1. the importance of field underwriting for Disability Income insurance Keys to Quicker Issue and Better Placement Ratio DI 1215 3/13

2. disclosures In approved states, Disability Income insurance (forms 4501NC, 4502GR and 4503BOE) 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. In approved states, DInamic Fundamental SM (form 4504LS) is issued by Ameritas Life Insurance Corp. located at 5900 "O" Street, Lincoln, NE 68510. 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: Ameritas Life Insurance Corp., Ameritas Life Insurance Corp. of New York, Acacia Life Insurance Company, The Union Central Life Insurance Company, and Ameritas Investment Corp., member FINRA/SIPC. Ameritas Life Insurance Corp. and Acacia Life Insurance Company are 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.com Ameritas ® and the bison are registered service marks of Ameritas Life Insurance Corp. © 2013 Ameritas Mutual Holding Company 9/14/2015For Producer use only. Not for use with clients. 2

3. field underwriting Traditional Application Medical Requirements Financial Requirements How To Speed Up the Process DI EZ App Teleunderwriting 9/14/2015For Producer use only. Not for use with clients. 3

4. the DI application Legal document that becomes part of Disability Income insurance contract Contractual rights for insured and Ameritas ® are governed by the application and state laws Proper completion is vital to the underwriting process Should be taken face-to-face with client Use correct version, based on state of full-time residence or full-time employment Complete electronically or using blue/black ink 9/14/2015For Producer use only. Not for use with clients. 4

5. the DI application Proposed Insured 9/14/2015For Producer use only. Not for use with clients. 5 These questions are part of the Personal Information section of the application.

6. the DI application Coverage 9/14/2015For Producer use only. Not for use with clients. 6 These questions are part of the DI Policy Details section of the application.

7. the DI application Financials 9/14/2015For Producer use only. Not for use with clients. 7 These questions are part of the Occupation and Financial Information section of the application.

8. the DI application Financials 9/14/2015For Producer use only. Not for use with clients. 8 These questions are part of the Occupation and Financial Information section of the application.

9. the DI application Occupation & Financials 9/14/2015For Producer use only. Not for use with clients. 9 These questions are part of the Occupation and Financial Information section of the application.

10. the DI application Lifestyle Questionnaire 9/14/2015For Producer use only. Not for use with clients. 10

11. the DI application Health Questionnaire 9/14/2015For Producer use only. Not for use with clients. 11

12. the DI application Lifestyle & Health Questions For questions with a “yes” answer, get details: Dates, duration, resolution, residuals Doctor’s name, address, phone number Medication information Test results Questionnaires Driver’s license number 9/14/2015For Producer use only. Not for use with clients. 12

13. the DI application Producer’s Statement 9/14/2015For Producer use only. Not for use with clients. 13

14. the DI application Producer’s Statement Producer’s Statement Complete all areas Remarks section Sign and date 9/14/2015For Producer use only. Not for use with clients. 14

15. the DI application Conditional Receipt Conditional Receipt Sign and give to applicant if money is collected Do not take money if medical history includes: Cancer Heart disease Diabetes Stroke Client being admitted to a medical facility in the past 90 days 9/14/2015For Producer use only. Not for use with clients. 15

16. the DI application Conditional Receipt Conditional Receipt, continued Do not take money when benefit amount exceeds $8,000/month Do not take money if there is reason to believe the case may not be issued on a standard basis In all other cases, do collect money Can result in higher placement ratio 9/14/2015For Producer use only. Not for use with clients. 16

17. underwriting requirements Medical Financial 9/14/2015For Producer use only. Not for use with clients. 17

18. age & amount chart for medical requirements – DInamic Foundation only AgeBlood/HOS ParamedEKG 18-40$3,000$5,001N/A 41-50$3,000$4,001N/A 51 and over $3,000$2,001 $10,001 9/14/2015For Producer use only. Not for use with clients. 18

19. age & amount chart for medical requirements- California only AgeBlood/HOS ParamedEKG 18-40$1,000$2,001N/A 41-50$1,000$2,001N/A 51 and over $1,000 $2,001 $10,001 9/14/2015For Producer use only. Not for use with clients. 19

