Introducing West Coast Life Income Replacement Term WCLAG.1070 (01.09) For agent information only. Not for consumer use.

For Agent Use Only. Not For Consumer Use. The Income Replacement Challenge You work hard to meet your clients financial needs. Are you providing the most complete solution to their life insurance needs?

For Agent Use Only. Not For Consumer Use. The Income Replacement Challenge According to LIMRA International, 66% of consumers purchase life insurance to replace income 1 56% of married parents believe their current life insurance coverage is inadequate 2 33% of women have no life insurance protection 3 40% of U.S. business ownership 31% earn more than their husbands 48% provide half of all household income 4 1LIMRA Study: Finding New Customers, Whos buying Individual Life and Why? (2005). 2Source: LIMRA Internationals Facts About Life (2007) 3 Source: LIMRA, Life Insurance Ownership Study, Source: Maddox Smye, Selling Insurance and Annuities to Women, 2005

For Agent Use Only. Not For Consumer Use. Life Insurance Needs Analysis Immediate Income Needs Final Burial and Probate Expenses Mortgage and Car Loan Credit Card Debt Recurring Needs Utilities and Food Childcare Education Healthcare Future Income Needs Survivor s Income Replacement Need

For Agent Use Only. Not For Consumer Use. Innovation where you didnt think it possible Innovation where you didnt think it possible Approximately three-fourths of financial professionals surveyed believed that a life insurance product that provides a systematic stream of guaranteed income to beneficiaries at the clients death would be beneficial Base = all respondents, 296. Registered Rep. ® - A Penton Media Publication

For Agent Use Only. Not For Consumer Use. Introducing West Coast Life Income Replacement Term Income Replacement Term Features: Death benefit paid in the form of periodic, guaranteed payments for a fixed period ( years)* Discounted premiums Additional lump-sum death benefit payment available to satisfy immediate debt obligations (Term Life Insurance Rider WC-621) 1 Level premiums guaranteed not to increase during the selected initial premium period of 10, 15, 20, 25 or 30 years 2 * Neither West Coast Life Insurance Company nor its representatives offer legal or tax advice. The tax treatment of life insurance is subject to change. A portion of each annual payment will be reported as taxable income to the beneficiary, based on our understanding of current Federal income tax law. Consumers should consult their attorney or tax advisor regarding their individual situations. 1 Optional riders are available at additional cost. 2 Premium increases after the initial premium period selected.

For Agent Use Only. Not For Consumer Use. How is West Coast Life Income Replacement Term Different? How is West Coast Life Income Replacement Term Different? This NEW and INNOVATIVE guaranteed level term product provides a more comprehensive solution to expressed consumer needs for debt elimination AND income replacement* Provides additional security with a systematic stream of guaranteed income which costs less than traditional lump sum term life products * Neither West Coast Life Insurance Company nor its representatives offer legal or tax advice. The tax treatment of life insurance is subject to change. A portion of each annual payment will be reported as taxable income to the beneficiary based on our understanding of current Federal income tax law. We suggest that you consult your legal or tax advisor before making any tax-related decisions.

For Agent Use Only. Not For Consumer Use. Priced to allow the purchase of increased coverage More Death Benefit for less cost Significant annual premium savings up to 40% Customization to address consumer needs for debt elimination AND income replacement 5 to 30 year guaranteed income payout periods Lump-sum rider 1 (must match base policy initial level premium period) How is West Coast Life Income Replacement Term Different? 1 Actual terms and conditions contained in each rider govern all benefits provided. Optional riders are available at additional cost. Assumes medical and financial underwriting qualifications at time of initial application. Not available in all states.

For Agent Use Only. Not For Consumer Use. How does West Coast Life Income Replacement Term Work? Your client chooses the amount and duration of the death benefit payments The death benefit is paid in regularly scheduled installments for a certain number of years as specified by the policy owner

For Agent Use Only. Not For Consumer Use. Putting Income Replacement Term to Work This policy may help your clients account for the periodic and recurring expenses of their beneficiaries that a traditional lump-sum death benefit may not Present this policy as a way to lessen ongoing beneficiary financial burden, providing secure, guaranteed income, with cost-savings to the policy owner

For Agent Use Only. Not For Consumer Use. Income Replacement Term WinFlex Illustrations WinFlex is the easiest and most accurate way to calculate the discounted premiums of the Income Replacement Term SM Life Insurance The longer the payout period, the more premium savings your clients will realize WinFlex will also calculate the taxable portion of the death benefit The shorter the payout period, the smaller the portion of death benefit will be reported as taxable

For Agent Use Only. Not For Consumer Use. Income Replacement Term WinFlex Illustrations

