1. Balanced Income Protection
Presidents ConfApr1 2009_v3
6/9/2018
Balanced Income Protection
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For Producer Use Only. Not for Public Distribution.

2. Why talk to prospects about disability insurance
Presidents ConfApr1 2009_v3
6/9/2018
Why talk to prospects about disability insurance
Income protection is 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
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3. For Producer Use Only. Not for Public Distribution.
Target market
Typically younger: 30-45
Steady income
Successful at work and expecting future growth
Often just starting out with financial planning
May be single or have a family
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4. The importance of income
Presidents ConfApr1 2009_v3
6/9/2018
The importance of income
Have your clients thought about how important their income really is?
Necessities: housing costs, tuition, utilities, groceries
Lifestyle: vacations, restaurants, cable TV
Losing their income has consequences. Their family may have to make difficult decisions and the things that once seemed so important could quickly become luxuries.
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5. What’s your client’s story?
Presidents ConfApr1 2009_v3
6/9/2018
What’s your client’s story?
Initial Income Protection A basic approach to DI Introduce clients to the importance of DI 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 recognize the limitations of group DI and make sure their DI coverage will be enough by adding an individual DI policy.
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
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6. When to focus on balanced income protection
Presidents ConfApr1 2009_v3
6/9/2018
When to focus on balanced income protection
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 of a disability
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7. 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?
What would happen to your goals for the future if you have to dip into your savings, retirement account or child’s education fund?
How to pay monthly bills, such as groceries, utilities and car payments
Avoid the need to withdraw from other funds
Find ways to minimize sacrifices and keep the family intact
Provide some stability to help deal with the financial and emotional impacts
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8. For Producer Use Only. Not for Public Distribution.
Solution
Balanced Income Protection Plan Balance your client’s income protection plan 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.

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

12. Let’s see the balanced income protection story at work
Meet Stephen & Marie
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
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13. For Producer Use Only. Not for Public Distribution.
Concern
Stephen & Marie
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 so their future goals won’t be jeopardized
For Producer Use Only. Not for Public Distribution.

14. For Producer Use Only. Not for Public Distribution.
Solution
Stephen & Marie
Bring their income protection plan into balance by adding disability insurance from MetLife.
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
For Producer Use Only. Not for Public Distribution.

15. For Producer Use Only. Not for Public Distribution.
Strategy
Stephen & Marie
Elaine example
What would it cost Stephen & Marie to bring their income protection plan into balance?
This example is hypothetical and for illustrative purposes only. Actual results will vary.
With MetLife Income GuardSM
Monthly Benefits
Premiums
Monthly
Annual
Stephen
$3,750
$114
$1,326
Marie
$3,350
$137
$1,586
Total cost
$251
$2,912
Ask your client to consider:
How does budgeting around $250 a month for both of them compare to possibly losing their income suddenly – and for an unknown length of time?
ASSUMPTIONS:
Stephen: Male, age 40. Non-smoker, 5A 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.
For Producer Use Only. Not for Public Distribution.

16. MetLife’s 5% Discount Program can help
Elaine example
How does it work?
5% discount on a newly issued MetLife disability insurance policy for most recent life insurance buyers
Life insurance policy requirements
Issued and inforce on the life of the DI applicant within the previous 12 months
Inforce and up-to-date payments
Meet minimum face amount requirements:
Ages 18-40: $250,000 or more
Ages 41-70: $100,000 or more.
Not available in all states and other requirements must be met.
For more information contact your Regional Sales Vice President or call the Disability Resource Line at
For Producer Use Only. Not for Public Distribution.

17. 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.

18. 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 big 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.

19. Reach out to clients and prospects
Presidents ConfApr1 2009_v3
6/9/2018
Reach out to clients and prospects
Ads for local publications
Postcard
Letter
Grab attention through mail
Phone Script
Tips on messaging & handling objections
For Producer Use Only. Not for Public Distribution.

20. Meet with clients & prospects
Presidents ConfApr1 2009_v3
6/9/2018
Meet with clients & prospects
Client Brochure
In-depth story with hypothetical example
For Producer Use Only. Not for Public Distribution.

21. If this isn’t your client’s story
Presidents ConfApr1 2009_v3
6/9/2018
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.

22. For Producer Use Only. Not for Public Distribution.
Want to learn more?
Contact your Regional Sales Vice President or call the DI Resource Line at
For Producer Use Only. Not for Public Distribution.

23. Important information
The information contained in this document is not intended to (and cannot) be used by anyone to avoid IRS penalties. This document supports the promotion and marketing of insurance or other financial products and services. Clients should seek advice based on their particular circumstances from an independent tax advisor since any discussion of taxes is for general informational purposes only and does not purport to be complete or cover every situation.
MetLife, its agents, and representatives may not give legal, tax or accounting advice and this document should not be construed as such. Clients should confer with their qualified legal, tax and accounting advisors as appropriate.
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. May 2014
BDDI L [0515][All States][DC,PR]
© 2014 METLIFE, Inc. Peanuts © 2014 Peanuts Worldwide
For Producer Use Only. Not for Public Distribution.