1. Life Insurance 101 Manulife and the block design are registered service marks and trademarks of The Manufacturers Life Insurance Company and are used by it and it’s affiliates including Manulife Financial Corporation.  2004. The Manufacturers Life Insurance Company of New York Valhalla, NY. All rights reserved. MNY0227043347. Expires 02/2005 The Manufacturers Life Insurance Company of New York 100 Summit Lake Drive, 2nd Floor, Valhalla, New York, 10595 www.manulifenewyork.com How much should you have? What kind of policy should you buy?

2. 2 Client Profile A topic that should be discussed with ALL of your clients!

3. 3 The Problem Any of us can die unexpectedly. Will our heirs have enough assets to maintain their lifestyle?

4. 4 How much do I need? A simple estimate can be done using a one-page worksheet

5. 5 Immediate expenses (cash needs) Maintaining family standard of living (income needs) Two Typical Needs

6. 6 Cash Needs 6 most common: –Final expenses –Debt liquidation –Childcare –Mortgage –Education –Emergency fund Funds needed within 90 days of death

7. 7 Income Needs Guideline – a family usually needs 75% of prior income upon the death of a spouse This assumes: –Mortgage has been paid off –Education funds have been established for the children “

8. 8 Income Need Questions How much will your family need? How long do you want to provide for them?

9. 9 A simple approach to a complex situation. Intended to be thought provoking, not necessarily comprehensive. The Life insurance Needs Worksheet

10. 10 The Smiths Client Bob & Jane Smith Ages 45 & 40 Number of Children 3 Ages 12, 8, 2 Bob ’ s Income $200,000 Jane ’ s Income $0 as homemaker

11. 11 Fund any cash needs Provide income to Jane so she will not HAVE to work or marry unless she chooses If she marries, do not want the kids to lose their inheritance to a second spouse Objectives if Bob Dies

12. 12 #1: Cash Needs Final Expenses$ 10,000 Mortgage Fund$ 250,000 Debt Liquidation$ 25,000 Education Fund$ 120,000 Child Care Fund$ 0 Emergency Fund$ 30,000

13. 13 #2: Income Needs 75% of $200,000 income is $150,000 per year. Let’s assume you can earn a gross rate of 9%, but want to offset an inflation rate of 3%. This results in a net rate of 6%. Divide $150,000 by 6%. Capital of $2,500,000 is needed to provide this income per year if you wish to preserve principal.

14. 14 #2: Total Insurance Need Based upon the calculations on the previous slide, here are the needs: Cash Needs$ 435,000 Income Needs$2,500,000 Total$2,935,000

15. 15 #3: Capital Available Checking Account $ 5,000 Brokerage Account $100,000 Group Life Insurance $400,000 Personal Life Insurance $250,000 Bank CD $ 10,000 TOTAL $765,000

16. 16 The Numbers Total Need $2,935,000 Capital Available $ 765,000 Capital Shortage $2,170,000

17. 17 Do you have enough liquid capital to provide for your family’s cash and income needs if you die? The BIG Question If you have a capital shortage, the product available to meet the shortage is life insurance!

18. 18 Forms of Life Insurance Term Universal Life Variable Life

19. 19 Choosing the Appropriate Insurance Product What does customer want to achieve with this insurance? What is the acceptable premium level and how will it be paid? What is customer’s risk tolerance – what’s more important – guarantees, affordability or optimizing of performance potential?

20. 20 Customer Needs Risk Profile Cost Flexibility Investment Performance Focus Term VariableUniversal

21. 21 Term Life Insurance Features/Benefits Affordable premiums and maximum temporary death benefits Various term periods available Coverage needs to be convertible When to Recommend When temporary affordable coverage is needed. Examples are: –Income protection –College tuition protection –Debt or other financial obligation

22. 22 Universal Life Features/Benefits Flexible premium A current interest rate Flexible death benefit options with emphasis on either cash build-up or protection Loans or withdrawal availability When to Recommend Prospect wants flexible coverage and wants to avoid fixed premium commitment When competitive cash value accumulation is emphasized When prospect has the ability and discipline to make flexible premium payments Has same insurance needs as other permanent policies

23. 23 Variable Universal Life Features/Benefits Policyowner controls investment element in the insurance policy Premiums are flexible and can be directed to any of the underlying investment accounts Policyowner can switch between investment accounts without current taxation Loan or withdrawal availability When to Recommend When cash growth potential is emphasized over guarantees When policyowner is investment oriented and will accept the risk in return for potential reward Policyowner wants maximum control over policy and will accept risk Has same insurance needs as other permanent policies

24. 24 Preferred available to age 90 Affordable no-lapse guarantees Some of the world’s leading investment managers Suitable for clients with supplemental retirement and estate planning needs using life insurance Why Venture® Variable Insurance? These guaranteed product features are dependent upon the claims-paying ability of The Manufacturers Life Insurance Company New of York. VENTURE ® Variable life insurance products are issued by The Manufacturers Life Insurance Company of New York (Manulife New York) and distributed by Manulife Financial Securities LLC through other broker/dealers appointed by Manulife Financial Securities Please call 1-800-743- 5542, to obtain a prospectus containing more complete information including charges and expenses. Please read the prospectus carefully. VENTURE® is a registered trademark of The Manufacturers Life Insurance Company (U.S.A.) and is used under license by The Manufacturers Life Insurance Company of New York.

25. 25 Flexible premium allows flexible contributions Dollar cost averaging* Automatic asset allocation Select from over 60 underlying investment options Why Venture Variable Insurance? Dollar Cost Averaging (DCA) does not assure a profit or protect against loss in declining markets. Since DCA involves continuous investments in securities regardless of fluctuating price levels of such securities, a purchaser should consider his or her ability to continue such purchases through periods of low price levels.

26. 26 Manulife’s New York Investment Portfolio Some of the world’s leading fund managers Wide range of investment options for every preference and risk tolerance Lifestyle portfolios available for easy diversification

27. 27 Manulife New York Company Strengths Competitive medical decisions Jumbo case team Older age specialist Informal query team Aggressive financial underwriting

28. 29 For more information, please call your local Manulife New York Representative, or the Advanced Markets Group at (800) 743-5542, option 5

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