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New business and underwriting
December 8, 2026
Topic 1: Lifestyle lens - sharpening our underwriting focus
Topic 2: Beyond the Conversation: Evidencing Needs-Based Sales - the power of effective documentation
12 pm – 1:15 pm ET
1:15 pm – 2:30 pm ET
CE Credit Eligible
Lifestyle lens - sharpening our underwriting focus
December 8, 2026
12 pm – 1:15 pm ET
In this presentation you'll walk through some common non-medical scenarios that can lead to additional investigations by the underwriter, highlighting what you can do to help move the case through more quickly by utilizing several case studies to highlight these concepts.
Speaker
Jay Sankoff, BSc. AALU, ALMI
AVP, High Net Worth Solutions Centre and Field Underwriting
Jay joined Sun Life in 2014 to lead the Independent New Business and Underwriting teams.. In 2018, he created the High Net Worth Team focusing on cases over $250,000 of premium or $7,500,000 in face amount. Two years later, looking for ways to further improve the advisor and client experience Jay created the High Net Worth Solutions Centre. Now called Sun Life Select, Jay has joined the Sun Life Sales Team in educating and supporting advisors, to improve their large case application submissions for quicker decisions.
Jay is an avid traveller, scuba diver, dedicated hockey player and coach. Happy to be back on the ice, and looking forward to strapping a tank on his back again, Jay also enjoys spending time in the summer with his wife and daughter at the cottage or on a golf course.
Accreditation
Coming soon!
Beyond the Conversation: Evidencing Needs-Based Sales - the power of effective documentation
December 8, 2026
1:15 pm – 2:30 pm ET
This presentation emphasizes the critical importance of comprehensive documentation in needs-based sales and covers essential documentation practices. Through case studies and real regulatory examples, it demonstrates how proper record-keeping of fact-finding, needs assessments, and Reason Why Letters can help advisors minimize risk and treat clients fairly.
Speaker
Astrid Iral
Manager, Risk, Governance & Controls, Sun Life Global Investments
Astrid Iral is a Manager, Risk, Governance & Controls with Sun Life Global Investments. Astrid has an extensive compliance background in life insurance, insured wealth, and wealth management. Prior to joining Sun Life, she was the designated Compliance Officer for external distribution channels (MGA, NA) at another insurer, where she conducted monitoring and oversight of third parties and their advisors, developed and presented CE-accredited training, and drafted policies and procedures. Previously, Astrid was a Case Assessment Officer at the MFDA (now CIRO), and before her career in compliance, she spent several years as an Investment Advisor at a bank-owned investment dealer. Astrid has completed the Osgoode Certificate in Regulatory Compliance and Legal Risk Management for Financial Institutions.