1. TMK1536 092910Agent training only. Not for sales use. Underwriting Suzy Saxon Second Vice-President TMK1536 092910Agent training only. Not for sales use.

2. TMK1536 092910Agent training only. Not for sales use. Agents are Field Underwriters Agent's responsibility to collect accurate and complete information from the applicant This helps the Agent:  Get policies issued quicker  Get paid quicker  Reduce follow-up work  Reduce declines, cancels, and not-takens  Increase bonus and renewals  Make more money!

3. TMK1536 092910Agent training only. Not for sales use. Product Suitability You should determine in each case that any policy sold is suitable to the needs of the applicant You should consider such issues as:  Proposed insured's financial condition  Need for insurance  Values, benefits, and surrender charges in relation to any existing coverage  Whether in the totality of each applicant's circumstances, the sale is suitable

4. TMK1536 092910Agent training only. Not for sales use. Instructions to Agents for all Applications Read health questions as they appear Ask applicant for explanations to 'Yes' answers Complete 'Explanations' section for every 'Yes' answer If additional explanation required, attach Cover Letter to the application The more information you can provide regarding 'Yes' answers to health questions, the more successful you will be in effectively submitting the application

5. TMK1536 092910Agent training only. Not for sales use. Agent Statement Make sure they understand the difference between the Applicant and Proposed Insured Did you see the Proposed Insured?

6. TMK1536 092910Agent training only. Not for sales use. Instructions to Agents (Continued) Life Insurance policies go through an underwriting process Underwriters may request additional information, so let applicant know they may receive call Underwriters ultimately determine insurability Process determines amount of rated premium Agents should not make promises to applicants

7. TMK1536 092910Agent training only. Not for sales use. Underwriting Requirements Info Agent Oral Specimen HIV Consent Form MVR Rip Call (QAC) IBU Inspection-SBSI Criminal Records Check

8. TMK1536 092910Agent training only. Not for sales use. Underwriting Requirements Continued APS Thru AI Records Paramed Blood Profile Urine Specimen Electrocardiogram Treadmill EKG Fingerstick Test HO Handling

9. TMK1536 092910Agent training only. Not for sales use. SAM E-mails Daily

10. TMK1536 092910Agent training only. Not for sales use. OI125001 (OI125002) New Business Status Report Weekly

11. TMK1536 092910Agent training only. Not for sales use. LNL New Business Status Report APS – Attending Physician Statement MVR – Motor Vehicle Report PARAMED – Medical tests required ADDIT EXAM ORAL SWAB COD REMITTANCE INFO AGENT

12. TMK1536 092910Agent training only. Not for sales use. Underwriting Requirements Underwriting requirements may be requested on any proposed insured on the app. If the app contains a spouse rider, the requirement will indicate whether the requirement is on the insured or the spouse.

13. TMK1536 092910Agent training only. Not for sales use. Info Agent Can be any message from Underwriting, such as a request for the proposed insured’s doctor’s name, address, and telephone number or a message indicating that the case requirements are under another file number when more than one case is submitted on the same proposed insured at the same time.

14. TMK1536 092910Agent training only. Not for sales use. Underwriting Requirements

15. TMK1536 092910Agent training only. Not for sales use. Oral Specimen Indicates that Underwriting is pending for the oral specimen lab results that the Agent took at app time, provided the barcode number on the app, and mailed immediately to the lab Note: if the app does not provide the barcode number, the following message will be sent to the Branch with the oral specimen requirement:

16. TMK1536 092910Agent training only. Not for sales use. Oral Specimen Please advise barcode number of oral and date it was completed. We will pend 7 days. If the barcode number or the oral specimen results are not received within 7 days, Underwriting has two options: 1.Will cancel if the face amount is less than $100,000. 2.Will order an exam with blood profile and urine specimen if the face amount is $100,000+. Underwriting will still accept the oral instead of the exam if the oral specimen is obtained and the barcode number provided to Underwriting before the exam is completed.

17. TMK1536 092910Agent training only. Not for sales use. HIV Consent Form The form that must be completed and signed in states that require this form. If this requirement is received along with the oral specimen requirement, it is for the Agent to obtain. If this requirement is received along with exam requirements, it is for the examiner to obtain.

18. TMK1536 092910Agent training only. Not for sales use. HIV Consent Form

19. TMK1536 092910Agent training only. Not for sales use. MVR Motor vehicle report Underwriting requests this from an outside vendor.

20. TMK1536 092910Agent training only. Not for sales use. Rip Call (QAC) Indicates that Underwriting has requested a telephone interview to be completed through our QAC department. If the interview has not been completed within 7 days, the following message will be sent out to the Branch: Attempts to contact applicant at given number have been unsuccessful. Please have applicant call 1-800- 288-4265 to complete the phone inspection.

