthly
Monthly Installment:PhP594.83
Effective Date: Jan 1,2013
Mr. Planholder
Jan
Planholder gets
disabled due to
accident, and lost
both feet on Jan 31,
2013.
will be given as
Dec
Jan
Remaining balance PhP60,000
fully paid.
PhP30,000 x 200% = is waived. Plan is consideredindemnity to the
Planholder (AD&D)
Feb
Mar
Apr
May
June July
PhP30,000 - PhP500*
Aug
Sep
Oct
Nov
= PhP29,500
will be covered
by Disability
Insurance
*Amount paid exclusive of modal loading and VAT
56

57. Summary of Benefits
if death occurs after the Plan is fully paid
Panatag Life Plan
Pay Period: 5 years
PNP: PhP 30,000
Mode: Monthly
Monthly Installment:PhP594.83
Effective Date: Jan 1,2013
Mr. Planholder
Jan
Jan
Jan
Jan
Jan
Jan
2013
2014
2015
2016
2017
Planholder dies
due to Natural Death
on Dec 31, 2018.
2018
Memorial Service Benefit = PhP30,000
57

58. Minimum Installment Amount
PAYING
PERIOD
OPTIONS
MINIMUM 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.
58

59. Minimum Initial Memorial
Service Benefit
5- Pay
2- Pay
1- Pay
PhP 30,000
PhP 26,000
PhP 25,000
The Initial Memorial Service Benefit is
Equivalent to the Pre-Need Price
* Amount may be increased by increments of PhP1,000.
59

60. Walang gustong maging pabigat sa pamilya. Bigyan
sila ng kapayapaan sa panahon nang kawalan
60

61. Behind the Name
“ Payapa is a Filipino
term for tranquil or
serene.”
61

62. Product Benefits
• Guaranteed Memorial Service Benefit
• Professional Administration of
Memorial Service
• Optional Living Cash Benefit
• Insurance Benefits
62

63. Life Plan Overview
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.
Planholder can
choose from
the following
Paying period
options:
0
1
2
Paying Period
5
Period where plan will earn its yearly MSB increment
40th Plan Anniversary
40
Credit Life
Disability
Accidental Death and
Disability
Planholder is also protected with insurance coverage
during the paying period.
Term Life
63

64. Insurance Benefits
• Credit Life
• Disability Benefit
• Accidental Death and Disability
• Term Life Insurance
64

65. Term Life Insurance
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.
65

66. Term Life Insurance
Mr. Planholder
Jan
Mar
Apr
Payapa Life Plan
Pay Period: 5 years
PNP: PhP 50,000
Mode: Monthly
Monthly Installment:PhP991.38
Effective Date: Jan 1,2013
Mar Apr
PhP50,000 May June =July Aug Sep Oct
x 100% PhP50,000
Feb
Planholder dies
due to Accident on
Jan 31, 2013.
Nov will be given to the
Dec
Jan
beneficiary/ies
66

67. Summary of Benefits
if death occurs during the Paying Period
Payapa Life Plan
Pay Period: 5 years
PNP: PhP 50,000
Mode: Monthly
Monthly Installment:PhP991.38
Effective Date: Jan 1,2013
Mr. Planholder
will be given to the
beneficiary/ies (Term)
will be given to the
PhP50,000 x 100% = PhP50,000
Jan
Feb
Mar
Apr
May
PhP150,000
Sep
June July Aug
Oct
Planholder dies
due to Accident on
Jan 31, 2013.
Nov beneficiary/ies
Dec
Jan
will be given to the
Remaining balance PhP100,000
fully paid.
PhP50,000 x 200% = is waived. Plan is consideredbeneficiary/ies (AD&D)
PhP50,000 - PhP833.33* = PhP49,166.67
will be
covered by
Credit Life
*Amount paid exclusive of modal loading and VAT
67

68. Summary of Benefits
if disability occurs during the Paying Period
Payapa Life Plan
Pay Period: 5 years
PNP: PhP 50,000
Mode: Monthly
Monthly Installment:PhP991.38
Effective Date: Jan 1,2013
Mr. Planholder
Jan
Planholder gets
disabled due to
accident, and lost
both feet on Jan 31,
2013.
will be given as
Dec
Jan
Remaining balance is waived. Plan is consideredindemnity to the
fully paid.
PhP50,000 x 200% = PhP100,000
Planholder (AD&D)
Feb
Mar
Apr
May
June July
Aug
Sep
Oct
Nov
PhP50,000 - PhP833.33* = PhP49,166.67
will be covered
by Disability
Insurance
*Amount paid exclusive of modal loading and VAT
68

