1. Setting the Pace for Success A Few Minutes About the Rest of Your Life John Q. Agent Agency Name

2. Your Career Huge investment Time Money The Guardian Life Insurance Company of America New York, NY 10004

3. Goals What are your personal and professional goals? The Guardian Life Insurance Company of America New York, NY 10004

4. Income is Foundation Your income is the foundation for your goals and aspirations. INCOME HOME SAVINGS TRAVEL Lifestyle FAMILY

5. Injuries vs. Illnesses Leading Causes of Disability SOURCE: Council for Disability Awareness 2012 Disability Claims Survey

6. Income Protection Options Employer-provided Professional association- sponsored Individual disability income insurance Options

7. Important Questions Can the insurer Cancel coverage? Modify the terms of coverage? Raise my premiums? Can I Be protected in my specialty? Obtain adequate coverage? Tailor coverage to my specific needs? Take it with me?

8. Typical Employer-Sponsored Plan Basic protection: 60% of income, subject to a cap Benefit is offset by government programs Coverage can be modified or cancelled Costs are not guaranteed You don’t own the coverage May not adequately protect you in your specialty Group LTD

9. Association Plans Set benefit Insurer can modify or cancel Costs not guaranteed Limited optional benefits May not provide adequate protection in your specialty

10. Individual Disability Income Insurance Most generous level of benefits Broad array of options Policy individually owned Individual DI

11. Key Elements Non-cancellable and guaranteed renewable True own-occupation protection with specialty language for medical professionals What to Look for

12. Details to Consider Things to Consider How long do I want to wait before benefits begin? How long do I want benefits to last? How much benefit can I get?

13. Details to Consider Think About Am I protected if partially disabled? What happens when I recover but continue to have a loss of income? Can I guarantee my right to coverage in the future? Will my benefits keep pace with inflation while I’m disabled?

14. Why Now? Young and healthy Lower premiums Guarantee your right to maximum coverage Benefits of Applying Now

15. Special Issue Amounts for Medical Residents Monthly benefit: $5,000 Future Increase Option: $12,000 Catastrophic Disability Benefit: $5,000 How Much Coverage?

16. Next Steps What’s Next?

18. Disability insurance products underwritten and issued by the Berkshire Life Insurance Company of America, Pittsfield, MA, a wholly owned stock subsidiary of The Guardian Life Insurance Company of America (Guardian), New York, NY or provided by Guardian. Product provisions and availability may vary by state. Optional riders are available for an additional premium. For the Future Increase Option (FIO), restrictions and limitations apply. While medical information is not required when exercising a future increase option, applications to exercise an increase option will be financially underwritten, taking into consideration both the applicant’s then current income, as well as all disability insurance which is then in force, or for which the insured has applied or is eligible to receive. Pub6020BL-PPT (4/13) 2013-05314 (Expires 04/15) The Guardian Life Insurance Company of America New York, NY 10004