1. This presentation is not for use in California For producer use only. Not for use with consumers. How to Spot a Guarantee Issue Case For producer training use only. Not for use with consumers. This presentation is not for use in California. 13409PPT 11/08

2. How can you spot potential Guarantee Issue (GI) disability insurance prospects? Look for the clues…

3. 13409PPT 11/08 Research current group benefit plans Determine what the company is trying to accomplish in providing individual disability income insurance. The more you know about company goals, the better prepared you will be to offer a benefits solution.

4. 13409PPT 11/08 Provide competitive benefits Increase employee retention Offer special incentives to key employees What are the company’s goals with regard to its benefit plans?

5. 13409PPT 11/08 Do not currently offer disability income insurance Offer DI on a group LTD basis only Seek out employers who:

6. 13409PPT 11/08 Search for Plans in which a number of employees are reaching their group LTD benefit ceiling Group LTD plans facing significant rate increases due to plan design Employers wishing to enrich their existing benefits program Companies with employees earning significant bonuses

7. 13409PPT 11/08 Focus on this: In a competitive job market, employers who can offer excellent benefits are more likely to keep valuable employees and attract new ones.

8. 13409PPT 11/08 Zoom in on the solution The Protector+ SM Adds value to total benefit portfolio Is strong alone as well as in combination with group LTD plans Provides additional coverage for key employees and those with incentive pay Offers the option to lock in rates

9. 13409PPT 11/08 Guarantee Issue disability income insurance from The Standard addresses an important employer need while giving you the opportunity to significantly boost your bottom line.

10. 13409PPT 11/08 When the clues lead you to suspect a GI case, contact your sales partner with The Standard.

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