69. Summary of Benefits
if death occurs after the Plan is fully paid
Payapa Life Plan
Pay Period: 5 years
PNP: PhP 50,000
Mode: Monthly
Monthly Installment:PhP991.38
Effective Date: Jan 1,2013
Mr. Planholder
Jan
Jan
Jan
Jan
Jan
Jan
2013
2014
2015
2016
2017
Planholder dies
due to Natural Death
on Dec 31, 2018.
2018
Memorial Service Benefit = PhP50,000
Term Insurance Benefit = PhP50,000
69

70. Minimum Installment Amount
PAYING
PERIOD
OPTIONS
MINIMUM INSTALLMENT AMOUNT*
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
Annual, Semi-Annual, Quarterly and Monthly modes of payment available.
* Amount may be increased by increments of PhP1,000.
70

71. Minimum Initial Memorial
Service Benefit
5- Pay
2- Pay
1- Pay
PhP 50,000
PhP 40,000
PhP 40,000
The Initial Memorial Service Benefit is
Equivalent to the Pre-Need Price
* Amount may be increased by increments of PhP1,000.
71

72. Ipamana sa pamilya ang pagmamahal na walang hanggan.
72

73. How to Explain Pamana
“ Pamana is a Filipino
term for inheritance.”
73

74. Product Benefits
• Guaranteed Memorial Service Benefit
• Professional Administration of
Memorial Service (PAMS)
• Fully Paid New Life Plan (Additional Life Plan
Benefit)
• Optional Living Cash Benefit
• Insurance Benefits
74

75. Fully Paid New Life Plan
(Additional Life Plan Benefit)
The chosen beneficiary of the planholder
will be entitled to a fully paid new life
plan.
*Planholder may assign fully paid new life plan to one beneficiary only
75

76. Pamana Endorsement Letter
­ 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
*Planholder may assign fully paid new life plan to one beneficiary only
76

77. 77

78. Fully Paid New Life Plan
(Additional Life Plan Benefit)
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.
78

79. Fully Paid New Life Plan
(Additional Life Plan Benefit)
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.
79

80. Life Plan Overview
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.
Planholder can
choose from
the following
Paying period
options:
0
1
2
Paying Period
5
Period where plan will earn its yearly MSB increment
40th Plan Anniversary
40
Credit Life
Disability
Accidental Death and
Disability
Planholder is also protected with insurance coverage
during the paying period.
Term Life
80

81. Insurance Benefits
• Credit Life
• Disability Benefit
• Accidental Death and Disability
• Term Life Insurance
81

82. Summary of Benefits
if death occurs during the Paying Period
Pamana Life Plan
Pay Period: 5 years
PNP: PhP 125,000
Mode: Monthly
Monthly Installment:PhP2478.45
Effective Date: Jan 1,2013
Mr. Planholder
PhP125,000 x 100% = PhP125,000
Jan
2478.45
Feb
Mar
Apr
May
PhP375,000
Sep
June July Aug
Oct
Planholder dies
due to Accident on
Jan 31, 2013.
will be given to the
beneficiary/ies (Term)
will be given to the
Nov beneficiary/ies
Dec
Jan
will be given to the
Remaining balance PhP250,000
fully paid.
PhP125,000 x 200% = is waived. Plan is consideredbeneficiary/ies (AD&D)
2478.45
2478.45 2478.45 2478.45 2478.45 2478.45 2478.45 2478.45
2478.45
2478.45
2478.45
PhP125,000 - PhP2083.33* = PhP122,916.67
2478.45
will be
covered by
Credit Life
*Amount paid exclusive of modal loading and VAT
82

83. Summary of Benefits
if disability occurs during the Paying Period
Pamana Life Plan
Pay Period: 5 years
PNP: PhP 125,000
Mode: Monthly
Monthly Installment:PhP2478.45
Effective Date: Jan 1,2013
Mr. Planholder
Jan
Planholder gets
disabled due to
accident, and lost
both feet on Jan 31,
2013.
will be given as
Dec
Jan
Remaining balance is waived. Plan is consideredindemnity to the
fully paid.
PhP125,000 x 200% = PhP250,000
Planholder (AD&D)
Feb
Mar
Apr
May
June July
Aug
Sep
Oct
Nov
PhP125,000 - PhP2083.33*= PhP122,916.67
will be covered
by Disability
Insurance
*Amount paid exclusive of modal loading and VAT
83

