1. Disability Income Insurance
Introducing MassMutual’s MaxElectSM
For Guaranteed Standard Issue Offers
For Producer Use Only. Not For Use with The Public.
C: 57864

2. For Producer Use Only. Not For Use with The Public.
Why MaxElect
We have created an enhanced multi-life version of Radius® that aligns with 2 key components of our marketing strategy –
Meeting the Unique and Changing Needs of our Customers
Providing our producers the product they need for worksite marketing where we provide a Guarantee Standard Issue offer.
For Producer Use Only. Not For Use with The Public.

3. For Producer Use Only. Not For Use with The Public.
What Products to Sell?
MaxElect
For all GSI Offers
For all GSI Offers which include additional coverage where full underwriting is needed
Radius 04 Series
For all fully underwritten business (individual and multi-life)
For Producer Use Only. Not For Use with The Public.

4. Meeting Unique and Changing Needs of our Customers
Ability to select the appropriate benefit during the first offering and adjust benefits at renewal (customized solutions).
Continued ability to add fully underwritten coverage on top of GSI benefits
Updated provisions of the contract to align with work site marketing needs and administration..
For Producer Use Only. Not For Use with The Public.

5. Benefits for Producers
Capitalize on renewal activities
Opportunity to increase participation due to customized solutions
Ability to offer greater cost incentives to employers (employer paid business using pre-ex)
Ability to better align with Group LTD provisions
Opportunity for greater alignment with FlexElect Multi-life (more eligible participants – more sales)
For Producer Use Only. Not For Use with The Public.
#1MaxElect, with a pre-existing condition limitation, allows participants who previously declined coverage to now purchase coverage at renewal. Also, it allows insureds who did not buy the maximum amount of benefit available to them at original purchase, to buy additional coverage at renewal.
#2 Allows for greater participation both at original sale and renewal.
#5 Because MaxElect was designed with solely the worksite market in mind (as was FlexElect Multi-life), they compliment each other well. This should increase the use of FlexElect Multi-life in your plan designs, resulting in the opportunity to have more eligible participants, and more sales for producers.

6. Field Advisory Committee
Disability Income worked with representatives from the following areas in the design and implementation of MaxElect.
AAX Members
GAX Members
DI Specialists
Brokerage Directors
Master Producers
Multi-Life Producers
Regional Sales Consultants
DISO Sales Managers
For Producer Use Only. Not For Use with The Public.

7. What’s Changed from Radius?
Advantage
Eliminate the conversion to 61+, 9200 CR/TCR and 9500 CR/TCR
Extending issue ages for these riders aligns with worksite sales
The variety of pre-existing condition limitations align with most common Group LTD plans and contributes to the profitability of voluntary worksite business.
Change
Conditionally renewable to age 75
Expanding issue ages for Extended Partial, COLA and MBPE to age 64
Pre-Existing Condition Limitation (PECL) 12/12 in base, 6/12, 3/12 by endorsement
For Producer Use Only. Not for Use with The Public.

8. What’s Changed from Radius?
7% Employer pay rate discount using PECL
$300 minimum policy
Dividend – change to premium payer
Advantage
Employer pay business has favorable morbidity and we can pass a cost savings on to employers
Greater participation anticipated.
If the employer is paying the premium, we want the employer to reap the benefits of our dividends*
*Dividends are not guaranteed. For Producer Use Only. Not For Use with The Public.

9. What’s Changed from Radius?
Exclusions and limitations (normal pregnancy covered)
Right to Apply – current policy series being sold
Effective date of coverage
Advantage
Continuity with both our worksite products and Group LTD plans
Will always use current policy series and current rates for fully underwritten business
Streamlined definition to align with worksite marketing for GSI offers.
For Producer Use Only. Not For Use with The Public

10. What’s Changed from Radius?
Advantage
To align with pre-existing condition and to include normal pregnancy
Changes made to align with the pre-existing condition limitation provisions.
Change
Definition of Sickness
Time Limit on Certain Defenses
For Producer Use Only. Not For Use with The Public.

