1. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. DI 1288 9/12 DI to GSI: How to Develop Small Cases into GSI Cases

2. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Disability Income insurance (Forms 4501NC, 4502GR and 4503BOE) is issued by Ameritas Life Insurance Corp. in approved states. In New York, Disability Income insurance (Forms 5501-NC, 5502-GR and 5503- BOE) is issued by Ameritas Life Insurance Corp. of New York. This information is provided by Ameritas Life Insurance Corp. (not licensed in New York) and Ameritas Life Insurance Corp. of New York. Each company is solely responsible for its own financial condition and contractual obligations. For more information about Ameritas®, visit ameritas.com When implementing a GSI program, you should always advise your clients to speak with an attorney to determine if there are ERISA issues. Ameritas® is a registered service mark of Ameritas Mutual Holding Company. ©2012 Ameritas Mutual Holding Company Disclosures

3. Discover DI | from Ameritas Life/Ameritas Life of New York Today’s Topics For Producer use only. Not for use with clients. Discovery of a GSI Case 3 Reasons to Up Sell How to position – talking points Success Stories Q&A

4. Discover DI | from Ameritas Life/Ameritas Life of New York Discovery of a GSI Case Step # 1 – Identify a prospect: DI insurance prospects who own a business that employs 5+ full-time employees working in Class 3A or better occupations. AND DI insurance prospects who are decision making employees in a firm that employs 5+ full-time employees working in Class 3A or better occupations.

5. Discover DI | from Ameritas Life/Ameritas Life of New York Step #2 – Know what you need & how to ask for it Business Owners – Your goal is to obtain a census of all the employees. Key Employee – Your goal is to get a referral in to the (key) employee benefits decision maker. Step #2 CONTINUED….. Discovery of a GSI Case

6. Discover DI | from Ameritas Life/Ameritas Life of New York Step #2 – Getting the census “I am here to talk about a disability income insurance policy for you, but we also have a special program that makes getting your policy much easier. If we include a few of your employees/other members of your firm we can get a much better rate for you. Not only that, but by including more lives, we minimize the medical and financial underwriting process and this will put a policy in your hands in days versus weeks.” Discovery of a GSI Case

7. Discover DI | from Ameritas Life/Ameritas Life of New York Step #2 – Responding to “who pays for it?” “These plans can be offered as employee- or employer- paid, sometimes they are split. Which is more optimal for you depends on how we design the plan and who you choose to include. To study your options I need to review the census with my underwriter and then I’ll put numbers on the table for you to respond to. Once I have the data I can have options for you within 2-3 business days.” Discovery of a GSI Case

8. Discover DI | from Ameritas Life/Ameritas Life of New York Step #3 – Census in hand CONGRATULATIONS! Here’s what you have accomplished: Obtained most important tool for developing GSI Demonstrated your expertise in disability income insurance Established you are looking out for their best interest Set the stage for inclusion of others in the DI insurance plan Discovery of a GSI Case

9. Discover DI | from Ameritas Life/Ameritas Life of New York “I don’t have trouble getting DI insurance approved” This is great and all the more reason to up sell to GSI! Three Reasons to Up Sell

10. Discover DI | from Ameritas Life/Ameritas Life of New York Reason # 1 What is your time worth ? Consider this: Three Reasons to Up Sell 28 days versus 3 days

11. Discover DI | from Ameritas Life/Ameritas Life of New York Reason # 2 Efficient way to get referred leads Three Reasons to Up Sell You meet 4+ new people

12. Discover DI | from Ameritas Life/Ameritas Life of New York Reason # 3 100% of policies issued are “As Applied For” Three Reasons to Up Sell Never a rating or exclusion!

13. Discover DI | from Ameritas Life/Ameritas Life of New York How to Position – The Talking Points “Door A vs.. Door B” Or “Pro’s vs.. Cons” Or “Strengths vs.. Weaknesses”

14. Discover DI | from Ameritas Life/Ameritas Life of New York How to Position – The Talking Points You’ve outlined 2 good options… they are leaving with one of them. “Mr. Prospect, the “Door A or B” decision is up to you. What is important to me is that we get started with the process.” Continued…

15. Discover DI | from Ameritas Life/Ameritas Life of New York How to Position – The Talking Points “The last thing I need to explain is that your decision is final. In other words, if you go with Door A, Door B closes. So if we run into underwriting obstacles we can not abandon the process and initiate Door B; rather we are left with whatever comes of the Door A process. Does that make sense to you?”

16. Discover DI | from Ameritas Life/Ameritas Life of New York Success Stories Advertising company - 3 Owners Up Sell to 23 lives Construction company - 4 Owners Up Sell to 12 lives Building Materials Supply company - 3 Owners Up Sell to 7 lives Hospital Executives - 8 Execs Up Sell to 55 lives

17. Discover DI | from Ameritas Life/Ameritas Life of New York Q&A Questions or Comments? Thank you for taking time to join me today!

18. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Disability Income Regional Wholesale Directors ND SD NE KS OK TX MN IA IL IN WI MI MS WA ORID MT WY CA NV UT CO AZ NM AK OH VA TN NC SC GA AL FL LA PA HI NY ME VT NH MA RI CT NJ DE MD WV KY MO AR DC Northeast Region 2842 Main St., PMB 335 Glastonbury, CT 06033 PH: 860-291-9400, Fax 860-291-9436 Debra Guerard, DI Wholesale Director dguerard@ameritas.com Mary McKeever, Sales Support Manager mmckeever@ameritas.com Central Region 200 NE Missouri Rd., Suite 200 Lee Summit, MO 64086 Ph: 816-251-4515, Fax: 816- 251-4599 Tim O'Rourke, DI Wholesale Director torourke@ameritas.com Mary McKeever, Sales Support Manager mmckeever@ameritas.com Southern Region 549 E. Sandy Lake Rd., Suite 100 Coppell, TX 75019 Ph: 972-393-3070, Fax: 972-304-3076 Mike Evans, DI Wholesale Director mevans@ameritas.com Mary McKeever, Sales Support Manager mmckeever@ameritas.com Western Region 10117 SE Sunnyside Rd., Suite F521 Clackamas, OR 97015 Ph: 503-427-1717 Laura Leung, DI Wholesale Director lleung@ameritas.com Mary McKeever, Sales Support Manager mmckeever@ameritas.com

19. 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