Advisor s guide to Healthstyles - Manulife · Instead of the traditional non-smoker and smoker categories, Healthstyles has ve distinct categories: Healthstyles. 1. Best non-smoker

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Advisor’s guide to Healthstyles®

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What is Healthstyles?

Healthstyles is a more refined

underwriting process that

recognizes an individual’s

health and lifestyle are

unique. A client’s Healthstyle

is determined by assessing

specific factors to provide a

more accurate prediction of life

expectancy. Insurance costs for

each client are based on this

assessment. And, individuals

with a longer life expectancy

will receive lower rates.

2 Healthstyles advisor guide

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Instead of the traditional non‑smoker and smoker categories,

Healthstyles has five distinct categories:

Healthstyles

1Best

non‑smoker risk

Healthstyles

4Users of tobacco or

nicotine products

other than cigarette

or e‑cigarettes

Occasional social use of cigars may be classified as Healthstyle 3 or better.Note, Healthstyles are available where applicable.

For comparison purposes,

Healthstyle 3 most closely lines

up with Manulife’s traditional

non‑smoker category and

Healthstyle 5 lines up with the

traditional smoker category.

Each individual’s situation

in the following areas is

carefully reviewed to determine

their Healthstyle:

• tobacco use,

• physical build,

• health,

• family history and

• lifestyle.

Healthstyles

2Better than

standard

non‑smoker risk

Healthstyles

3Standard

non‑smoker risk

Healthstyles

5Cigarette or

e‑cigarette

smoker use

Healthstyles advisor guide 3

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Build chart (non‑tobacco users)

Healthstyles 1 Healthstyles 2 Healthstyles 3

Height (ins) Weight (lbs) Height (ins) Weight (lbs) Height (ins) Weight (lbs)

56 120 56 140 56 173

57 125 57 143 57 176

58 129 58 146 58 180

59 134 59 149 59 184

60 138 60 153 60 186

61 143 61 157 61 192

62 148 62 161 62 197

63 152 63 165 63 203

64 157 64 170 64 208

65 162 65 175 65 214

66 167 66 182 66 219

67 172 67 189 67 225

68 178 68 196 68 231

69 183 69 204 69 238

70 188 70 211 70 243

71 194 71 218 71 249

72 200 72 225 72 255

73 205 73 230 73 262

74 210 74 235 74 269

75 216 75 240 75 277

76 222 76 245 76 285

77 228 77 250 77 294

78 234 78 255 78 303

Blood pressure limits (non‑tobacco users)

Age Healthstyles 1 Healthstyles 2 Healthstyles 3

18–39 125/75 130/80 145/95

40–44 130/75 135/80 155/95

45–49 135/80 140/85 155/95

50–59 135/80 140/85 160/95

60–70 140/85 145/90 165/95

71–85 145/90 n/a 165/95

Total cholesterol/HDL ratio (non‑tobacco users)

Age Healthstyles 1 Healthstyles 2 Healthstyles 3

18–39 200/4.5 210/5.0 290/8.5

40–44 200/5.0 210/5.5 290/8.5

45–49 220/5.5 235/6.0 310/8.5

50–59 220/5.5 235/6.0 310/10.5

60–70 220/5.5 235/6.0 330/12.5

71–85 300/6.0 n/a 350/12.5

These charts are maximum limits and apply to both males and females.

The Healthstyle classification will be determined by Underwriting.

Selecting a Healthstyle

The following

charts outline

Manulife’s

guidelines in

these areas


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Healthstyles

1 2 3 4 5

Tobacco use

Marijuana

use

None in 10 years

None in 2 years

None in 1 year

Tobacco or nicotine products, other than cigarette or e‑cigarettes

Cigarette or e‑cigarette smoker

Health1 Best Better than standard

Standard

Lifestyle2 Lowest risk Low risk Standard

Build3 Approximately 80% of standard table

Approximately 85% of standard table

Standard table

Family

history4

No cancer, heart disease, stroke or diabetes before age 65

No heart disease, stroke or diabetes before age 65 and no cancer before age 50

Standard rules

1Health measures include blood pressure, cholesterol, diabetes, cancer, liver and other impairments. 2 Lifestyle measures include alcohol/drug abuse, driving under the influence, motor vehicle record, travel, hazardous

sports, and aviation. 3Build is based on the insured person’s weight, given their height, compared to the standard population. 4Family history results are based on the insured person’s parents and siblings.

