1. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. DI 1318 4/12 Guaranteed Standard Issue (GSI) and Group Long-Term Disability (LTD) Insurance How to Leverage the LTD for GSI Success

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. When implementing a GSI program, you should always advise your clients to speak with an attorney to determine if there are ERISA issues. This information is provided by Ameritas Life Insurance Corp. and Ameritas Life Insurance Corp. of New York, each a UNIFI® company. Ameritas Life Insurance Corp. is not licensed in the state of New York. Each company is solely responsible for its own financial condition and contractual obligations. For more information about UNIFI® Companies, visit UNIFIcompanies.com.UNIFIcompanies.com Ameritas DI SM is a service mark of Ameritas Holding Company. UNIFI® is a registered service mark of UNIFI Mutual Holding Company. ©2012 UNIFI Mutual Holding Company Disclosures

3. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Topics Differences between Individual DI insurance and Group LTD Open Doors – how to identify them! Closing remarks

4. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Differences Ownership: Individual DI insurance is typically owned by the Insured LTD is owned by the Employer

5. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Differences Portability Portability = you can take an Individual DI insurance with you! Same policy form, same price, no application vs. Conversion = you would need to apply for something new. Group LTD would need to be converted to Individual DI insurance. The policy changes and the price changes.

6. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Differences Policy form (options): Three types of disability insurance Conditionally Renewable – LTD Guaranteed Renewable – Individual DI insurance Noncancelable and Guaranteed Renewable – Individual DI insurance

7. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Differences Policy form (impact): Group LTD Rate Guarantee Period (RGP) – after RGP, rates can change yearly regardless of the actual claims experience within a company. Opportunity for insurance company to make changes Broker shops the coverage “Perceived” as best time for changes/enhancements Individual DI insurance No renewal – rates and coverage are fixed (Noncancelable only) GSI updates – update in force benefits, add new lives GSI updates – Create opportunities to reinforce and service

8. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Differences LTD pricing thresholds: 60% replacement ratio Up to $10,000 maximum benefit Non-contributory vs. contributory Length of Own Occupation period Social Security Normal Retirement Age (SSNRA) vs. To Age 65 Package discounts for STD/LTD going away

9. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Differences Features and benefits: LTD always requires a loss of income to pay a benefit LTD policy terms like “actively at work” and “working full-time” can have negative impact on people who work 40+ hours “Any Occupation” does mean vs. does not mean Strict definitions – motivate return to work Benefits are offset – SS, SDI, WC, RRR Return to Work benefits – no reduction until >100% Mindset/Experience of LTD claims examiners vs. DI claims examiners

10. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Differences Compensation LTD is not vested – Broker of Record is a real threat Commissions – Flat, graded, Net of Commissions Compensation level tied to annual premium (comp reduces as premium increases) Broker compensation directly impacts the LTD premium Bonus programs available

11. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Differences Individual Producer Relationship with end user Vesting schedule Selling not telling Solution driven Partner with insurance company Technicians Benefits Producer Relationship with buyer No vesting schedule Spreadsheet games Distracted by medical business Wary of individual underwriting Producer behavioral differences:

12. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Open Doors Employees – all are important, all are not equal Request for increase in LTD benefit maximum 66 2/3 LTD plans End of RGP – increases occur Life insurance schedules Classed plans

13. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Open Doors Open doors lead to census data Census data leads to effective plan design Effective plan design leads to sold cases

14. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Closing Remarks Promote importance of disability income insurance – be it Individual or Group LTD and become a good steward of your business and our industry It is not Group LTD or Individual DI insurance – rather, it is designing effective disability income insurance cost and benefit strategies Your GSI Regional Specialists and the entire GSI team have strong LTD backgrounds – use us to your advantage!

15. 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 111 Founders East Hartford, CT 06108 PH: 860-291-9400, Fax 860-291-9436 Debra Guerard, DI Wholesale Director dguerard@ameritas.com Lisa Hayward, Sales Support Administrator lhayward@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: 503-505-0033 Laura Leung, DI Wholesale Director lleung@ameritas.com Mary McKeever, Sales Support Manager mmckeever@ameritas.com

16. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Questions?

17. Discover DI | from Ameritas Life/Ameritas Life of New York For Producer use only. Not for use with clients. Thank You! Thank you for your time Thank you for your business

18. 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