21. TMK1536 092910Agent training only. Not for sales use. IBU (Interview by Underwriter) Indicates that Underwriting has requested a telephone interview to be completed through an outside vendor. Not all cases are sent to the same IBU Underwriter for handling, so initially the requirement will only indicate “IBU.”

22. TMK1536 092910Agent training only. Not for sales use. IBU (Interview by Underwriter) If the interview has not been completed within 7 days, the following message will be sent out to the Branch: Please have the PI call 1-XXX-XXX-XXXX to complete the IBU. We will pend 7 days. The toll-free number will be specific to each case according to which IBU underwriter is to be contacted.

23. TMK1536 092910Agent training only. Not for sales use. Inspection – SBSI Indicates that Underwriting has requested a telephone inspection interview through an outside vendor. If the interview has not been completed within 7 days, the following message will be sent to the Branch: Attempts to contact applicant at given number have been unsuccessful. Please have applicant call 1-800- 444-7274 ext. 1 to complete the phone inspection with SBSI.

24. TMK1536 092910Agent training only. Not for sales use. Criminal Records Check Indicates that Underwriting has ordered a criminal records check through an outside vendor.

25. TMK1536 092910Agent training only. Not for sales use. APS Through AI Records Indicates that Underwriting has requested an attending physician’s statement on the proposed insured through AI Records. It will also indicate the name of the doctor or facility from which the records were requested.

26. TMK1536 092910Agent training only. Not for sales use. APS Through AI Records AI Records contact information: Website: https://prodwebapps.ailife.com/apsweb/login.aspx Username: liberty Password: national1 Phone #: 866-922-6453 Email address: airecords@ailife.com

27. TMK1536 092910Agent training only. Not for sales use. Underwriting Paramed Blood Profile Urine Specimen Electrocardiogram Treadmill EKG Fingerstick Test HIV Consent Form

28. TMK1536 092910Agent training only. Not for sales use. Paramed Indicates that Underwriting has requested an exam in combination with the other requirements such as blood profile, urine specimen, electrocardiogram, etc. through one of three outside exam companies

29. TMK1536 092910Agent training only. Not for sales use. Paramed Portamedic’s contact information: Phone #: 866-335-5575 Website: www.portamedic.com EMSI’s contact information: Phone #: 800-872-3674 Website: www.emsinet.com ExamOne’s contact information: Phone #: 877-93-exam1 or 877-933-9261 Website: www.myexamone.com

30. TMK1536 092910Agent training only. Not for sales use. Paramed Note: If the exam company has been unsuccessful in scheduling the exam within 14 days, the Branch will receive the following message: Please assist in getting the exam scheduled and completed. We will pend 7 days. (We will pend longer only if the exam has been completed or at least scheduled)

31. TMK1536 092910Agent training only. Not for sales use. Agents Instruction Guide

32. TMK1536 092910Agent training only. Not for sales use. Field Underwriting Applicants with the following conditions will be automatically declined. Terminal Illness Lou Gehrig’s Disease or Amyotrophic Lateral Sclerosis (ALS) HIV / AIDS or Positive Test to Antibodies for AIDS virus Alzheimer’s Disease or Senile Dementia Confined to a hospital or nursing facility Use of illegal drugs within a two-year period Confined to jail

33. TMK1536 092910Agent training only. Not for sales use. Field Underwriting Do not submit an application for standard issue for the following conditions. An ALX will be considered if the underwriters determine the proposed insured is eligible for coverage.

34. TMK1536 092910Agent training only. Not for sales use. Field Underwriting Heart / Circulatory / Blood Disorders: Congestive Heart Failure within 1 year Defibrillator Implant Angioplasty, Coronary Bypass, Heart Attack or Diagnosis of Angina within last 6 months Coronary Artery Disease and Heart Valve Replacement More than 2 Heart Attacks Heart Attack, Bypass or Stroke and still smokes More than 1 stroke Sickle Cell Anemia

35. TMK1536 092910Agent training only. Not for sales use. Field Underwriting Diabetes and Related Disorders: Diabetes and Kidney Disease (App may be submitted if the proposed insured has diabetes without a related condition) Insulin-dependent Diabetes and No Doctor consulted within last two years

36. TMK1536 092910Agent training only. Not for sales use. Field Underwriting Cancers: Cancer, other than skin, last treatment within 12 months Metastatic Cancer (spread to other sites) within 10 years Hodgkin’s Disease, last treatment within 2 years Leukemia Diagnosed prior to age 50

37. TMK1536 092910Agent training only. Not for sales use. Field Underwriting Misc. Medical Disorders: Cirrhosis Cystic Fibrosis Depression - hospitalized within 6 months - or unable to work Suicide Attempt within 5 years Emphysema or Chronic Lung Disease using Home Oxygen Kidney Dialysis Transplant Recipient of any major organ (except Kidney Transplant)

38. TMK1536 092910Agent training only. Not for sales use. Additional Field Underwriting Do not submit an application for standard issue if the medical condition is disabling: Example: Disabled due to … High Blood Pressure Diabetes Cancer History Stroke Exception: Not all disability due to back disorder requires an ALX

39. TMK1536 092910Agent training only. Not for sales use. Policy Issue Issued as Applied For Issued COD – Additional Signature Required Issued – Insured is Rated Issued COD – Proposed Insured Qualifies for ALX Only.

