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1. 5 topics to discuss with large case clients Are you working with high-net-worth business owner clients? It’s important to ask the right questions to get them interested in learning how corporate-owned life insurance might benefit their situation.
   
   Here are a few suggestions from our large case team:
   1. Capital Dividend Account: Are you taking full advantage of your company’s Capital Dividend Account for your family?
   2. Cash flow and surplus: Do you have surplus cash or cash flow in your corporation? Why is it there? If it is for tax deferral, would you like to make some or all of that deferral permanent?
   3. Legacy: What do you want to happen to your business when you’re no longer there? How much of what you have built do you want to preserve for your family? How much will be preserved?
   4. Shareholder’s agreement: Do you have a shareholder’s agreement? How is it funded? Does it deal with triggering events like death, disability, and retirement?
   5. Worse-case scenarios: If you were not able to show up at your business for 3 months, and no one expected it, what would happen? What would creditors, customers, suppliers, and employees do?
   
   Visit our large case webpage and watch Ask our Experts to learn more about the importance of careful planning when it comes to corporate policy ownership.
    
2. New! Performance and perspective participating fund report
   Performance and perspective is a powerful new resource at your fingertips! It supports client conversations about Equitable’s participating fund. It’s designed to give you a transparent view of 2025 participating fund performance to help you explain long term value simply, and position Equimax^® participating whole life as a long term solution, not just a product. 
   
   View the Performance and perspective report:
             
   
   Reasons to use Performance and perspective
   •  It helps you explain with clear visuals how the participating fund is managed, not just how it performed.
   •  It strengthens your conversations and builds client confidence by showing the participating fund asset mix, historical performance and long term approach all in one place.
   
   Why this matters to clients
   •  They get transparency into where the participating fund assets are invested.
   •  They can see how participating solutions are managed over time, not year to year.
   •  They gain confidence in long term planning decisions, supported by facts.
   
   Questions? Contact your wholesaler for more information.
3. COVID-19 testing: Find the information you need

   This news item has also been posted to the plan administrator and plan member sections of EquitableHealth.ca

   The Ontario government recently announced it has expanded access to COVID-19 testing to include select pharmacies throughout the province. As the pandemic continues, it’s important to know how to access testing if you’re experiencing signs and symptoms of COVID-19 or suspect you have been exposed to the virus.

   Guidelines for who should get tested and how to access testing vary across the country, so it can be difficult to know what applies in your jurisdiction.

   To help make it easier, we’ve provided links to COVID-19 testing resources for each province and territory. The resources include self assessments, guidelines for who should get tested, how to access testing, and testing locations.

   • Alberta
   • British Columbia
   • Manitoba
   • New Brunswick
   • Newfoundland and Labrador
   • Northwest Territories
   • Nova Scotia
   • Nunavut
   • Ontario
   • Prince Edward Island
   • Québec
   • Saskatchewan
   • Yukon
4. Anti-money laundering legislation changes for Savings & Retirement forms and applications
   To comply with the Government of Canada’s anti-money laundering legislation and FATCA/CRS changes, Equitable Life® has updated its Savings and Retirement forms and applications. New online forms and applications are available to download from EquiNet®. Paper applications are also available to order from Equitable’s Supply Team. For a complete list of all forms and applications affected by the anti-money laundering legislation, refer to Anti-money Laundering Legislation Requirements Summary.
    
   What should I do if I have existing paper applications?
   If you currently have paper applications (Form #1383, #1384, #799, #355) with a version date that is before April 2, 2021, Equitable Life will continue to accept them, with the caveat that additional information may be required from you and your client to comply with anti-money laundering legislation.
    
   How long can I use my existing paper applications with a version date before April 2, 2021?
   Paper applications (Form #1383, #1384, #799, #355) with a version date prior to 2021/04/02 (located on the back page and in the bottom right-hand corner of the application) will no longer be accepted after July 1, 2021. If you have applications with a date that is before 2021/04/02, please destroy them and use the fillable/savable PDF on EquiNet. You can also order paper applications from our Supply Team.
    
   
   Want to be sure you always have the most up-to-date application? Try our EZcomplete® online application platform. EZcomplete makes it easy to process your non face-to-face applications and allows your clients to provide their signature remotely on their own device.
    
   To learn more about the Government of Canada’s anti-money laundering legislation and FATCA/CRS review the following links.
    
   Government of Canada - Guidance on the Common Reporting Standard
   Financial Transactions and Reports Analysis Centre of Canada
    
   If you have any other questions, contact your Regional Investment Sales Manager.
    