11. MaxElect Pre-Existing Condition Limitation
A condition for which:
The Insured received medical treatment, consultation, care or services including diagnostic measures, or took prescribed drugs or medicines within 12 months prior to the Effective Date of Coverage or the Effective Date of a change in Coverage or reinstatement; or
The Insured had symptoms that would have caused an ordinarily prudent person to consult a health care provider in the 12 months immediately prior to the Effective Date of Coverage or the Effective Date of a change in Coverage or reinstatement.
For any additional benefit or change on a subsequent application, a disease, mental disorder or physical condition will no longer be considered a Pre-Existing Condition if it causes disability that begins after the change in policy coverage has been in force for a period of 12 consecutive months.
For Producer Use Only. Not For Use with The Public.

12. MaxElect Pre-Existing Condition Limitation
12/12 Pre-Existing Condition (PECL) is included in the base policy. We have endorsements that allow a 6/12 and 3/12 PECL, and an endorsement that removes the PECL from the policy.
Full flexibility in plan design, except in the following scenarios:
Required for voluntary cases without underlying Group LTD
To consider offers for favorable voluntary cases with less than 75 eligible employees (50+)
An option to continue offer at renewal that might be discontinued
For Producer Use Only. Not For Use with The Public.

13. MaxElect -PECL Advantages
Flexibility to align with Group LTD PECL
Renewal/Re-solicitation opportunities – ability to re-solicit employees using MaxElect who previously declined offer or did not take maximum benefit they were eligible for
Cost containment option (voluntary rates would have had to increase between 15-20% to maintain our profitability)
Improved morbidity results for voluntary multi-life business (claims during contestability period, protection against anti-selection)
Note: Inclusion of Pre-Existing Condition Limitation has no bearing on our reducing or enhancing a GSI offer
For Producer Use Only. Not For Use with The Public.

14. MaxElect Pre-Existing Condition Limitation
It is important to note that if a claim is ineligible due to the pre-existing condition limitation – meaning that the date of disability began within 12 months of the Effective Date and the claim is denied – the insured will NOT start to collect a benefit on the 13th month following the Effective Date.
The Claim may be considered only if the date of disability begins AFTER the first 12 months following the Effective Date.
For Producer Use Only. Not For Use with The Public.

15. MaxElect Pre-Existing Condition Limitation
For GSI Coverage Only
The Pre-Existing Condition will apply as defined.
For GSI Coverage with Fully Underwritten Coverage
If the fully underwritten coverage is issued standard, even if there is an admitted medical history and we decide to still issue standard, the pre-existing condition limitation will not apply to either the GSI or fully underwritten amount of insurance.
If the fully underwritten coverage is rated substandard, ridered, declined, or there was an unadmitted medical history and we issued standard, the pre-existing condition limitation applies to the GSI amount of insurance.
Let’s look at a few examples.
For Producer Use Only. Not for Use with The Public.

16. MAXELECT POLICY SIMPLIFIED COVERAGE ONLY
Four possible claim scenarios for Pre-existing Conditions.
Coverage is available on three of the four scenarios.
For Producer Use Only. Not For Use with the Pubic.

17. For Producer Use Only. Not For Use with the Public.
MAXELECT CLAIM SITUATION 1 Last Treatment Date Disability Date For Carpel Tunnel Syn due to CTS   months Effective 12 months prior Date after   Simplified Coverage Result: COVERED CLAIM
MAXELECT CLAIM SITUATION 2 Last Treatment Date Disability Date For Carpel Tunnel Syn due to CTS  
12 months Effective 12 months prior Date after   Simplified Coverage Result: COVERED CLAIM
For Producer Use Only. Not For Use with the Public.

18. For Producer Use Only. Not For Use with the Public.
MAXELECT CLAIM SITUATION 3 Last Treatment Date Disability Date For Carpel Tunnel Syn due to CTS   months Effective 12 months prior Date after   Simplified Coverage Result: COVERED CLAIM
MAXELECT CLAIM SITUATION 4 Last Treatment Date Disability Date For Carpel Tunnel Syn due to CTS  
12 months Effective 12 months prior Date after   Simplified Coverage Result: CLAIM NOT COVERED DUE TO PRE-EXISITING CONDITION LIMITATION
For Producer Use Only. Not For Use with the Public.