84. Summary of Benefits
if death occurs after the Plan is fully paid
Pamana Life Plan
Pay Period: 5 years
PNP: PhP 125,000
Mode: Monthly
Monthly Installment:PhP2478.45
Effective Date: Jan 1,2013
Mr. Planholder
Jan
Jan
Jan
Jan
Jan
Jan
2013
2014
2015
2016
2017
Planholder dies
due to Natural Death
on Dec 31, 2018.
2018
Memorial Service Benefit = PhP125,000
Term Insurance Benefit = PhP125,000
84

85. Minimum Installment Amount
PAYING
PERIOD
OPTIONS
MINIMUM INSTALLMENT AMOUNT*
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
Annual, Semi-Annual, Quarterly and Monthly modes of payment available.
* Amount may be increased by increments of PhP1,000.
85

86. Minimum Initial Memorial
Service Benefit
5- Pay
2- Pay
1- Pay
PhP 125,000
PhP 100,000
PhP 100,000
The Initial Memorial Service Benefit is
Equivalent to the Pre-Need Price
* Amount may be increased by increments of PhP1,000.
86

87. COMMON FEATURES
87

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
88

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
January 1, 2013
1 YEAR FROM EFFECTIVITY DATE
January 1, 2014
The insurer can no longer contest claims after the plan has remained in force for (1)
year except for gross fraud.
89

90. Optional Living Cash
Benefit
• 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.
90

91. Unclaimed Endowment
• 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)
91

92. Unrendered Service
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.
92

93. Assignability
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.
93

94. Transferability
A Planholder can transfer all rights and privileges
• The prospective Planholder will be
ofsubject to underwriting requirements and
his plan to another person, subject to the
following conditions :a New Planholder
will be treated as
• Plan must be in force
• Request in writing (Standard Company Form)
• New Application form
94

95. Grace Period
• Update payments without penalty up to
two months (60 days) after last due date
95

96. Misstatement of Age
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.
96

97. Misstatement of Age
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
97

98. Reinstatement Overview
Last
Due Date
Quick Paid-Up Status
60 Days
2 Years
Grace Period
DELINQUENT
Reinstatement Period
LAPSED
Reinstate to Original Memorial
Service Benefit
Pure Reinstatement
Plan Termination Value
Reduced Total Memorial Service
Benefit
*Planholder will undergo 1 year contestability after Reinstatement
98

99. Initial Memorial Service
Benefit
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
99

100. Summary of Benefit
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
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
Memorial Service Benefit
Fully Paid New Life Plan
N/A
100

101. Summary of Benefit
PRODUCT
FEATURES
Credit Life
Yes, during the paying
period
Yes, during the paying
period
Yes, during the paying
period
Disability Benefit
Yes, during the paying
period
Yes, during the paying
period
Yes, during the paying
period
200% of the PNP during the
paying period
200% of the PNP during the
paying period
200% of the PNP during the
paying period
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
300%
of the PNP
400%
of the PNP
400%
of the PNP
during the paying period
(Maximum Amount)
during the paying period
(Maximum Amount)
during the paying period
(Maximum Amount)
Accidental Death And
Disability (ADD)
Term Life
TOTAL BENEFITS:
(With Insurance)
101

102. Modal Factors and VAT
Semi-Annual
Quarterly
Monthly
= 0.525 x Annual Installment
= 0.267 x Annual Installment
= 0.093 x Annual Installment
VAT Rate = 6.60%
102

103. HOW TO SELL
103

104. TIPS IN SELLING

Be PREPARED!
 Know your customer
 Know your product
 Look good!

Start with the BENEFITS!

Things to AVOID:
 hard selling.
 technical terms.
Handle the Objections.