For non‑smokers, a client’s Healthstyle can only be confirmed when the underwriting

process is complete. Therefore, selecting a Healthstyle to present to a client should be

done conservatively. While all five Healthstyles can be illustrated when applicable, it is

highly recommended that you illustrate, present and collect payment for:

• Healthstyle 3 – For non‑smokers

• Healthstyle 4 – For users of tobacco or nicotine products,

other than cigarettes or e‑cigarettes

• Healthstyle 5 – For cigarette smoker or e‑cigarette smoker use

Remember

Clients who qualify for the Healthstyle category 1 or 2 must be in excellent

health and lead a low‑risk lifestyle. Only the underwriting process can confirm

this. Therefore, by presenting Healthstyle 3 rates initially, there will be good

news to present if a client qualifies for a better rate. Although a discussion

of Healthstyles 1 and 2 is appropriate if you feel your client may qualify, it’s

important to manage his or her expectations. An underwriting decision that is

worse than expected may lead to frustration and disappointment for both you

and your client.

Selecting a Healthstyle


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Healthstyle availability

Healthstyles is available with:

• Family TermTM

• Family Term with VitalityTM

• Business Term®

• Performax Gold®

• Manulife UL

• Security UL®

• InnoVision®

• Synergy® Term Insurance Rider (TIR)*

Additional information

Healthstyle 1 or 2 rates are not available if the

coverage amount is less than $100,000 for Term

insurance rider (TIR) coverage and term coverage

on Family Term and Business Term.

If the client has applied for additional coverage

within the past 12 months, please use the

total amount to be underwritten to determine

Healthstyle availability (Excluding Family Term,

Business Term and Family Term with Vitality).

For products with Healthstyles, only one preferred

set of rates is available for issue over age 70.

These rates are classified as Healthstyle 1. This

means a Healthstyle 2 category is not available at

these ages.

For joint coverage, an equivalent single life age

(ESLA) is calculated to reflect the Healthstyle of

each individual insured person.

Juveniles are provided with Healthstyle 5 rates.

For more details on Healthstyle availability, please

refer to the product guide for each product.

Healthstyles are available at the following ages

and amounts:

Family Term, Business Term, and Family Term with Vitality, specific

Healthstyles are available at the following ages and amounts:

Issue age Coverage Healthstyle availability

18–50 Up to and including $1,000,000 3,5

$1,000,01 or greater 1‑5

51 and older

Less than $100,000 3, 4, 5

$100,000 or greater 1 ‑ 5

Synergy TIRs and specific Healthstyles are available at the

following ages and amounts:


All ages Less than $100,000 3, 4 and 5

18–456 $100,000 up to and including $249,999 3, 4 and 5

18–45 $250,000 up to and including $1,000,000 1, 3, 4 and 5

$1,000,001 or more 1–5

46 and older

$100,000 or more 1–5

6 Synergy uses the above chart and uses the Synergy amount of insurance plus TIR amount to determine the Healthstyle. This Healthstyle would only be applicable for the TIR.

If the client has applied for additional coverage within the past 12 months, please use the total amount to be underwritten to determine Healthstyle availability.

Manulife UL, Security UL, InnoVison, and Performax Gold

(including TIRs on these products)


0–15 Any amount 5 only

16–17 Less than $100,000 3, 4 or 5

$100,000 or greater 1–5

18–45 Less than $100,000 3, 4 or 5

$100,000 up to and including $1,000,000 1, 3, 4 or 5

$1,000,001 or more 1–5

46 and older

Less than $100,000 3, 4 or 5

$100,000 or more 1–5

For universal life coverages below $100,000, Healthstyles 1 and 2 are available at reduced rates, as long as the total amount of insurance for that client is $100,000 or more.