   ® denotes a registered trademark of The Equitable Life Insurance Company of Canada.

   
    
5. Crunch The Numbers With Equitable Life’s Savings Calculator

   Whether helping your client determine net worth or reviewing to see if your client’s retirement plan is on track, Equitable Life^® is here to help with our online calculators. These number crunching tools can help you answer some of those challenging questions you get asked by your clients. From an RSP loan calculator to home budgeting to even figuring out if your client will be a future millionaire, check out our latest tools.

   
   Each week in March, we will be sharing an online calculator from our list.

   
   Share calculators using your Facebook, Twitter or LinkedIn account. 

    

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   Amina is going to get in the habit of saving by putting $25 a month into her RRSP. Her friends don’t think it is worth the effort. Does it matter how much you contribute?

    

   Did you know?

   Consistent investments over several years can be an effective strategy to accumulate wealth. Check out Equitable Life’s Savings Calculator.

6. New year tune-up for Equimax participating whole life

   It’s a new year and time for an Equimax^® tune up! We have made some exciting changes for new sales of Equimax Estate Builder^® and Equimax Wealth Accumulator^® effective February 11, 2023.

   
   These exciting enhancements make Equimax even more robust, simpler and cost effective, to ensure it continues to be the preferred participating whole life solution for clients and advisors alike.
   
   Watch our informative video to learn more.
    
   Check out our Equimax splash page for complete details on all the enhancements, our transition rules, and much more.
    
   
   
   
   
   
   
   
   
   What’s new?
   • All new children’s policies will now be issued as non-smoker for life – we will no longer request a non-smoker declaration for new children's policies.
   • We have also removed the policy fees on new Equimax sales, reducing total premium payments – allowing clients to buy even more coverage for the same payment.
   But there’s more to our Equimax tune-up!
   The following enhancements add more value, making it easier for you to recommend Equimax as your preferred whole life solution.
   • Monthly Excelerator Deposit Option(EDO) payments and EDO payments received off anniversary will now buy more paid-up additional insurance,
   • Dividends earned on EDO payment paid-up additions, and credited on the base policy, can now buy even more paid-up additions,
   • New clients now have the option to elect individual policies on joint last to die (JLTD) plans if their personal situation changes,
   • We have also changed the way we calculate monthly premiums – resulting in lower premium payments across the board,
   • And we have added our KIND™ benefit program to Equimax, as we did for our newest Generations Universal Life  solution last September – making it easier for families and beneficiaries at claim time.
   • And, finally, we are introducing some new sales illustration features, a Web-based software and more to help you market Equimax!
   Visit our splash page and watch our informative video to learn more and start selling the enhanced Equimax today.
    
   Plus, visit our Equimax product page on EquiNet^®, then click on the Marketing Materials tab for the latest Equimax marketing materials.
    
   Need more information? Please contact your local wholesaler.
    
    _{® and} ™ _{denotes a trademark of The Equitable Life Insurance Company of Canada.}
7. Supporting clients at claim time with KIND Did you know that our KIND™ program is available for new sales of Equitable Generations™ universal life and Equimax^_® participating whole life?
   
   In September 2022, we introduced our KIND program with our Equitable Generations launch and in February 2023 we announced the addition of KIND to new sales of Equimax.
   
   Our KIND program includes:
   ●  Compassionate Advance* - access up to 50% of your coverage to a maximum amount of $100,000 if the insured becomes terminally ill¹
   ●  Bereavement Counselling - benefit for beneficiaries up to $1,000 total¹
   ●  Snap Advance*- providing immediate access (if needed) of a portion of the death benefit up to $25,000 or the cash value of the policy, whichever is less when a death claim is submitted¹
   ●  Living Benefit - tax-free access to the policy cash value in the event of severe disability¹ We offer benefits to clients and their heirs with our KIND program. This is an example of our commitment to our clients.
   
   We offer benefits to clients and their heirs with our KIND program. This is an example of our commitment to our clients.
   
   
   To learn more about KIND with Equitable Generation or Equimax, read our our KIND Caring Claim Support Package or contact your local wholesaler.
   
   
   View our KIND video on YouTube or Vimeo! 
    
    
   ^® and ^TM denote trademarks of The Equitable Life Insurance Company of Canada.
   * Snap Advance and Compassionate Advance are non-contractual and may be altered or terminated by Equitable Life at any time without notice
   ¹ Subject to meeting the eligibility requirements.
    