 Forgetting your
materials.
Close the SALE!
104

105. Yearly Memorial Service Benefit: P25,000
Total Yearly Memorial Service Benefit: P875,000
Living Cash Benefit: P1,375,000
Pre-Need Price: P500,000
Paying Period: 5 years
Annual Installment: P106,600
LCB: Initial MSB + Yearly MSB Increments
P500,000 + P875,000
0 1 2 3 4 5
P106,600
P106,600
P106,600 P106,600
P106,600
7
8
TOTAL : P1,375,000
9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39
40
6
Paying Period
Planholder to
invest P106,600
for 5 years
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k 25k
25k
25k 25k
25k
25k
25k
25k
25k
25k 25k
25k
25k
25k 25k
25k
25k 25k
25k 25k
25k
Credit Life
Disability Benefit
Accidental Death
and Disability
(200% of PNP) =
P1,000,000
YEARLY MSB INCREMENT Amount (P25,000 x 35 years) =
P875,000
One Plan Anniversary after
Paying Period
start of Yearly Increments Equivalent to 5%
of the PNP until 40th Plan Anniversary
40th Plan Anniversary
If Planholder outlives his/her plan, he/she
has the option to choose either Optional
Living Cash Benefit or Unclaimed
Endowment
105

106. Yearly Memorial Service Benefit: P25,000
Total Yearly Memorial Service Benefit: P875,000
Living Cash Benefit: P1,375,000
Pre-Need Price: P500,000
Paying Period: 5 years
Annual Installment: P106,600
LCB: Initial MSB + Yearly MSB Increments
P500,000 + P875,000
0 1 2 3 4 5
P106,600
P106,600
P106,600 P106,600
P106,600
7
8
TOTAL : P1,375,000
9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39
40
6
Paying Period
Planholder to
invest P106,600
for 5 years
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k 25k
25k
25k 25k
25k
25k
25k
25k
25k
25k 25k
25k
25k
25k 25k
25k
25k 25k
25k 25k
25k
Credit Life
Disability Benefit
Accidental Death
and Disability
(200% of PNP) =
P1,000,000
MSB YEARLY INCREMENT Amount (P25,000 x 35 years) =
P875,000
One Plan Anniversary after
Paying Period
start of Yearly Increments Equivalent to 5%
of the PNP until 40th Plan Anniversary
Term Insurance = 100% of Plan Value
40th Plan Anniversary
If Planholder outlives his/her plan, he/she
has the option to choose either Optional
Living Cash Benefit or Unclaimed
Endowment
106

107. Yearly Memorial Service Benefit: P25,000
Total Yearly Memorial Service Benefit: P875,000
Living Cash Benefit: P1,375,000
Pre-Need Price: P500,000
Paying Period: 5 years
Annual Installment: P106,600
LCB: Initial MSB + Yearly MSB Increments
P500,000 + P875,000
0 1 2 3 4 5
P106,600
P106,600
P106,600 P106,600
P106,600
7
8
TOTAL : P1,375,000
9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39
40
6
Paying Period
Planholder to
invest P106,600
for 5 years
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k 25k
25k
25k 25k
25k
25k
25k
25k
25k
25k 25k
25k
25k
25k 25k
25k
25k 25k
25k 25k
25k
Credit Life
Disability Benefit
Accidental Death
and Disability
(200% of PNP) =
P1,000,000
MSB YEARLY INCREMENT Amount (P25,000 x 35 years) =
P875,000
One Plan Anniversary after
Paying Period
start of Yearly Increments Equivalent to 5%
of the PNP until 40th Plan Anniversary
Term Insurance = 100% of Plan Value
40th Plan Anniversary
If Planholder outlives his/her plan, he/she
has the option to choose either Optional
Living Cash Benefit or Unclaimed
Endowment
107

108. PhilPlans
Life Plans
108

109. Get a partner.
Practice How To Sell
Scenarios:
Party/Get together
Office/Work
Community
Present your
scenario to the
group!
109

110. Yearly Memorial Service Benefit: P25,000
Total Yearly Memorial Service Benefit: P875,000
Living Cash Benefit: P1,375,000
Pre-Need Price: P500,000
Paying Period: 5 years
Annual Installment: P106,600
LCB: Initial MSB + Yearly MSB Increments
P500,000 + P875,000
0 1 2 3 4 5
P106,600
P106,600
P106,600 P106,600
P106,600
7
8
TOTAL : P1,375,000
9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39
40
6
Paying Period
Planholder to
invest P106,600
for 5 years
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k 25k
25k
25k 25k
25k
25k
25k
25k
25k
25k 25k
25k
25k
25k 25k
25k
25k 25k
25k 25k
25k
Credit Life
Disability Benefit
Accidental Death
and Disability
(200% of PNP) =
P1,000,000
YEARLY MSB INCREMENT Amount (P25,000 x 35 years) =
P875,000
One Plan Anniversary after
Paying Period
start of Yearly Increments Equivalent to 5%
of the PNP until 40th Plan Anniversary
40th Plan Anniversary
If Planholder outlives his/her plan, he/she
has the option to choose either Optional
Living Cash Benefit or Unclaimed
Endowment
110

