Multi-Life Disability Insurance

1. Multi-Life Disability Insurance YOUR GATEWAY TO A SUCCESSFUL CARRER IN INSURANCE SALES

2. What is it? • Individual Disability Insurance offered at a discounted and Uni-Sex Rate to 3 or more employees at the same firm • Discounts can range from 15% to 35% • Individual, Group Supplement, and Retirement Completion products available • Higher Issue and Participation Limits • Underwriting Concessions

3. Underwriting Concessions? • Simplified Underwriting • Guarantee To Issue • Guaranteed Standard Issue

4. Guaranteed Standard Issue? YES! It’s a Win-Win-Win For Everyone!

5. Insured Wins • Guaranteed Issue • No detailed underwriting process • Discounted premiums on unisex rates • Rapid turnaround of application • Higher income protection • Can be employer paid

6. Employer Wins • Create perks for key employees • Deductible business expense • List billing • Reduce LTD costs • Foster persistency and loyalty among key employees • Allow employer to add an additional benefit without incurring additional cost

7. Broker Wins • No detailed underwriting process; streamlined underwriting • Approach multiple insureds — • cross-selling opportunities • Discounted premiums on unisex rates • One plan design for all • Multiple sales — more commission $$$

8. Guaranteed Standard Issue • Guaranteed standard issue to those meeting eligibility requirements • Targeted at executive/professional occupational groups within single employer • Minimum 10 participating lives for 100% employer-paid cases • Plan design at group level • Can be 100% employer-paid, partially employer- paid, or 100% employee-paid

9. Ideal Candidates • 25 person or larger Law Firm, 60% of income covered by employer paid group plan with $7,000 cap, employer will pay for supplement, average income $175,000 • 12 person Accounting firm, no group LTD in place, employer will pay premium, average income $65,000 • 100 person I.T. firm, 60% of income covered by employer paid group plan with $5,000 cap, supplement is Voluntary, average income $95,000

10. Appropriate Industries • Law Firms • I.T. Firms • Accounting Firms • Engineering Firms • Architecture Firms • Banks

11. Inappropriate Industries • Medical Professionals • Commissionable Sales • Fewer than 10 Full Time Employees • 1099 Employees • Blue Collar

12. Case Design • Generally with Group LTD • Carve out • Wrapped around group • Reverse carve out • Available riders • Residual/partial • Social Insurance Offset • Inflation • Catastrophic Benefit • Retirement Completion

13. Sample Plan Design Employer-Paid and Voluntary Plan Specifications *For cases with 15-69 eligible lives, the Home Office will consider making an offer on a Guaranteed Issue basis. Such an offer is contingent on a minimum of 15 paid lives. If fewer than 15 paid lives are written, full underwriting will be required. Discounts and GI maximum Issue Limits are the same as for cases of 70-149 eligible participants. **The maximum amount available can vary based on the characteristics of the group.

14.  Minimum Participation:Employer Paid — 100% required minimum of 10 participantsVoluntary — 30% target minimum of 25 participants Guaranteed Standard Issue

15. Discounts • 100% Voluntary GI • Employer-Paid Eligible • Participation Employees Discount • 15 – 49 70 – 149 20% • 50 – 99 150 – 299 25% • 100 + 30% 35%

16. Guaranteed Standard Issue • Guaranteed Issue Maximum • I&P Limits for Employer-Paid Cases • Specific plan design and maximum Guaranteed Issue amounts depend on group characteristics: - Industry - Turnover rate - Occupations - LTD experience - Financials - Age - Local economy • Each case is different

17. Information Needed to Quote • Carrier Specific Multi-Life Offer Proposal Request Form • Electronic Census with Occupation, Titles, Income, Bonus, Gender, Smoking Status • As much information on the group and company as possible

18. Other Multi-Life Opportunities • Guaranteed to Issue • Simplified Underwriting • Fully Underwritten • Group Supplement • Retirement Completion • Association Plans

19. Multi-Life Carriers • MassMutual • MetLife • Principal • Standard • Union Central

20. Group Supplement Features • An individually owned and portable contract. • Premiums that will never be increased and a contract that is non-cancelable. • Enhanced return-to-work benefits to supplement your current group LTD plan. • Discounted premiums (discount is portable). But, most importantly… Supplemental income insurance plans enhance existing group LTD benefit to maximize income protection in the event of a disability

21. Group LTD Limitations • Benefit maximums and offsets • Benefits usually income-taxable • Bonus, commission, pension benefits may not be covered • Typically not portable • Cost of living adjustments typically not standard • Rate guarantees no longer than three years • Cancelable coverage by carrier

22. Disability Multi-Life Sales • Everybody Wins with GSI • Substantial Discounts • Uni-Sex Rates • Guarantee to Issue/Simplified Underwriting • Cross Selling with the Employer • Tremendous Prospecting Opportunities