20. medical requirements Amount = Base + Social Insurance Substitute (SIS) + ½ Future Increase Option (FIO)Amount = Base + Social Insurance Substitute (SIS) + ½ Future Increase Option (FIO) 9/14/2015For Producer use only. Not for use with clients. 20 When individual DI and Business Overhead Expense (BOE) coverages are applied for concurrently, the nonmedical and medical limits apply to the sum of the monthly benefits (based on above formula)

21. medical requirements Tips Order medical requirements immediately Use our lab (ExamOne) to be sure the appropriate tests are done If paramed is done by another company, a Part II must be completed and the lab slip is needed 9/14/2015For Producer use only. Not for use with clients. 21

22. medical requirements Tips, continued Use authorized providers for paramed exams Normally, an Attending Physician Statement (APS) is ordered to make an underwriting determination. These generally are ordered by the New Business Representative based on the recommendation from the underwriter 9/14/2015For Producer use only. Not for use with clients. 22

23. financial requirements – individual DI Financial Documentation Summary Employee Sole Proprietor PartnershipS-CorpC-Corp Paystub OR W-2 Complete 1040 AND Sched. C W-2 AND Schedule E OR K-1 W-2 AND Schedule E OR K-1 W-2 AND 1120 Complete 1040 (All Schedules) Complete 1040 (All Schedules) Complete 1040 (All Schedules) Complete 1040 (All Schedules) Complete 1040 (All Schedules) AND 1120 2 yrs.1040 (All Schedules) 2 yrs.1040 (All Schedules.) 2 yrs.1040 (All Schedules.) 2 yrs. personal returns AND 1120 9/14/2015For Producer use only. Not for use with clients. 23 OWNERSHIP Amount* Up to $7,500 $7,501- $14,999 $15,000 and up *Applied for and in force with all companies. All joint returns require a copy of the W-2 from the applicant only.

24. financial requirements – BOE insurance A current profit and loss statement will be required when the amount applied for and in force is $5,001-14,999 A current profit and loss statement plus last year’s business tax return will be necessary when the amount applied for and in force is $15,000- 20,000 The last two years business tax returns will be necessary when the amount applied for an in force exceeds $20,000 For nonprofessional business owners, we will need a listing of all employees, their salaries and duties, whenever the amount applied for and in force is $3,000 or more For professional business owners, we will need a listing of the compensation for all employees in the same occupation as the owner *To participate beyond $20,000, we require two years of financial documentation. 9/14/2015For Producer use only. Not for use with clients. 24

25. financial requirements – BOE insurance 9/14/2015For Producer use only. Not for use with clients. 25 Expenses Eligible*Not Eligible Rent Utilities Employee wages Depreciation Interest payment Business insurance premiums Laundry Dues and subscriptions Maintenance/repairs Salaries of other like professionals Most supplies Fees Travel and entertainment Monies paid to applicant Cost of equipment Non-recurring expenses Auto

26. how to speed up the underwriting process Applications Medical Requirements Financial Requirements Cover Letter DI EZ App Teleunderwriting Process 9/14/2015For Producer use only. Not for use with clients. 26

27. applications Complete the proper application in full Application and accompanying illustration should match Complete Part II, even when paramed is required Inform applicant of Personal History Interview (PHI) 9/14/2015For Producer use only. Not for use with clients. 27

28. medical requirements Order medical requirements ASAP Amount = Base + SIS + ½ FIO Stay involved with and follow up on medical requirements Check Client Service System (CSS) for status Contact paramed service 9/14/2015For Producer use only. Not for use with clients. 28

29. financial requirements Consider contacting client’s accountant, if appropriate and with his/her permission Provide appropriate financial documentation with the application 9/14/2015For Producer use only. Not for use with clients. 29

30. cover letter Explain any unusual occupational circumstances Job duties Change of occupation Salary fluctuations Explain any unusual financial circumstances Start of a new business? Ownership interests? Explain any unusual medical circumstances 9/14/2015For Producer use only. Not for use with clients. 30

31. cover letter Did you talk to anyone at Ameritas ® about this case? Provide details. Is this part of a multi-life case? Is there a companion life case? Tell us what you have ordered; what we need to order. Are we in a competitive situation? Give details. 9/14/2015For Producer use only. Not for use with clients. 31