19. For Producer Use Only. Not For Use with the Public.
Risk of Disability
Pre-Existing Condition: Medical consultation and prescribed medication within 12 months prior to the Effective Date for Hypertension.
Disability: Stroke (Cerebral Vascular Accident – CVA) within 12 months after Effective Date of coverage.
Typical Result: Covered Disorder. While the Pre-Existing Condition places the individual at a higher risk for the disabling disorder, medical science has not documented a substantially direct causal relationship between the two conditions.
MassMutual believes that every claim must be analyzed individually with due regard given to the particular facts, the provisions of the specific policy at issue, and state laws applicable to each situation.
For Producer Use Only. Not For Use with the Public.

20. For Producer Use Only. Not For Use With the Public.
Disease Progression
Pre-Existing Condition: Medical consultation and prescribed medication within 12 months prior to the Effective Date for Diabetes.
Disability: Visual Disorder (Diabetic Retinopathy) within 12 months after Effective Date of coverage.
Typical Result: Disorder Not Covered. Diabetes has well established long-term complications for which medical science has documented a substantially direct causal relationship between the two conditions.
MassMutual believes that every claim must be analyzed individually with due regard given to the particular facts, the provisions of the specific policy at issue, and state laws applicable to each situation.
For Producer Use Only. Not For Use With the Public.

21. For Producer Use Only. Not For Use with The Public.
PECL Scenarios – Combination of GSI & Fully Underwritten Coverage (assumption is that claim in on the pre-existing condition)
Scenario
Coverage
History (On long form application)
Coverage Issued
Claim for disability that begins within first 12 months of Effective Date
Claim for disability that begins after first 12 months of Effective Date 1.
$5,000 GSI
$2,000 Fully
Underwritten
N/A
Admitted
(pulled back muscle a long time ago)
Standard
Eligible Claim
(PECL would not apply) 2.
(recent back injury within the pre-existing condition limitation period)
Exclusion Rider
On Back
Ineligible Claim (PECL would apply since we excluded the condition)
Ineligible Claim
(Exclusion Rider)
For Producer Use Only. Not For Use with The Public.

22. PECL Scenarios – Combination of GSI & Fully Underwritten Coverage
History (On long form application)
Coverage Issued
Claim for disability that begins within first 12 months of Effective Date
Claim for disability that begins after first 12 months of Effective Date 3.
$5,000 GSI
$2,000 Fully
Underwritten
N/A
Admitted
(abnormal lab, i.e. cholesterol)
Standard
Rated
(Substandard)
Ineligible Claim (PECL would apply)
Eligible Claim
(additional premium paid for condition)
(PECL would not apply) 4.
$2,000 Fully Underwritten
(Heart By-Pass Surgery)
Decline
N/A – No coverage issued
For Producer Use Only. Not For Use with The Public.

23. PECL Scenarios – Combination of GSI & Fully Underwritten Coverage
History (On long form application)
Coverage Issued
Claim for disability that begins within first 12 months of Effective Date
Claim for disability that begins after first 12 months of Effective Date 5.
$5,000 GSI
$2,000 Fully Underwritten
N/A
Unadmitted
Standard
Ineligible Claim (PECL would apply)
Ineligible Claim (Representations & Contestability would apply)
Eligible Claim
(PECL would not apply)
Ineligible Claim
(Representations & Contestability would apply for first 24 months, Fraud provision could apply after 24 months)
For Producer Use Only. Not For Use with The Public.

24. For Producer Use Only. Not For Use With Clients.
MaxElect-Exclusions
Insured is imprisoned (this time does not count toward meeting waiting period).
Caused by war while the insured is in the military forces of any country at war or in any civilian non-combatant unit serving with those forces. War includes declared or undeclared war or any act of war.
Caused by any intentionally, self-inflicted injury.
Sustained during the commission of a crime or engaged in an illegal occupation.
Due to the suspension, revocation or surrender of the insured’s professional or occupational license or certification.
For Producer Use Only. Not For Use With Clients.

