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Equitable's secure site for our Advisors

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Individual Insurance


 Elevate your business with industry best practices and needs-based selling
Elevate your business with industry best practices and needs-based selling
Keeping your business aligned with industry best practices is vital for your success. It not only supports the fair treatment of clients – it also helps you meet certain market conduct requirements and Equitable’s expectations for needs-based selling. The Financial Services Regulatory Authority of Ontario (FSRA) has a program that checks how well advisors follow the Insurance Act and its conduct rules. FSRA looks at how well advisors follow industry best practices and fair treatment of clients guidance (see CLHIA’s guidance document, “The Approach”). Their focus is on key areas such as giving sound advice, managing conflicts of interest, and putting clients’ needs first. FSRA selects advisors’ client files and looks for documentation that indicates needs-based selling.  In December 2024, FSRA released its latest Market Conduct Supervision Report. It highlights the need for advisors to follow certain rules and industry best practices. The report found five key areas where improvement is needed: 1. Missing notes from client meetings and calls 2. Inadequate advisor disclosure 3. Missing sales illustrations for different product options 4. Missing insurance needs analysis 5. Missing policy delivery receipts By following industry best practices and keeping thorough records, you show your commitment to providing clients with the solutions they need. For example, taking notes during client meetings helps you track all discussions that support your recommendations. Having an insurance needs analysis shows you are providing clients with suitable advice to buy the solutions that best meet their needs. Resources: Equitable® has resources that can help improve your business practices and help you treat clients fairly. We encourage you to check these out: 1. PPT: “Ensuring a Compliant, Needs-based Insurance Sale”. The steps to follow in needs-based selling and the records to keep. Get CE credits! We offer the above as a self-study course that qualifies for 1 Continuing Education (CE) credit. Access it here: https://equitable-life-education.teachable.com/. (Use your contracted email to log in). 2. Client File Reference: The records to keep when selling investments, life insurance, or critical illness insurance, including key documents insurers and regulators look for during compliance audits. 3. Investor Profile Questionnaires: These will help you document your sales recommendations for: ● Universal Life (UL) sales: 1190.pdf, and ● Pivotal Select (Segregated Fund) sales: 1165.pdf Questions? Contact your Equitable wholesaler. They are ready to support your success! ® or TM denotes a trademark of The Equitable Life Insurance Company of Canada.
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Savings & Retirement


Why tax refunds aren't always good
Why tax refunds aren't always good
It’s important for advisors to help clients understand their finances. Many people think getting a tax refund is good, but that's not always true. Here are some reasons why. 1. Overpaying Taxes A refund on a tax return means the client paid too much in taxes during the year. This is like giving the government an interest-free loan. Instead, clients could use that money each month for savings or investments. 2. Missed Investment Chances When clients overpay taxes, they miss chances to invest that money. It could have been earning interest or growing in value instead of sitting with the government. 3. Poor Financial Planning A big tax refund can show poor financial planning. It's better if clients break even, meaning they don't owe much and don't get a big return. This shows their tax withholdings are accurate. 4. False Sense of Security A large tax refund can make clients feel falsely secure. They might spend it quickly instead of saving or investing it wisely. 5. Financial Hardship Overpaying taxes can make it hard for clients to manage their money during the year. They might struggle with monthly expenses or saving for emergencies. Advisors should teach clients about the downsides of tax refunds. By adjusting their withholdings, clients can manage their money better and take advantage of investment opportunities. Aim for a balanced tax situation to improve financial health. Help clients make the most of their investment opportunities this tax season. For more information, contact your Director, Investment Sales. Date posted: March 20, 2025
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At Equitable, we believe in the power of working together. It's a mindset that drives our behaviours, decisions, and actions to deliver impact and positive outcomes for our clients, advisors, partners, each other, and the communities we cherish.