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Working with Healthstyles

Illustrating Healthstyles

You can produce Healthstyle illustrations on

Diamond View. All five Healthstyles are available

where applicable, along with information keys

to help you select the appropriate category for

your client.

Policy application

Each new policy application must include:

• A completed Manulife insurance application

• A product page (if required for the application)

for the selected product, indicating the

Healthstyle quoted

• An illustration signature page (except for

term insurance)

• The first payment (if your client is applying for

temporary insurance)

Payments

If your client wants temporary life insurance,

complete the Temporary Life Insurance

Agreement, leave the certificate with the client

and collect the first premium. Each client can

have up to $1 million in temporary life insurance

coverage, including any accidental death benefits.

As described in the section Selecting a

Healthstyle, we recommend for non‑smokers, you

collect the first payment based on Healthstyle 3.

The entire first payment is required for the policy

to be settled and for commission to be paid.

Administering Healthstyles

Making changes

An improvement in Healthstyle category may be

applied for (maximum allowed is once a year)

if the insured person meets the criteria for the

improved category. For requested changes due to

a change in tobacco use, submit a fully completed

Application for Change (NN7001E/F). For all other

requested changes, please contact underwriting for

a preliminary evaluation to determine if the insured

person might qualify. After the first coverage year,

full evidence of insurability will be required for an

improved Healthstyle if categories 1 or 2 are being

applied for.

Conversions

Converting term insurance to permanent coverage

continues to be an integral part of an individual’s

longterm financial plan. There are two options

with Healthstyles:

For conversion to a policy...

with Healthstyles without Healthstyles

The same Healthstyle category will be used. For conversions after 15 years, category 1 or 2 will be converted to Healthstyle 3.

Categories 1 to 3 will be converted to a non‑smoker. Categories 4 and 5 will be converted to a smoker.

Coverage switching

When switching cost of insurance options for

Manulife UL and InnoVision, all Healthstyle

categories will be available for the first 10 years of

the policy. For changes after 10 years, Healthstyles

1 and 2 will be converted to Healthstyle 3. The

same rule applies when converting death benefit

enhancers to base coverage for InnoVision.


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Contact your Manulife Sales team for more information or visit Repsource.ca

For advisor use only

Vitality is the provider of Manulife Vitality, offered in connection with the Manulife life insurance policy. Insurance products are issued by The Manufacturers Life Insurance Company. The Vitality Group Inc., in association with The Manufacturers Life Insurance Company, provides the Manulife Vitality program. Vitality is a trademark of Vitality Group International, Inc., and is used by The Manufacturers Life Insurance Company and its affiliates under license. The Manulife Vitality program is available with select policies. Healthstyles is sold by and is a registered trademark of Manulife. Family Term is a trademark of and is offered through Manulife (The Manufacturers Life Insurance Company). Business Term and Synergy are sold by and are a registered trademark of, Manulife (The Manufacturer’s Life Insurance Company). Performax Gold is a registered trademark of Manulife (The Manufacturers Life Insurance Company).Manulife UL Level Gold Investment Account, Manulife UL YRT Gold Investment Account, Manulife UL YRT Client Investment Select and Manulife UL Level Client Investment Select are trademarks of, and are sold by Manulife (The Manufacturers Life Insurance Company). InnoVision and Security UL are registered trademarks of, and are sold by Manulife (The Manufacturers Life Insurance Company). Manulife, Manulife & Stylized M Design, and Stylized M Design are trademarks of The Manufacturers Life Insurance Company and are used by it, and by its affiliates under license.

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Advisor s guide to Healthstyles - Manulife · Instead of the traditional non-smoker and smoker categories, Healthstyles has ve distinct categories: Healthstyles. 1. Best non-smoker