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Create more sales with Guaranteed Standard Issue (GSI) Coming Sept. 26 – GSI Available on Two Products DI1579 10-13 For Producer use only. Not for use.

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Presentation on theme: "Create more sales with Guaranteed Standard Issue (GSI) Coming Sept. 26 – GSI Available on Two Products DI1579 10-13 For Producer use only. Not for use."— Presentation transcript:

1 create more sales with Guaranteed Standard Issue (GSI) Coming Sept. 26 – GSI Available on Two Products DI For Producer use only. Not for use with clients. 1

2 disclosures In approved states, DInamic Foundation (forms 4501NC, 4502GR and 4503BOE) and DInamic Fundamental SM (form 4504LS) are issued by Ameritas Life Insurance Corp. located at 5900 O Street, Lincoln, NE In New York, DInamic Foundation (forms 5501-NC, 5502-GR and 5503-BOE) and DInamic Fundamental SM (form 5504-LS) are issued by Ameritas Life Insurance Corp. of New York located at 1350 Broadway, Suite 2201, New York, NY Policy and riders may vary and may not be available in all states. This information is provided by Ameritas ®, which is a marketing name for subsidiaries of Ameritas Mutual Holding Company, including, but not limited to, Ameritas Life Insurance Corp., Ameritas Life Insurance Corp. of New York and Ameritas Investment Corp., member FINRA/SIPC. Ameritas Life Insurance Corp. is not licensed in New York. Each company is solely responsible for its own financial condition and contractual obligations. For more information about Ameritas ®, visit ameritas.com. Guaranteed Standard Issue (GSI) programs may constitute ERISA plans. Please consult an attorney regarding ERISA requirements. Ameritas ® and the bison design are registered service marks of Ameritas Life Insurance Corp. Fulfilling life ® is a registered service mark of affiliate Ameritas Holding Company. © 2013 Ameritas Mutual Holding Company DI For Producer use only. Not for use with clients. 2

3 agenda Need for disability insurance Markets for GSI sales Why should one consider individual DI insurance? Advantages of GSI For an employer and employees DInamic Foundation product and Underwriting guidelines DInamic Fundamental SM product and Underwriting guidelines Quoting and Enrollment process Administration DI For Producer use only. Not for use with clients. 3

4 need for disability insurance DI For Producer use only. Not for use with clients. Chances out of 1,000 that at least one long-term (90 day) disability will occur before age Field Guide to Estate Planning, Business Planning & Employee Benefits, Donald F. Cady, 2012, National Underwriter Company 4

5 need for disability insurance DI For Producer use only. Not for use with clients. Average Duration for Long-Term Disability 2012 Field Guide to Estate Planning, Business Planning and Employee Benefits, Donald F. Cady, 2012, National Underwriter Company 5

6 need for disability insurance Importance of Employees’ Financial Needs and Concerns % Rating “Highly Important” Having job security84% Making ends meet80% Having appropriate health insurance79% Having retirement savings last as long as you need75% Maintaining a healthy lifestyle72% Paying off/reducing household debt68% Reducing stress level and improving well-being66% Having financial security if disabled63% Needing to save for retirement63% Achieving balance between work and personal life60% Having financial plan to achieve major goals53% Having financial security in case of premature death50% Having to provide for long term care needs33% Having money for children’s education30% Prudential Study, Study of Employee Benefits; Today and beyond, 2011 DI For Producer use only. Not for use with clients. 6

7 markets for GSI DInamic Foundation Nearly any industry with at least 5 key employees in white-collar occupations Current clients 401(k), Deferred compensation, Group LTD or other employee benefits Closely held companies Accountants, architects, attorneys, computer industry, consultants, engineers, corporate executives, hospital and university administrators, optometrists and professional services DI For Producer use only. Not for use with clients. 7

8 markets for GSI DInamic Fundamental SM – for middle income earners ($40, ,000) May include grey- or blue-collar employees to whom the employer wants to offer coverage – either paid for by employer or on a voluntary employee paid basis Municipalities Any business that may not currently offer group LTD to its employees Occupations that may not typically qualify for DInamic Foundation GSI offer – those classified as 2A, A or B DI For Producer use only. Not for use with clients. 8

9 why consider individual DI? Individually owned and portable policy Choice of Noncancelable (NC) or Guaranteed Renewable (GR) policy that provides total disability coverage and strong contractual advantages over group LTD Flexibility in plan designs Level premiums to age 65 Significant multi-life premium discounts available DI For Producer use only. Not for use with clients. 9

10 advantages of GSI programs For the employer: Can carve out employees by classification Helps recruit and retain valuable employees Business won’t bear the burden of compensating a disabled employee Can be employer paid or voluntary Flexibility in plan designs Ease of doing business DI For Producer use only. Not for use with clients. 10

11 advantages of GSI programs For the employee: Strong contractual provisions Individually owned and portable Multi-life discounts available Protecting most valuable asset – income! Streamlined underwriting DI For Producer use only. Not for use with clients. 11

