1. For producer or registered representatives use only. Not for use with clients. DI sales ideas for the small business market Jim Coyle Dallas DI Center Ameritas’ new BOE Product DI 1652 9/14

2. For producer or registered representatives use only. Not for use with clients. disclosures In approved states, Disability Income insurance (forms 4501NC, 4502GR and 4503NCBOE) is issued by Ameritas Life Insurance Corp. located at 5900 O Street, Lincoln, NE 68510. In New York, Disability Income insurance (forms 5501-NC, 5502-GR and 5503-BOE) is issued by Ameritas Life Insurance Corp. of New York located at 1350 Broadway, Suite 2201, New York, NY 10018. Policy and riders may vary and may not be available in all states. Dallas DI Center and UCL Financial Group are not affiliates of Ameritas ®. 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. Ameritas ® and the bison design are registered service marks of Ameritas Life Insurance Corp. Fulfilling life ® is a registered service mark of Ameritas Holding Company. © 2014 Ameritas Mutual Holding Company

3. For producer or registered representatives use only. Not for use with clients. Ameritas’ new BOE policy highlights Built-in provisions Repriced Available for 2A and 2M owners and higher Enhanced Accumulation Benefit Can use unused benefits in months when expenses exceed the maximum monthly benefit New Advanced Benefit We will pay the first monthly benefit without financial documentation

4. For producer or registered representatives use only. Not for use with clients. Built-in provisions (continued) New Legal and Accounting Fee Benefit Reimburses up to $5000 for legal and accounting fees if the owner sells their interest New Finder Fee Benefit Reimburses up to $5000 for the cost of a professional employment agency to help fund a substitute to perform the owner’s duties New Substitute Salary Expense benefit Up to the lesser of 50% of the maximum monthly benefit or $10,000 can be used to hire a substitute Ameritas’ new BOE policy highlights (cont.)

5. For producer or registered representatives use only. Not for use with clients. New riders add further value New Extended Residual Rider Extends the maximum benefit period for Residual Disability to the Benefit Duration New Business Loan Repayment Rider Reimburses your portion of principal an interest on business loans of up to $1m New Substitute Salary Expense Rider Additional benefit dollars that can up to 50% of the base benefit or 100% of the insured’s monthly earned income at time of issue Ameritas’ new BOE policy highlights (cont.)

6. For producer or registered representatives use only. Not for use with clients. BOE marketing opportunity There are nearly 7.6 million companies in the United States Approximately 50% of those have less than four employees The majority of small businesses do not carry any DI coverage Source: U.S. Census Bureau, Statistical Abstract of the United States, 2012

7. For producer or registered representatives use only. Not for use with clients. BOE marketing opportunity Who are good prospects? Medical professionals Physicians and dentists Small business owners Attorneys Architects Accountants and CPAs Insurance professionals

8. For producer or registered representatives use only. Not for use with clients. BOE marketing opportunity What is BOE insurance? Provides coverage designed to reimburse owners of medical and dental practices and small businesses, for normal and customary expenses necessary to maintain the business while the owner is disabled. Size of business Smaller practices or business where the disability of the owner or practitioner will adversely effect the business or practice Owner or practitioner with unique skills or knowledge Typically no more than 6 owners

9. For producer or registered representatives use only. Not for use with clients. BOE marketing opportunity Prospecting for BOE Call your current small business owner clients Contact your local Chamber of Commerce or Small Business Administration office Talk with centers of influence – CPAs, attorneys or benefits consultants

10. For producer or registered representatives use only. Not for use with clients. 10 BOE marketing materials New BOE Positioning Flyer - DI1629 New BOE Launch Mailing Envelope - DI1643 New BOE Marketing Guide - DI1630 New BOE Client Postcard (medical) - DI1644 Refreshed BOE Client Brochures - DI1052 & DI1052NY Revised Agent Guide (electronic) - DI1228 Revised Producer Brochure - DI1248 Revised BOE Client Postcards DI1281 & DI1479 Update BOE Sales Strategies Revised BOE Producer Postcards - DI1267 & DI1275 Revised Quick Reference Guide - DI1599 Revised BOE Specimen Policies Revised State Approval Grid - DI1513 Follow-up Postcard - DI1631 Competition Playbooks New DI Business Overhead Expense Door Opener Client Video Producer Presentation

11. For producer or registered representatives use only. Not for use with clients. next steps for BOE review existing clients that are small-business owners ask the question, “Would their inability to work adversely affect the business?” if ‘yes’, provide them materials that highlight the need and the cost-effective way to insure against that loss repeat

12. For producer or registered representatives use only. Not for use with clients. questions???????

13. For producer or registered representatives use only. Not for use with clients. Bob Brown UCL Financial Group a GSI success story DI sales ideas for the business market

14. For producer or registered representatives use only. Not for use with clients. review of GSI program Not a product, but a streamlined underwriting process Applicants who pass the gatekeeper questions will be issued a standard policy with no medical exclusions or ratings Gatekeeper questions: During the past 6 months, have you missed work, altered your work schedule or location, or worked less than a full-time schedule, due to a sickness or injury? Ever experienced specified losses (sight, hearing, speech, use of two limbs)? Employer-employee relationship – 1099 possible Foundation policies are unisex and discounted 15-30% Fundamental policies are sex-distinct and discounted 5-10%

15. For producer or registered representatives use only. Not for use with clients. review of GSI program GSI can be written on most occupation classes Medical professionals not eligible, except for small animal veterinarians GSI plan can supplement Group LTD or stand alone Plan design at the group level – can vary by well defined eligible classes Two products available: Foundation – monthly benefit, elimination and benefit periods, definitions of disability, riders available Fundamental – lump sum benefit, no elimination or benefit period, “any occupation” definition of disability (currently not available in CA, FL, MD, NJ and VT)

16. For producer or registered representatives use only. Not for use with clients. why sell the GSI program? Your clients need it Threat of disability is real Group LTD may not be adequate Everyone wins: employer-employee-you “Multiple policies – minimal underwriting” means more premium with less time invested Writing agent commissions vested for 10 years – no agent of record take-over Cross-selling opportunities with valuable employees

17. For producer or registered representatives use only. Not for use with clients. successful GSI case – offer Texas de Brazil restaurant: $3,000/month benefit (Foundation product) Guaranteed renewable to age 65 All corporate employees and eligible managers 90 elimination period, 5 year benefit period Definition of disability – OONW Basic residual rider 3/12 pre-ex Employer pays $25/month; employee contributes the balance of premium due Unisex rates – 20% discount

18. For producer or registered representatives use only. Not for use with clients. successful GSI case – challenges 144 eligible employees – enrollment kits for each 27 different locations Enrollment help

19. For producer or registered representatives use only. Not for use with clients. successful GSI case – results 111 out of 144 took coverage – 77% participation Employer involvement (contributing $25/month for each employee) was a key factor $60,884 annual premium Assistance provided for enrollments at different locations

20. For producer or registered representatives use only. Not for use with clients. next steps for GSI Look at your current list of clients - focus on companies with an eligible class of executive/management employees and possibly another class of employees who perform manual duties Ask your clients about their group LTD program - look for situations where reverse discrimination exists (highly paid executives with a cap on their group LTD benefit) Work with Debra or Rick on plan design and definitions of an eligible class of employees The GSI Team will make the GSI sales experience a great one!

21. For producer or registered representatives use only. Not for use with clients. questions???????