1. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. DI 1286 1/13 Why Disability Income (DI) Insurance? Why Now?

2. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. 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. 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 are registered service marks of the Ameritas Life Insurance Corp. © 2013 Ameritas Mutual Holding Company Disclosures

3. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Objectives Review current disability facts and statistics Review product and sales ideas

4. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Why Disability Income (DI) Insurance? There is a tremendous unrealized need among a large portion of the American working public. After years of steady decline, savings rates are starting to rebound – but even money saved will eventually run out during an extended disability. There exists an unrealistic view by the American working public of their risks and their lack of preparedness.

5. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Everything Rests On Income

6. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Income Potential At Risk Average Income to Age 67* Current Age $50,000/yr $75,000/yr$100,000/yr$150,000/yr$200,000/yr$250,000/yr$300,000/yr 30$1,850,000$2,775,000$3,700,000$5,550,000$7,400,000$9,250,000$11,100,000 35$1,600,000$2,400,000$3,200,000$4,800,000$6,400,000$8,000,000$9,600,000 40$1,350,000$2,025,000$2,700,000$4,050,000$5,400,000$6,750,000$8,100,000 45$1,100,000$1,650,000$2,200,000$3,300,000$4,400,000$5,500,000$6,600,000 50$850,000$1,275,000$1,700,000$2,550,000$3,400,000$4,250,000$5,100,000 55$600,000$900,000$1,200,000$1,800,000$2,400,000$3,000,000$3,600,000 60$350,000$525,000$700,000$1,050,000$1,400,000$1,750,000$2,100,000 *This does not take into account any raises, bonuses or other salary increases that may occur.

7. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Potential Lost Earnings Due to Disability Loss of Lifetime Earnings Income Age at Disability

8. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Disability Would Disrupt Retirement Savings Source: U.S. Census Bureau, 2009 Retirement Savings

9. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Average Savings By Age of Head Of Household Survey of Consumer Finances, Federal Reserve System, 2009

10. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Workers’ Savings Only Last a Limited Period of Time Average # of Month’s In Pre- Disability Income Saved Source; U.S. Census Bureau Survey of Income Program and Participation, 2009. Income

11. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Most Americans Are Ignorant on Social Security DI Requirements* Five full months of total disability required before benefits are payable. Expectation of total disability for life, or expectation of death within 12 months. Definition of disability is the inability to engage in any ‘substantial gainful activity.’ Administrative process can last months or years. * Online Social Security Handbook

12. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. SSDI Benefits Do Not Replace Enough Pre-Disability Income Poverty Level – Family of 4 for 2011 ($22,350) Source: Federal Register, Vol. 76, No. 13, January 20, 2011, pp. 3637-3638 SS Avg for 2011 ($22,704/yr)

13. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. What Is The ‘Average’ Duration for Long-Term Disability? Source: 2010 Guide to Estate, Employee & Business Planning, by Donald Cady

14. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Which Odds Are Greater? Death or Disability? Source: 2010 Guide to Estate, Employee & Business Planning, by Donald Cady

15. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. The Need Has Never Been Greater At no working age (30-50) are the odds of death greater than disability. The younger the individual, the greater the odds of a disability occurring during their working career. Source: 2010 Field Guide to Estate, Employee & Business Planning, by Donald F. Cady, Copyright 2010, The National Underwriter Company.

16. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Odds of Becoming Disabled During a Working Career * Disability Lasting at least 90 days Source: 2010 Guide to Estate, Employee & Business Planning, by Donald Cady

17. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Source of Disabilities Source: Gen Re, U.S. Group Disability Rate & Risk Management Survey, 2010

18. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Why Now? Cost of Disability Insurance is low compared to other insurance needs. Need may be greater than life insurance and other “traditionally” purchased insurance programs. Workers are at risk of losing their ability to clothe, feed, or house themselves.

19. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Who Is Buying Disability Income Insurance? 4 th Annual Survey of U.S. Individual Income Insurance Market, Milliman, Oct 2010

20. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Number of Employees % of Companies ProvidingEmployee Disability Coverage Source: Response Analysis Corporation,1994 Marketing Opportunity

21. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Many Employees Think the Majority of Disability Claims are Work-Related Three times as many disabling injuries occur off- the-job versus on-the-job (2.9-1). 1 Nearly three-fourths of the disabling injuries suffered by workers in 2008 occurred off-the- job. 1 Less than 5% of disabling accidents and illnesses are work related. 2 1.National Safety Council, Injury Facts, 2010 Edition 2.2011 CDA Long-Term Claims Review

22. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Employees Access To Group Short and Long- Term Disability Coverage Source: July 2009, U.S. Department of Labor Statistics (full-time employees only)

23. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Most Smaller Employers Do Not Offer LTD Benefits Percent (%) Size of Company – Number of Employees Source: LIMRA, “The Changing Group Insurance and Healthcare Marketplace,” 2003

24. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. What Is The Actual Access to Disability Benefits? Source: U.S. Department of Labor, Bureau of Labor Statistics, 2009.

25. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. How To Join the Cause Ask your personal clients or employer clients about their disability plans If personal clients, ask “how would you pay your bills if your paycheck stopped?” If they say they “have it at work,” ask them to get you a copy of their plan. If employer clients, ask them if they have a plan. If they say they don’t, ask them “how they have dealt or will deal with the disability of an employee.” If they have paid a disabled employee, ask them if they at least have a Salary Continuation Plan. If not, they could have established a precedent they are uncomfortable with for all future claims.

26. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Types of Disability Coverage Employer-funded short-term Usually self-funded and short in duration. Short-Term Disability Typically provided by an insurance carrier. Plans typically have short elimination periods and relatively short benefit periods. 0/7-day or 1/8-day elimination periods 13- or 26-week duration Sold as a benefit per week, i.e.., 60% to $500

27. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Types of Disability Coverage (cont.) Long-Term Disability Typically provided by an insurance carrier Plans should coordinate with underlying STD 90- or 180-day elimination period RBD, age 65, five years or two years Sold as a benefit per month, i.e.., 60% to $5,000 Individuals with higher incomes, income outside of base salary, etc., could find themselves “underinsured.” DInamic Fundamental SM (offered in U.S. only by Ameritas ® ) Single, lump sum benefit (based on annual earnings) payable upon claim approval. Policy then terminates. Simple, affordable and attainable DI coverage targeting middle income Americans

28. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Reverse Discrimination Monthly Benefit Monthly Income $5,000/m maximum LTD Plan of 60% of Salary, 90 E.P., $5,000 maximum

29. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. How to Learn More? FA 211 “Essentials of Disability Insurance” through The American College and the International Disability Society (IDS) Disability Income Advisor (DIA) thru AHIP Jeff Sadler’s “How to Sell Disability Insurance” Allan Checkoway and Harry Lew’s “Disability Income Insurance” Ongoing Ameritas ® sales and marketing presentations

30. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Key Contacts Your Agency or Brokerage Manager Your Regional DI Wholesale Office Your Ameritas Sales Development team The DI Product Management team