12 DInamic Foundation Choice of Noncancelable (NC) or Guaranteed Renewable (GR) policy Occupational classes 6A-3A No medical or dental occupations except for small animal veterinarians (resident programs will be considered) Issue ages 18+ $18,000 annual income required Employer paid requires minimum of 5 lives Voluntary requires greater of 10 lives or 25% participation Core/Buy-Ups available DI For Producer use only. Not for use with clients. 12

13 DInamic Foundation 15-30% premium discounts from unisex rates (based on group demographics) Additional benefit riders available Enhanced or Basic Residual, Social Insurance Substitute, 6% Compounded or 3% Simple COLA and Catastrophic Disability Choice of definition of total disability Own Occ, Own Occ and Not Working, or 5-Year Own Occ then Not Working (for Class 3A only) Liberal maximum benefit amounts DI For Producer use only. Not for use with clients. 13

14 DInamic Foundation Maximum benefit periods up to age 70 Elimination periods range from 90 to 730 days (subject to state availability) Policy exclusions include war or acts of war, self-inflicted injury, criminal activity and termination/suspension of license For employees age 61-64, 2 year Benefit Period For employees ages 65+, 90-day elimination and 1-year benefit periods are required DI For Producer use only. Not for use with clients. 14

15 DInamic Foundation GSI Discounts DI For Producer use only. Not for use with clients. Employer paid 15% - under 10 lives 20% lives 25% lives 30% lives Employee paid 15% eligible lives 20% eligible lives 25% eligible lives 30% eligible lives Core/Buy-Up plans (based on core) 20% lives 25% lives 30% lives 15

16 underwriting guidelines – DInamic Foundation Employer Paid 100% participation of all eligible employees by classification Minimum number of 5 lives required W-2 employees working 30+ hours/week are eligible; 1099 employees may be eligible Family content less than 50% of group Residual (basic and enhanced), CAT, SIS, and COLA (for 10+ lives) riders are available Pre-ex is 6/12 at 5-20 lives DI For Producer use only. Not for use with clients. 16

17 underwriting guidelines – DInamic Foundation Employer Paid Mental/Nervous and Drug/Alcohol Limitations 5 to 20 Lives: 24 months MNDA coverage 21+ Lives: Non-Can – 60 months or equal to Benefit Period also available Guar. Ren. – Equal to Benefit Period DI For Producer use only. Not for use with clients. 17

18 underwriting guidelines – DInamic Foundation Employee Paid Minimum number of lives required is the greater of: 10 lives; or 25% participation of all eligible employees Standard Pre-Ex Limitations 12/12 for under 50 lives 3/12 for 50+ lives Residual (basic and enhanced), CAT, SIS, and COLA riders are available MNDA – 24 months or 60 months (Non-Can only) DI For Producer use only. Not for use with clients. 18

19 DInamic Fundamental SM Benefit amount is one times annual earnings, rounded to the next $5,000 Minimum benefit is $25,000 Maximum benefit is $100,000 Choice of a single lump sum payment or six equal monthly payments (choice is made at time of claim) $18,000 minimum annual income required DI For Producer use only. Not for use with clients. 19

20 DInamic Fundamental SM Guaranteed Renewable to age 65 Issue ages Benefits are payable for total disability only No additional benefit riders Covers actual duties performed in occupation, including manual duties Minimum number of 5 lives required for Employer paid cases DI For Producer use only. Not for use with clients. 20

21 DInamic Fundamental SM Benefits are payable when disability prevents insured from perform material/substantial duties of any occupation for which he/she is reasonably suited based on education, training and experience Total disability must be expected to last at least 365 days No benefits are payable for residual/partial disabilities There is no elimination period, but insured must survive the disability by 30 days 6/12 Pre-existing condition limitation DI For Producer use only. Not for use with clients. 21

22 DInamic Fundamental SM Policy exclusions include war or acts of war, self-inflicted injury, criminal activity and termination/suspension of license Benefits for mental/nervous disorders, alcoholism and/or drug abuse are limited to one-half of the total disability benefit, unless insured is expected to be confined to a hospital for at least 365 days due to the condition Some restricted occupations, such as seasonal occs, professional athletes, occs with duties that include severe environmental, chemical or radioactive exposure, hazardous duties, etc. DI For Producer use only. Not for use with clients. 22

23 DI Fundamental GSI Discounts Premium discounts - DInamic Fundamental SM Employer paid 5% - under 10 lives 10% lives Employee paid 5% - under 75 eligible employees 10% eligible employees DI For Producer use only. Not for use with clients. 23

24 underwriting guidelines – DInamic Fundamental SM Employer paid 100% participation (with minimum of 5 lives) Maximum offer is 1x annual earnings Up to $50,000 for 5-9 lives Up to $100,000 for 10+ lives Occupational classes are 1L and 2L Determined by % of manual duties performed in occupation No additional benefit riders are available DI For Producer use only. Not for use with clients. 24