40. TMK1536 092910Agent training only. Not for sales use. Issued COD – Additional Signature Required COD Letter of Transmittal - amount of premium to be collected $0. Policy Amendment - advises proper signature required on Policy Delivery Acknowledgement. Policy Transmittal Letter - instructs Agent to refer to Policy Amendment.

41. TMK1536 092910Agent training only. Not for sales use. Issued COD – Additional Signature Required Policy Delivery Acknowledgement - Agent has 30 days to place policy and return a copy of the signed Policy Delivery Acknowledgement and original signed COD Letter of Transmittal to Home Office.

42. TMK1536 092910Agent training only. Not for sales use. Issued COD – Insured is Rated COD Letter of Transmittal – amount of premium to be collected $0. Policy Amendment - explains reason for rating – policy issued at reduced face amount to match submitted premium. Policy Transmittal Letter - shows original face amount and rated premium. If customer wants original face amount applied for rather than the reduced amount, the Agent should collect the additional premium at delivery or have the customer sign the COD Letter of Transmittal to draft the additional amount of premium due.

43. TMK1536 092910Agent training only. Not for sales use. Issued COD – Insured is Rated Policy Delivery Acknowledgement - Agent has 30 days to place policy and return the signed COD Letter of Transmittal to Home Office. The original signed Policy Delivery Acknowledgement should be filed in the Branch office.

44. TMK1536 092910Agent training only. Not for sales use. Issued COD – Applicant Qualifies for ALX Only COD Letter of Transmittal – amount of premium to be collected $0. Policy Amendment – plan amended to ALX due to medical history and/or Underwriting rules. ALX policy issued at reduced face amount to match submitted premium up to a maximum of $15,000.

45. TMK1536 092910Agent training only. Not for sales use. Issued COD – Applicant Qualifies for ALX Only Policy Transmittal Letter – if the premium submitted with the application will purchase less than a $15,000 ALX, an ALX policy to match the submitted premium will be produced and include an alternate premium quote for an ALX policy equal to the original amount applied for up to a maximum of $15,000.

46. TMK1536 092910Agent training only. Not for sales use. Issued COD – Applicant Qualifies for ALX Only If the customer wants the alternate amount, the Agent should collect the additional premium at delivery, or have the customer sign the COD Letter of Transmittal to draft the additional amount of premium due.

47. TMK1536 092910Agent training only. Not for sales use. Issued COD – Applicant Qualifies for ALX Only Policy Delivery Acknowledgement – Agent has 30 days to place policy and return signed COD Letter of Transmittal to Home Office. The original signed Policy Delivery Acknowledgement should be filed in the Branch Office.

48. TMK1536 092910Agent training only. Not for sales use. OI525002 (OI525003) Pending COD Policies by Days Pending Weekly

49. TMK1536 092910Agent training only. Not for sales use. What questions can you ask an applicant to determine if you should present ALX? TMK1536 0410Agent training only. Not for sales use.

50. TMK1536 092910Agent training only. Not for sales use. How’s your driving record? Are you receiving disability income? What medications are you taking? Do you have: cancer, diabetes, heart problems, high blood pressure? TMK1536 0410Agent training only. Not for sales use.

51. TMK1536 092910Agent training only. Not for sales use. When should you submit a trial application? TMK1536 0410Agent training only. Not for sales use.

52. TMK1536 092910Agent training only. Not for sales use. Let’s look at some common scenarios. TMK1536 0410Agent training only. Not for sales use.

53. TMK1536 092910Agent training only. Not for sales use. What should you tell an applicant for $50,000 whole life who has diabetes and high blood pressure? TMK1536 0410Agent training only. Not for sales use.

54. TMK1536 092910Agent training only. Not for sales use. On payroll deduction, if an applicant is declined for Group Term and ALX, are there any other options to get a policy issued? TMK1536 0410Agent training only. Not for sales use.

55. TMK1536 092910Agent training only. Not for sales use. What happens if an applicant answers ‘Yes’ to any Question 2-8 on the Group Term application? TMK1536 0410Agent training only. Not for sales use.

56. TMK1536 092910Agent training only. Not for sales use. What have you put on your To Do List? TMK1536 0410Agent training only. Not for sales use.