For Producer Use Only. Not for Public Distribution. Balanced Income Protection

For Producer Use Only. Not for Public Distribution. Talking to prospects about disability insurance Recognize income protection as key to financial planning Income is the basis for future growth, such as the ability to contribute to investments or retirement plans Stay in contact with clients who have bought other products – getting more out of your book of business Set yourself apart by meeting different needs

For Producer Use Only. Not for Public Distribution. Target market Typically younger: Steady income Successful at work and expecting future growth Often just starting out with financial planning May be single or have a family

For Producer Use Only. Not for Public Distribution. The importance of income Have your clients thought about how important their income really is? Necessities: housing, tuition, utilities, groceries Lifestyle: vacations, restaurants, cable/internet Income makes a lot of things possible. The unexpected loss of income would likely affect your client’s day-to-day life and long-term plans.

For Producer Use Only. Not for Public Distribution. What’s your client’s story? Initial Income Protection A Basic Approach to DI Introduce clients to the importance of disability insurance to provide for their loved ones now and have a solid foundation for future financial growth. Supplemental Income Protection Bridging the Gap Between Group DI and Working Income Help clients understand the details of group DI and how an individual policy can be used to cover any gaps left by group coverage. Balanced Income Protection Importance of Both Life Insurance and DI Help clients balance their income protection plan with life insurance and DI so they will be protected in case of premature death or disability

For Producer Use Only. Not for Public Distribution. Clients with families who rely on them Clients who understand the benefits of life insurance Clients who realize the need to plan ahead in case of their premature death – but may not see the same need in case they are disabled and can no longer work When to focus on balanced income protection

For Producer Use Only. Not for Public Distribution. Concerns about death or disability Help clients discuss their concerns You’ve protected your income with life insurance in the event of your premature death. Have you considered how your family would manage if you were disabled? What would happen if you were out of work for months or even years? Would your family need financial help to replace the income you would normally provide? How would your goals for the future be affected if you have to dip into your retirement account or other savings? Paying monthly bills, such as groceries, utilities and car payments Avoiding the need to withdraw from other funds Finding ways to minimize sacrifices and keep the family intact Providing stability to help deal with the financial and emotional impacts

For Producer Use Only. Not for Public Distribution. Solution Balanced Income Protection Plan Balance your clients’ income protection plans with a combination of life and disability insurance, so they will be protected in case of death or a disabling illness or injury.

For Producer Use Only. Not for Public Distribution. Strategy But protecting income with life insurance alone can leave your client’s income protection plan out of balance. Life insurance provides a benefit that can be used to help replace the loss of your client’s income in case of premature death. Life insurance If your client dies prematurely But what if your client can’t work because of a disability?

For Producer Use Only. Not for Public Distribution. Disability insurance If your client is ill or injured and can’t work Life insurance If your client dies prematurely Strategy Protecting income with life insurance alone can leave your client’s income protection plan out of balance. Life insurance provides a benefit that can be used to help replace the loss of your client’s income in case of premature death. With both life and disability insurance, your client’s income protection plan will be balanced. Help balance your client’s income protection with disability insurance, which can replace a portion of your client’s regular income.

For Producer Use Only. Not for Public Distribution. Let’s see the balanced income protection story at work Married with two young kids Marie is a paralegal, and Stephen is an accountant Rely on both their incomes Recently bought life insurance to provide for each other and their kids in case one or both of them died suddenly Meet Stephen & Marie

For Producer Use Only. Not for Public Distribution. Concern Now that they’ve protected their income in case of death, they want to also plan ahead in case of a disability. Help pay for necessary living expenses Maintain their lifestyle to help provide some stability for each other and the kids and keep the family intact Reduce the need to withdraw from their savings, retirement accounts or children’s education funds to keep future goals on track Stephen & Marie

For Producer Use Only. Not for Public Distribution. Solution Bring their income protection plan into balance by adding disability insurance. Premiums can be included in monthly budget as a known expense, just as with life insurance Avoid the risk of going without income for an unknown length of time They may qualify for a discount program which could provide lower premiums and limited underwriting Stephen & Marie

For Producer Use Only. Not for Public Distribution. Strategy With MetLife Income Guard SM Monthly Benefits Premiums MonthlyAnnual Stephen $4,100$91$1,052 Marie $3,350$137 $1,586 Total cost $228$2,638 Budgeting $230 a month could prevent an unexpected, indefinite loss of income – and keep their plans on track. What would it cost Stephen & Marie to bring their income protection plan into balance? Elaine example This example is hypothetical and for illustrative purposes only. Actual results will vary. ASSUMPTIONS: Stephen: Male, age 40. Non-smoker, 6S occupational class. $75,000 annual income. 90-day elimination period.* Maximum benefit period to age 65. Marie: Female, age 38. Non-smoker, 5A occupational class. $67,000 annual income. 90-day elimination period.* Maximum benefit period to age 65. In this case, monthly premiums are paid in monthly bank draft mode, while the annual premium assumes one payment per year. Paying premiums more than once a year (i.e., monthly or semi-annually) results in annualized premiums greater than the annual premiums shown above. Premiums will be level through age 67. MetLife Income Guard is not available in all states. *Length of time an individual must be disabled before benefits begin to accrue. Stephen & Marie

For Producer Use Only. Not for Public Distribution. Elaine example MetLife’s 5% MultiPolicy discount can help How does it work? Offers permanent 5% discount on a new MetLife disability insurance policy for recent purchasers of a qualifying life insurance policy. Life insurance policy requirements Existing policy must meet the following parameters: Be a Term, UL, VUL or Whole Life policy issued by Metropolitan Life Insurance Company, or MetLife Insurance Company USA within the last 12 months Issued in a state where the Multi-Policy Discount is approved for use Issued as a result of full life underwriting requirements Meet the following requirements on issue age and face amount: –For issue ages 18-40: Life insurance policy with a minimum face amount of $250,000 or more –For issue ages 41-70: Life insurance policy with a minimum face amount of $100,000 or more *Not available in all states; other requirements must be met.

For Producer Use Only. Not for Public Distribution. Benefits to the clients Family Help maintain their current lifestyle and minimize sacrifices Confidence Know they’re doing what they can to help the family cope with the financial and emotional effects of a death or disability Future goals Reduce the need to withdraw from retirement plans, investments, education funds or other accounts so they can remain intact and able to grow Recovery Help focus on getting better and back to work

For Producer Use Only. Not for Public Distribution. Benefits to you Conversation starter Because the client already understands the need for life insurance, introducing disability insurance in terms of income protection will optimize your approach Meeting multiple client needs This positions you as a holistic advisor who recognizes the full picture of your client’s needs Future sales Clients could refer you to friends or family members

For Producer Use Only. Not for Public Distribution. Talk to clients and prospects Tips on messaging & handling objections Grab attention through mail Postcard Letter Phone Script Client Brochure Story with hypothetical example

For Producer Use Only. Not for Public Distribution. If this isn’t your client’s story Profiling Tool Handy guide to help you match your clients’ concerns with the right story for their needs.

For Producer Use Only. Not for Public Distribution. Want to learn more? Contact your wholesaler or call: MPCG Sales Desk: , prompt 1 Brokerage Sales Desk:

For Producer Use Only. Not for Public Distribution. Important information Disability insurance is issued by Metropolitan Life Insurance Company, New York, NY All policies, riders and provisions may not be available in all states, at all issue ages and to all occupational classes. BDDI24771 L [0616][All States][DC] © 2015 METLIFE, Inc. Peanuts © 2015 Peanuts Worldwide