25 underwriting guidelines – DInamic Fundamental SM Employer paid Medical occupations are ineligible Family content less than 50% of group All full-time W-2 employees working at least 30 hours per week are eligible; 1099 employees may be eligible Business must have 2 years of stability DI For Producer use only. Not for use with clients. 25

26 underwriting guidelines – DInamic Fundamental SM Employee paid Groups must have a minimum of 10 eligible employees Requires greater of 10 lives or 25% participation of all eligible employees Maximum offer is 1x annual earnings, up to $100,000 Occupational classes are 1L and 2L No additional benefit riders are available DI For Producer use only. Not for use with clients. 26

27 underwriting guidelines – DInamic Fundamental SM Employee paid Medical occupations are ineligible Family content less than 50% of group All full-time W-2 employees working at least 30 hours per week are eligible; 1099 employees may be eligible Some restricted occupations (as previously mentioned) Business must have 2 years of stability DI For Producer use only. Not for use with clients. 27

28 underwriting guidelines – DInamic Fundamental SM Layering on top of GSI Foundation Guidelines to follow: One times earnings on all employees (new and existing) to ensure appropriate spread of risk Employer-paid, or require 100% participation 2:1 ratio of Fundamental new applications to existing Foundation policies DI For Producer use only. Not for use with clients. 28

29 the quoting process Two things are needed to request a GSI quote: Completed Request for Proposal (RFP) form Include a complete electronic census (Excel file) of all employees including: Name Date of birth Gender Home address Job title and duties, if possible DI For Producer use only. Not for use with clients. 29

30 the quoting process (continued) Annualized base income Bonus or commission – 2-year history (not the average) needed for variable income Details of any group LTD or other individual DI coverage in force LTD booklet preferred Send information directly to your GSI Director. DI For Producer use only. Not for use with clients. 30

31 the quoting process (continued) Quotes are prepared by GSI Team only What you will receive with your GSI offer Written proposal explaining how the GSI plan works This includes details of the plan design, class or classes of eligible employees, and what provisions are offered to each class Also includes a composite spreadsheet that shows the benefit and premium (cost) for each eligible employee DI For Producer use only. Not for use with clients. 31

32 the enrollment process What you need to do Have employer sign the GSI offer letter Decide on enrollment period and effective date Schedule call with GSI Regional Director to discuss implementation Submit paperwork to GSI Regional Director For employer paid coverage, personalized enrollment materials are provided Each eligible employee completes a short form application Completed applications should be returned with a check for the first month’s premium DI For Producer use only. Not for use with clients. 32

33 the enrollment process What you need to do (continued) For voluntary plans, you will receive personalized enrollment kits that Explain each employee’s opportunity to apply for coverage Show each employee’s premium Allow employees to accept or reject the coverage For fully underwritten buy-up (both employer paid and voluntary) cases For coverage amounts above the GSI offer, employees complete fully underwritten DI application If both GSI and fully underwritten amounts are issued, employees receive two separate policies DI For Producer use only. Not for use with clients. 33

34 the underwriting process No blood or urine tests and no paramedical exams are required No other additional medical requirements are necessary No financial documentation required other than a census provided by employer DI For Producer use only. Not for use with clients. 34

35 the underwriting process When using DInamic Fundamental SM, there is no coordination with other DI coverage when determining the benefit amount Applications for both Foundation and Fundamental are either accepted or rejected based on gatekeeper question(s) and no premium ratings are used DI For Producer use only. Not for use with clients. 35

36 administration You receive effective administrative support at every step of the process Quoting & Implementation plan materials (from GSI Regional Director) Enrollment Billing Policy changes and service Claims Annual Review DI For Producer use only. Not for use with clients. 36

37 administration Billing options Employer paid Monthly list bill is preferred method Voluntary Monthly list bill with premium payroll deducted or Electronic Funds Transfer (EFT) from each employee’s bank account EFT may be used as long as employees are paying 100% of the premium DI For Producer use only. Not for use with clients. 37

38 administration Changes New hires Send new hire census information to the GSI sales support team to have enrollment kits and premiums prepared Employer paid All new hires must apply for GSI coverage within 60 days of eligibility Voluntary Each new hire must enroll or waive coverage within 60 days of eligibility DI For Producer use only. Not for use with clients. 38

39 administration Changes Terminations Employer should notify Ameritas asking to remove a terminating employee from the list bill This is done by crossing out the employee’s name and indicating termination on the monthly list bill If it’s a voluntary case using EFT, no notification is necessary Employee may keep coverage in force by converting to an individual billing mode All discounts remain in place Insured should contact Individual Client Services at to have the policy changed to an individual billing mode DI For Producer use only. Not for use with clients. 39

40 questions? To discuss a potential GSI case, contact your GSI Regional Director or GSI sales support team at DI For Producer use only. Not for use with clients. 40


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