For Agent Use Only. Not For Consumer Use. Income Replacement Term Ideal Prospects Client Profile: Clients ages Reasonable Health Need/want life insurance coverage Interested in income replacement Concerns about beneficiary managing lump-sum death benefit proceeds Avoid investment risks Sufficient income to fun d the policy for at least years

For Agent Use Only. Not For Consumer Use. Case Study #1 Meet the Roberts Profile: Jason Roberts is a carpenter, age 40, risk class: Non-Tobacco Pamela, his wife, is a homemaker with plans to start a home-based small business Jason and Pamela have one son, Joey, attending college Chief Concerns upon Jasons Death: Exhausting the whole life lump-sum death benefit on the mortgage, car loans and tuition Compromising retirement savings to cover daily expenses (e.g., gas, food, healthcare) Passing on any remaining death benefit to their son should Pamela die

For Agent Use Only. Not For Consumer Use. Case Study #1 Meet the Roberts Proposed Solution: Jason elects a 20-year level premium period and a 10-year death benefit period paying $50,000 annually Jason listed his son as a contingent beneficiary so he will receive any remaining death benefit should Pamela die during the payout period

For Agent Use Only. Not For Consumer Use. Profile: Judith Coleman is a store manager, age 45, risk class: Preferred Non Tobacco Michael, her husband, is a restaurant cook They have two children in grade school Chief Concerns upon Judiths Death: Household budget mismanagement The effect of lost income on the surviving familys daily living standard Compromising retirement savings to reduce long-term financial obligations (e.g., mortgage, credit card debt) Funding college for their children Case Study #2 Meet the Colemans

For Agent Use Only. Not For Consumer Use. Proposed Solution: Judith elects a 20-year level premium period and a 20-year death benefit period paying $25,000 annually along with a $500,000 lump-sum payment Children named as contingent beneficiaries, they will receive any remaining death benefit should Michael die during the payout period Case Study #2 Meet the Colemans

For Agent Use Only. Not For Consumer Use. Income Replacement Term Sales Ideas Review your existing client list for married couples, single parent households or small business owners Key Person Life Insurance is designed to help replace earnings that may be lost if a key employee dies Utilizing West Coast Life Income Replacement Term may help a business replace earnings and provide an income stream to provide time for a new hire candidate search

For Agent Use Only. Not For Consumer Use. Income Replacement Term Tool Box Consumer Guide Product Guide

For Agent Use Only. Not For Consumer Use. Submitting Business to West Coast Life We have three convenient options for submitting your cases: Traditional Paper Application TeleLife SM Paper Pre-Application TeleLife SM EZ-App

For Agent Use Only. Not For Consumer Use. Traditional Paper Applications Complete the Application Application packets can be downloaded or ordered online at Include the Supplemental Application – Income Term Product [WC-U-413 (11/08)] Forward all requirements to Home Office Via U.S. Mail or your preferred delivery service to: Electronic Mail imaged documents to Electronic Image Transfer Your Regional Marketing Representative can help you establish an account to transmit images directly to the Home Office 343 Sansome St., 6 th Floor San Francisco, CA OR- P.O. Box San Francisco, CA

For Agent Use Only. Not For Consumer Use. TeleLife SM - Two Convenient Options Paper Pre-Application Process Complete the Paper Pre-Application [W-7563A] Include the Supplemental Application - Income Term Product [WC-U-413 (11/08)] Include the Application Supplement – Part I [F-WCL-408 (6/08)] Agents signatures are required on all applicable forms (applicant signatures are optional at time of sale) Fax all documents to EZ-App – Online, Paperless Pre-Application Process Go to and log in to the Agent/BGA Center Click on the EZ-App link in the left navigation bar Follow the online instructions

For Agent Use Only. Not For Consumer Use. Your Next Steps: Introduce this product as a life insurance policy with a death benefit that can provide consumer debt elimination and a guaranteed income replacement solution for those with limited purchasing power Use WinFlex, West Coast Lifes illustration software, generate illustrations to show how Income Replacement Term SM can deliver a payment stream death benefit in addition to a lump-sum death benefit provided by an optional rider Use the consumer-approved marketing materials for Income Replacement Term SM with your clients

For Agent Use Only. Not For Consumer Use. Thank you. Policy form WC-T16 and state variations thereof, is a term life insurance policy issued by West Coast Life Insurance Company, 343 Sansome Street, San Francisco, CA Product features and availability may vary by state. Consult policy for benefits, riders, limitations and exclusions. Subject to underwriting. Subject to up to a two-year contestable and suicide period. Benefits adjusted for misstatements of age or sex. In Montana, unisex rates apply. All payments and all guarantees are subject to the claims paying ability of West Coast Life Insurance Company.