32. DI EZ app teleunderwriting process An enhanced process designed to make it easier to sell DI insurance with Ameritas ® 9/14/2015For Producer use only. Not for use with clients. 32

33. what is DI EZ app teleunderwriting? An alternative to the traditional insurance application process Medical history and lifestyle questions are asked by a skilled professional interviewer over the phone All medical examinations are scheduled at the end of the interview 9/14/2015For Producer use only. Not for use with clients. 33

34. what DI EZ app teleunderwriting offers EZ App speeds the processing of applications. It does this through: Better collection of necessary data to make the underwriting decision Use of other underwriting tools to validate the medical history Reduces the dependence on APSs 9/14/2015For Producer use only. Not for use with clients. 34

35. what DI EZ app teleunderwriting offers AgeMini-Exam* EKG 18-40$5,001**N/A 41-50$5,001**N/A 51 and over $5,001** $10,001 9/14/2015For Producer use only. Not for use with clients. 35 *Medical questions are not included in the mini-exam since they are asked during the telephone interview. **This amount reduces to $4,001 in California.

36. mini-exam requirements A ‘mini-exam’ includes Blood Urine Height and weight Blood pressure Pulse 9/14/2015For Producer use only. Not for use with clients. 36

37. DI EZ app medical underwriting limit calculation 9/14/2015For Producer use only. Not for use with clients. 37 The benefit amount equals: Base + SISR + 1/2 of the FIO ex.$3,000/mo Base $1,000/mo SISR $ 750/mo FIO (1/2 of 1,500 FIO) $4,750 monthly benefit = no mini-exam, except in CA

38. DI EZ app – medical underwriting An APS will not be ordered unless the applicant has significant medical history Significant medical history is defined as something that could result in an exclusion or rating as determined by the underwriter Underwriting will attempt to work first with the results of the phone interview, and underwriting tools such as Script Check, MIB, etc. It is possible, based on information obtained with those tools, that a mini-exam could be required 9/14/2015For Producer use only. Not for use with clients. 38

39. DI EZ app financial requirements Individual DI Financial Documentation Summary Employee Sole Proprietor PartnershipS-CorpC-Corp N/A Complete 1040 and Schedule C W-2 and Schedule E or K-1 W-2 and Schedule E or K-1 W-2 and 1120 Paystub or W-2 Complete 1040 and Schedule C W-2 and Schedule E or K-1 W-2 and Schedule E or K-1 W-2 and 1120 Complete 1040 (All Schedules) And 1120 2yrs. 1040 (All Schedules) 2yrs. Personal Returns and 1120 9/14/2015For Producer use only. Not for use with clients. 39 OWNERSHIP Amount* $5,000 or less $5,001- 7,500 $7,501 - $14,999 $15,000 and up *Applied for and in force with all companies. All joint returns require a copy of the W-2 from the applicant only.

40. DI EZ app teleunderwriting Not to be used as a “dumping ground” for incomplete applications Not a way to avoid knowing about your client’s financial or health history “Field underwriting” is still important 9/14/2015For Producer use only. Not for use with clients. 40

41. expected results Reduce policy issue time Quicker turnaround time when scheduling and obtaining exam results Reduce the number of APSs required Reduce number of incomplete applications Improve customer satisfaction Medical & lifestyle questions are asked only once Greater comfort level providing medical and lifestyle information over the phone Improve placement rate Obtain more consistent and reliable information for underwriting decisions Less time for buyer’s remorse Increased sales Repeat business due to improvement in policy issue time Agents not selling DI might begin doing so if the process is easier Agents spend more time selling and less time underwriting 9/14/2015For Producer use only. Not for use with clients. 41

42. conclusions Underwriting is a partnership between the field and Ameritas ® Full disclosure is a responsibility and the best way to expedite policy issue Proper authorization/confidentiality is of paramount importance Ameritas ® is dedicated to helping you place every case possible. 9/14/2015For Producer use only. Not for use with clients. 42

43. questions? 9/14/2015For Producer use only. Not for use with clients. 43

44. key contacts Your Agency or Brokerage Manager Your Ameritas ® Sales Development team Your GSI Regional Director The DI Product Management team 9/14/2015For Producer use only. Not for use with clients. 44