111. Yearly Memorial Service Benefit: P25,000
Total Yearly Memorial Service Benefit: P875,000
Living Cash Benefit: P1,375,000
Pre-Need Price: P500,000
Paying Period: 5 years
Annual Installment: P106,600
LCB: Initial MSB + Yearly MSB Increments
P500,000 + P875,000
0 1 2 3 4 5
P106,600
P106,600
P106,600 P106,600
P106,600
7
8
TOTAL : P1,375,000
9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39
40
6
Paying Period
Planholder to
invest P106,600
for 5 years
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k 25k
25k
25k 25k
25k
25k
25k
25k
25k
25k 25k
25k
25k
25k 25k
25k
25k 25k
25k 25k
25k
Credit Life
Disability Benefit
Accidental Death
and Disability
(200% of PNP) =
P1,000,000
MSB YEARLY INCREMENT Amount (P25,000 x 35 years) =
P875,000
One Plan Anniversary after
Paying Period
start of Yearly Increments Equivalent to 5%
of the PNP until 40th Plan Anniversary
Term Insurance = 100% of Plan Value
40th Plan Anniversary
If Planholder outlives his/her plan, he/she
has the option to choose either Optional
Living Cash Benefit or Unclaimed
Endowment
111

112. Yearly Memorial Service Benefit: P25,000
Total Yearly Memorial Service Benefit: P875,000
Living Cash Benefit: P1,375,000
Pre-Need Price: P500,000
Paying Period: 5 years
Annual Installment: P106,600
LCB: Initial MSB + Yearly MSB Increments
P500,000 + P875,000
0 1 2 3 4 5
P106,600
P106,600
P106,600 P106,600
P106,600
7
8
TOTAL : P1,375,000
9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39
40
6
Paying Period
Planholder to
invest P106,600
for 5 years
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k
25k 25k
25k
25k 25k
25k
25k
25k
25k
25k
25k 25k
25k
25k
25k 25k
25k
25k 25k
25k 25k
25k
Credit Life
Disability Benefit
Accidental Death
and Disability
(200% of PNP) =
P1,000,000
MSB YEARLY INCREMENT Amount (P25,000 x 35 years) =
P875,000
One Plan Anniversary after
Paying Period
start of Yearly Increments Equivalent to 5%
of the PNP until 40th Plan Anniversary
Term Insurance = 100% of Plan Value
40th Plan Anniversary
If Planholder outlives his/her plan, he/she
has the option to choose either Optional
Living Cash Benefit or Unclaimed
Endowment
112

113. POTENTIAL INCOME
113

114. Commission Rates
For 1-Pay
Basic Commission
Year 1
5%
Agent’s Bonus
Year 1
5%
114

115. Sample Computation
Pamana Life Plan: 1-Pay
Annual Installment of PhP1,000,000
1st Year GROSS BASIC
COMMISSION
LESS
1st Year NET BASIC
COMMISSION
Basic Commission
50,000.00
10,000.00
40,000.00
Agent’s Bonus
50,000.00
7,500.00
(Tax (15%))
42,500.00
100,000.00
17,500.00
82,500.00
Total
(Tax (15%) & CBR (5%))
POTENTIAL NET INCOME = PhP 82,500.00
115

116. Sample Computation
Pamana Life Plan: 1-Pay
Annual Installment of PhP500,000
1st Year GROSS BASIC
COMMISSION
LESS
1st Year NET BASIC
COMMISSION
Basic Commission
25,000.00
5,000.00
20,000.00
Agent’s Bonus
25,000.00
3,750.00
(Tax (15%))
21,250.00
Total
50,000.00
8,750.00
41,250.00
(Tax (15%) & CBR (5%))
POTENTIAL NET INCOME = PhP 41,250.00
116