8. [pdf] Plan Administrator Guide to EZBenefits
9. EAMG Market Commentary January 2024

   
   
   Rates & Credit – Interest rates decreased sharply in Q4 as the market priced in aggressive interest rate cuts by central banks in 2024.  The prospect of lower interest rates also drove a strong risk-on tone to the market, with the risk premium on corporate bonds grinding tighter as prospects for a “soft landing” improved. The rally in interest rates resulted in the best quarter for bonds over the past 15 years, with the FTSE Canada Universe Index returning 8.3%.  Corporate bonds modestly underperformed the Universe Index with a return of 7.3%.  The lower return for corporate bonds was primarily driven by the fact that the corporate bond index is less sensitive to interest rate movements (as compared to the government index), partially offset by the risk-on tone to the market.  Within corporate bonds, lower-rated BBBs outperformed higher-rated A bonds. Industries with higher interest rate exposure such as infrastructure, energy, and communications outperformed those with less exposure (notably financials and securitization), consistent with the overall shift in the yield curve.
   
   
    
   Santa Came to Town – Moving in sync with bonds, global equities jolted higher into the end of the year with cooling inflation data and dovish comments from central bankers. The U.S. market outperformed most regions last quarter with the S&P 500 returning 11.7% in USD terms, bringing the total return in 2023 to 26.3%. The TSX added 8.1% in Q4, boosting the total annual return to 11.8%. Meanwhile, major developed economies from Europe, Australasia, and the Far East (EAFE) gained 5.0% in local currency terms over the quarter, helping the region produce a 16.8% return from the year prior. Prospects of interest rate cuts by the Federal Reserve saw the Loonie rally into year-end and resultantly, investors of Canadian dollar securities witnessed enhanced returns. Strong domestic U.S. economic data helped value pockets of the market outperform. That said, this was not a synchronized trend as China’s economic disappointment weighed on the performance of EAFE.
    
   
    
   U.S. Fundamentals – Our work shows that investors are shifting their focus away from operating margins and towards the ability to sustain debt levels ahead of renewing debt obligations. Corporate earnings beat modest expectations last quarter, contracting by less-than-expected on a year-over-year basis. Resilient operating margins continue to attract investors into equities. After three consecutive quarters of improving forward earnings guidance, we observed that the number of major companies expecting deteriorating financial performance grew to ~35%. We note that this is a sharp contrast relative to the optimistic run-up in equity valuations. In general, corporate pessimism has been underpinned by concerns for the health of the consumer, increasing wage pressures, and inflation.
    
   U.S. Quant Factors – While mega-cap technology stocks gave back some ground in the second half, crowding into the magnificent 7 remains noticeable with the cap weighted S&P 500 outperforming the equal weighted index by 12.5% last year. That said, value areas of the market – which underperformed through the first three quarters of the year – were top performing companies last quarter as the prospects for an economic “soft-landing” improved with U.S. inflation continuing to ease without substantial deteriorations of employment or output data. Quality-growth businesses initially outperformed as the higher-for-longer narrative continued to drive investors toward large cash-rich companies with stable margins. That said, this basket of companies gave back relative returns into quarter-end as weakness in operating margins persisted, making fundamentals appear stretched. Low volatility stocks (i.e. stocks with lower sensitivity to broad market movement and lower price volatility) rallied to start the quarter before dovish comments from central bankers improved risk-sentiment and ultimately pushed this basket lower on a relative basis. Lastly, dividend growth companies, which include businesses with a lengthy and established history of increasing dividends, underperformed the broader index as market participants punished businesses that slowed capital growth projects during the rising interest rate environment. While operating margins have declined, the basket’s strong cash flow and low debt burden may be advantageous if the market’s anticipation of impending interest rate cuts proves to be incorrect or mistimed.
    
   Canadian Fundamentals – Although Canadian companies exceeded bleak forecasts last quarter, earnings continue to contract on a year-over-year basis. Return on equity (ROE) – a gauge of how efficiently a corporation generates profits – continued to decline last quarter while corporate costs of capital remain elevated. In essence, Canadian companies are generating less value relative to their financing cost. Value creation underpins the sustainability of dividend payments, which are a unique and desirable attribute of the Canadian market. Meanwhile, the Bank of Canada held its overnight interest rate unchanged with market participants forecasting a higher probability of interest rate cuts in 2024. On the expectations of easing monetary conditions, dividend yields compressed while earnings forecasts improved with analysts predicting that index aggregate earnings will grow 6% to 8% in 2024. At a sector level, the energy industry’s financial performance normalized – in line with expectations – as weakening oil demand expectations overshadowed geopolitical conflict in the Middle East, ultimately pushing crude prices ~21% lower last quarter. The industrials and financials sectors beat expectations, helping offset softer-than-expected results from the consumer staples and technology sectors.
    