25. MaxElect – Right to Apply Provision
Fully underwritten increases any time during the year
Same as FlexElect Multi-life
If current policy series is sold in contract state, we will add to existing policy using current rates at time of Right to Apply application.
If a new series policy is being sold, we will issue a new policy using current rates for that policy series.
For Producer Use Only. Not For Use With Clients.

26. MaxElect – New Features
Long Term Care Credit Endorsement
Allows 2% of premium to be accumulated and applied to reduce first year premium on a MassMutual Long Term Care policy (full underwriting of LTC policy is required)
Do not have to terminate DI policy to use
Immediate family members can use the credits
Have one year after policy expiration to use credits
For Producer Use Only. Not For Use With Clients.

27. MaxElect – New Features
Catastrophic Disability Benefit Rider*
Covers:
presumptive disability,
severe cognitive impairment and
the inability to perform 2 out of 6 Activities of Daily Living (bathing, continence, dressing, eating, toileting, transferring)
Allows insured to cover up to 100% of their income at time of application, subject to a maximum monthly benefit of $8,000
* Available at an additional cost
For Producer Use Only. Not For Use With Clients.

28. (7% ER Paid Discount does not apply)
MaxElect Pricing
PECL Option
MaxElect Reduction on Voluntary Business vs. Radius 04 Series
MaxElect Employer Pay 7% Rate Discount vs.
Radius 04 Series
No PECL
Same as Radius 04 Series
(7% ER Paid Discount does not apply)
3/12 5%
12%
6/12 8%
14%
12/12
18%

29. For Producer Use Only. Not For Use With Clients.
Producer Commissions
MaxElect will be added to our current commission and bonus schedules.
There is no difference between MaxElect and Radius.
For Producer Use Only. Not For Use With Clients.

30. For Producer Use Only. Not For Use With Clients.
Competition
Who Else Has Pre-Existing Condition Limitations?
Standard (XB 140)*
Berkshire Guardian (1200)*
Principal (HH 750 NC)*
*Policy information taken from policy filings in the state of MA as of 2004.
For Producer Use Only. Not For Use With Clients.

31. For Producer Use Only. Not for Use with The Public.
MaxElect Voluntary vs. Competition 25% Multi-life Discount (Rate information taken from rate filings in the state of TN and MA as of Includes Extended Partial)
PECL
Option
UNUM
Choice
NWM
RR-DI
Standard
Protector
Berkshire
Provider Plus
Principal
HH700
Met Life
Omni Advantage
12/12
19% lower
14% lower
9% lower
36% lower
15% lower
13% lower
3/12
12% lower
7% lower
2% lower
30% lower
8% lower
6% lower No
3% higher
27% lower
4% lower
1% lower
For Producer Use Only. Not for Use with The Public.

32. For Producer Use Only. Not For Use with The Public.
MaxElect Employer Pay vs. Competition – 25% Multi-Life Discount (Rate Information taken from rate filings in the state of TN and MA as of Includes Extended Partial.)
PECL
Option
UNUM
Choice
NWM
RR-DI
Standard
Protector
Berkshire
Provider Plus
Principal HH700
Met Life Omni Advantage
12/12
24% lower
20% lower
16% lower
40% lower
21% lower
19% lower
3/12
18% lower
13% lower
9% lower
35% lower
15% lower
12% lower No
7% lower
2% lower
3% higher
27% lower
4% lower
1% lower
For Producer Use Only. Not For Use with The Public.

33. MaxElect – Marketing & Sales Aides
MaxElect Product at a Glance (DI1815)
Product Portfolio (DI1900)
Product ’04 Sales Sheet (DI1817)
Employer Presentation
Group Meeting Presentation
Competitive Pieces (Fieldnet)
Annotated Application (DI1871)
Annotated Policy (DI1872)
Multi-life Worksite Marketing Producer’s Guide (DI1806)
For Producer Use Only. Not For Use with The Public.

34. MaxElect - Questions If you need assistance, please call:
Your Regional Sales Consultant
Your DISO Sales Office
MassMutual DI Service Center at
For Producer Use Only. Not For Use with The Public.