117. Commission Rates
For 2-Pay
Basic Commission
Year 1
7.5%
Agent’s Bonus
Year 1
5%
117

118. Sample Computation
Pamana Life Plan: 2-Pay
Annual Installment of PhP1,000,000
1st Year GROSS BASIC
COMMISSION
LESS
1st Year NET BASIC
COMMISSION
Basic Commission
75,000.00
15,000.00
60,000.00
Agent’s Bonus
50,000.00
7,500.00
(Tax (15%))
42,500.00
125,000.00
22,500.00
102,500.00
Total
(Tax (15%) & CBR (5%))
POTENTIAL NET INCOME = PhP 102,500.00
118

119. Sample Computation
Pamana Life Plan: 1-Pay
Annual Installment of PhP500,000
1st Year GROSS BASIC
COMMISSION
LESS
1st Year NET BASIC
COMMISSION
Basic Commission
37,500.00
7,500.00
30,000.00
Agent’s Bonus
25,000.00
3,750.00
(Tax (15%))
21,250.00
Total
62,500.00
11,250.00
51,250.00
(Tax (15%) & CBR (5%))
POTENTIAL NET INCOME = PhP 51,250.00
119

120. Commission Rates
For 5-Pay
Basic Commission
Year 1
20%
Agent’s Bonus
Year 1
13.5%
Productivity Bonus
Year 1
5%
*For every 4 PC or PhP50,000 FP (cumulative) validated every month
120

121. Sample Computation
Pamana Life Plan: 5-Pay
Annual Installment of PhP500,000
1st Year GROSS BASIC
COMMISSION
Basic Commission
LESS
1st Year NET BASIC
COMMISSION
100,000.00
20,000.00
80,000.00
(Tax (15%) & CBR (5%))
Agent’s Bonus
67,500.00
10,125.00
Productivity Bonus
25,000.00
3,750.00
192,500.00
33,875.00
Total
(Tax (15%))
(Tax (15%))
57,375.00
21,250.00
158,625.00
POTENTIAL NET INCOME = PhP 158,625.00
Note: With the assumption that the Productivity parameter is met
*For every 4 PC or PhP50,000 FP (cumulative) validated every month
121

122. Sample Computation
Pamana Life Plan: 5-Pay
Annual Installment of PhP250,000
1st Year GROSS BASIC
COMMISSION
LESS
1st Year NET BASIC
COMMISSION
Basic Commission
50,000.00
10,000.00
40,000.00
Agent’s Bonus
33,750.00
5,062.50
Productivity Bonus
12,500.00
1,875.00
Total
96,250.00
16,937.50
(Tax (15%) & CBR (5%))
(Tax (15%))
(Tax (15%))
28,687.50
10,625.00
79,312.50
POTENTIAL NET INCOME = PhP 79,312.50
Note: With the assumption that the Productivity parameter is met
*For every 4 PC or PhP50,000 FP (cumulative) validated every month
122

123. Agency Leaders & Associates
Protection Program (Sales Counselors)
Classification
RECOGNITION TIER
BRONZE
SILVER
GOLD
50,000 FP & 8 PCs
150,000 FP & 10 PCs
750,000 FP & 12 PCs



Below 65 years old 50,000
100,000
150,000
65 to 70 years old 10,000
20,000
30,000
Term Insurance
PhilCare
---
---

License Fees
---
---
Waived
NOTE: Parameters and Benefits are subject to change annually.
123

124. HOW TO FILL OUT AN
APPLICATION FORM
124

125. 
JUAN ANTONIO
SANTOS

DELA CRUZ
01
01
1980
Manila

Maria Antonia F. Santos
Business

Businessman
N/A
(02) 888-0000
0919 894-7253
ABC & D Manufacturing Co.
123-456-789
N/A
(02) 927-9446
N/A

(02) 894-7253
ja_delacruz@yahoo.com
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

125

126. DELA CRUZ,JUANA,C.
12
12
Php 100,000
Php 500,000
Mega Plan 30
1980
Spouse
5 yrs.
30 yrs.
Php 500,000



Php 100,000
Php 5,880
Php 300
Php 106,180
126

127. 5’ 8”





140 lbs.

APE, 06/01/09, in good health
JASDelaCruz
Juan Antonio S. Dela Cruz
127

128. 1st
February
2012
Makati City
JASDelaCruz
Juan Antonio S. Dela Cruz
JASDelaCruz
JASDelaCruz
128

129. ASantos
Angela Santos
1234567891
100%
0918-808-0000
N/A
N/A
JFernandez
John Fernandez (AM)
1
1
2012
Anna Reyes
Anna Reyes (RSM)
1
1
2012
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
129

130. PhilPlans
Life Plans
130