   Canadian Quant Factors – The Canadian banks underperformed for most of the year as they reported increasing provisions for nonperforming loans, reflecting forecasts of worsening economic conditions. That said, expectations of interest rate cuts in 2024 helped tame recession fears and eased concerns of slowing loan growth, propelling banks higher in the fourth quarter as they appeared more stable and therefore favourable than prior estimates. The high-quality basket underperformed last quarter as improving risk sentiment in the market reduced the attractiveness of secure companies with lower earnings variability. Furthermore, high dividend payers with solid growth prospects outperformed in the fourth quarter as market participants rewarded companies that demonstrated a strong ability to support future dividends and punished high yielding businesses with less certain financial capabilities.
    
   Views From the Frontline Rates – Interest rates declined sharply in Q4 as inflation continued to trend lower, fears of excess bond supply declined, and the Federal Open Market Committee signaled that the next change to their overnight policy interest rate would likely be lower. Labour market and consumer spending data remain resilient however businesses have indicated slowing across industries, more price-sensitive consumers, rising delinquencies, and concerns about the high cost of debt.  Central banks remain committed to achieving their 2% inflation target and most acknowledge that interest rates have likely peaked.
    
   Credit – The risk premium for corporate bonds (versus government bonds) tightened materially over the quarter, with a strong risk on tone to the market as investors priced in lower interest rates in 2024 and a “soft-landing” to economic concerns.  Corporate bond supply was well received by the market.  On the balance, we do not think the current risk premium adequately compensates for downside risk, and as such, we remain cautious on   corporate bonds and have a bias towards higher-quality, shorter-dated credit where we view the risk / reward dynamic as being more favourable.
    
   Equity – In the U.S., we allocated exposure to value names which outperformed over the quarter as the macroeconomic outlook improved on the backdrop of rate cut expectations. Looking forward, we expect that margins will continue to normalize as Covid-induced pent up demand fades. While we do not forecast margins to compress at an alarming rate, we believe sticky wage and input costs will continue to pressure businesses while consumers exhibit further exhaustion. As such, we are shifting our focus toward the balance between company reinvestment in capital projects and upcoming debt refinancing requirements. In line with this view, we favour businesses with stable cash flows and decreased debt loads as we believe they present an attractive contrarian opportunity if soft-landing projections prove to be overstated. Within Canada, we remain attentive to the inverse movements of ROE relative to financing costs over 2023. With the excess between ROE and financing costs compressing, businesses’ ability to create value appears more stretched than earlier in 2023. Therefore, we continue to favour high quality companies in Canada, which is typically defined by high ROE, stable earnings variability, and low financial leverage. Geographically, the U.S. economy appears to be in healthier condition with inflation easing while employment and output data remain stable and hence, our focus will be on capital expenditures. EAFE – which is generally more economically linked to China than North America – contains a large bucket of stable, high-quality businesses that may benefit from any upside economic surprises out of China. Lastly, through the lens of a Canadian investor, the Loonie’s relative value versus other major currencies presents another resource in our investment mandate to derive excess return.

    

   Downloadable Copy

   
    
     

   Mark Warywoda, CFA VP, Public Portfolio Management	Ian Whiteside, CFA, MBA AVP, Public Portfolio Management	Johanna Shaw, CFA Director, Portfolio Management	Jin Li Director, Equity Portfolio Management
   Tyler Farrow, CFA Senior Analyst, Equity	Andrew Vermeer Senior Analyst, Credit	Elizabeth Ayodele Analyst, Credit

    
   ADVISOR USE ONLY
   
   Any statements contained herein that are not based on historical fact are forward-looking statements. Any forward-looking statements represent the portfolio manager’s best judgment as of the present date as to what may occur in the future. However, forward-looking statements are subject to many risks, uncertainties, and assumptions, and are based on the portfolio manager’s present opinions and views. For this reason, the actual outcome of the events or results predicted may differ materially from what is expressed. Furthermore, the portfolio manager’s views, opinions or assumptions may subsequently change based on previously unknown information, or for other reasons. Equitable® assumes no obligation to update any forward-looking information contained herein. The reader is cautioned to consider these and other factors carefully and not to place undue reliance on forward-looking statements. Investments may increase or decrease in value and are invested at the risk of the investor. Investment values change frequently, and past performance does not guarantee future results. Professional advice should be sought before an investor embarks on any investment strategy.
    
10. Preferred life insurance solutions – individuals