1. GSI 101 All You Need to Get Started Selling GSI For Producer use only. Not for use with clients. DI1355 6-14

2. disclosures In approved states, DInamic Foundation (forms 4501NC, 4502GR and 4503BOE) and DInamic Fundamental SM (form 4504LS) are issued by Ameritas Life Insurance Corp. located at 5900 O Street, Lincoln, NE 68510. In New York, DInamic Foundation (forms 5501-NC, 5502-GR and 5503-BOE) and DInamic Fundamental SM (form 5504-LS) are issued by Ameritas Life Insurance Corp. of New York located at 1350 Broadway, Suite 2201, New York, NY 10018. Policy and riders may vary and may not be available in all states. This information is provided by Ameritas ®, which is a marketing name for subsidiaries of Ameritas Mutual Holding Company, including, but not limited to, Ameritas Life Insurance Corp., Ameritas Life Insurance Corp. of New York and Ameritas Investment Corp., member FINRA/SIPC. Ameritas Life Insurance Corp. is not licensed in New York. Each company is solely responsible for its own financial condition and contractual obligations. For more information about Ameritas ®, visit ameritas.com. When implementing a GSI program, you should always advise your clients to speak with an attorney to determine if there are ERISA issues. Ameritas ® and the bison design are registered service marks of Ameritas Life Insurance Corp. Fulfilling life ® is a registered service mark of affiliate Ameritas Holding Company. © 2014 Ameritas Mutual Holding Company For Producer use only. Not for use with clients.

3. agenda What is Guaranteed Standard Issue (GSI)? Why sell GSI? Who is a good GSI prospect? GSI highlights – DInamic Foundation and Fundamental Plan Design Guidelines Product How to submit a request for proposal (RFP) GSI sales support team services Q & A

4. For Producer use only. Not for use with clients. what is GSI? Not a product, but a streamlined underwriting process Applicants who pass the gatekeeper questions will be issued a standard policy with no medical exclusions or ratings Gatekeeper questions: During the past 6 months, have you missed work, altered your work schedule or location, or worked less than a full-time schedule, due to a sickness or injury? Ever experienced specified losses (sight, hearing, speech, use of two limbs)? Employer-employee relationship – 1099 possible Individual policies are discounted

5. For Producer use only. Not for use with clients. what is GSI? GSI can be written on most occupation classes Medical professionals not eligible, except for small animal veterinarians GSI plan can supplement Group LTD or stand alone Plan design at the group level – can vary by well defined eligible classes

6. For Producer use only. Not for use with clients. why GSI? Your clients need it Threat of disability is real Group LTD may not be adequate Everyone wins: employer-employee-you “Multiple policies – minimal underwriting” means more premium with less time invested Writing agent commissions are vested for 10 years – no agent of record take-over Cross-selling opportunities with valuable employees

7. For Producer use only. Not for use with clients. objections to selling individual DI insurance Expensive Detailed financial documentation Extensive medical underwriting Too many choices - confusing

8. For Producer use only. Not for use with clients. GSI answers objections Expensive Detailed financial documentation Extensive medical underwriting Too many choices Permanently discounted premiums* Census-only financial documentation Gatekeeper questions Plan design done at the group level * Variation applies in Ohio on DInamic Fundamental.

9. For Producer use only. Not for use with clients. LTD shortfall Base Annual Income Total Income with Bonus Gross Monthly LTD Benefit Net Monthly LTD Benefit* % Net Income Replaced* $100,000$125,000$5,000$3,75048% $130,000$160,000$6,000$4,50045% $180,000$230,000$6,000$4,50031% $240,000$300,000$6,000$4,50024% Consider this common example: employer-paid Group LTD plan covers 60% of base income to a maximum of $6,000. The benefit is taxable. * Tax bracket assumptions: 25%

10. For Producer use only. Not for use with clients. GSI is beneficial for employers Important perk for employees Attract/retain talent, increase employee job satisfaction and productivity Great flexibility: Paid by company, employee or both (cost-share) Different levels of coverage by class Deductible business expense for employer-paid premiums (applies to non-owner premiums) Fixed expense – Noncancelable policy option guarantees level premium to age 65 Voluntary plan - additional benefit offered with no additional cost to the employer

11. For Producer use only. Not for use with clients. GSI is beneficial for employees GSI underwriting means: No exams or labs Short-form application Gatekeeper questions: actively at work, presumptive loss of use Applicants who satisfactorily answer gatekeeper questions will be issued a standard policy Streamlined financial underwriting – census from employer for GSI amount and up to $5,000 of monthly benefit above GSI level

12. For Producer use only. Not for use with clients. GSI is beneficial for employees Employer-PaidVoluntaryDiscount 5-9 lives10-49 eligible15% 10-49 lives50-149 eligible20% 50-99 lives150-299 eligible25% 100+ lives300+ eligible30% Permanently discounted unisex rates are available on DInamic Foundation Ameritas offers both Foundation and Fundamental through its GSI Platform.

13. For Producer use only. Not for use with clients. GSI is beneficial for employees Employer-PaidVoluntaryDiscount 5-9 livesunder 75 eligible5% 10+ lives75+ eligible10% Permanently discounted*, sex-distinct rates** DInamic Fundamental *In Ohio, the discount will be removed. ** In Montana, unisex rates will be used.

14. For Producer use only. Not for use with clients. GSI is beneficial for employees Better disability income insurance policy compared to group LTD Stronger provisions No offsets Individually owned Fully portable Higher income protection with GSI LTD maximum benefit for highly compensated often not enough – reverse discrimination GSI covers total comp vs. base salary only (most LTD plans) Most LTD plans employer paid – benefits taxable

15. For Producer use only. Not for use with clients. GSI is beneficial for the producer GSI makes your life easier…multiple contracts with minimal underwriting Great cross-selling opportunities Effective use of your time - favorable rate of return on time invested Strong commissions 50% to 30% FYC - based on case size and premium payor 10% renewals 2 - 5% renewal bonus – based on in-force premium and persistency You are 100% vested – no threat of losing commissions to agent of record letter

16. For Producer use only. Not for use with clients. a closer look at producer compensation Write 3 cases with 10 lives per year: $94,500 cumulative commission possible at end of 5 years $256,500 cumulative commission possible at end of 10 years Assumptions (DInamic Foundation): Based on average annual premium of $9,000 for 10 life case First year commission rate is 50%; renewal commissions are 10% annually Does not include any incentive bonuses

17. For Producer use only. Not for use with clients. marketing opportunity Individual DI Insurance Market Penetration by Profession Source: 2012 Munich American Reassurance Company

18. For Producer use only. Not for use with clients. how to identify a good GSI prospect DInamic Foundation 6A-3A occupational classes Executive carve-outs in blue/gray-collar industries $75,000+ incomes LTD plan does not fully cover highly compensated Financially stable company/industry Average age less than 50 Male/female ratio – 60/40 Employer Offers other employee benefits Supportive of marketing plan/endorses GSI plan Group meetings and access to contact employees Target industries/occupations include architects, attorneys, accounting, engineering, administrators, pharmacists and optometrists

19. For Producer use only. Not for use with clients. how to identify a good GSI prospect DInamic Fundamental Blue-gray collar employees Middle income earners (25K-100K) Any business that may not currently offer group LTD to it’s employees Occupations that may not typically qualify for DInamic Foundation GSI offer – those classified as 2A, A or B Average age less than 50 Employer Offers other employee benefits Supportive of marketing plan/endorses GSI plan Group meetings and access to contact employees

20. For Producer use only. Not for use with clients. how to identify a good GSI prospect Demographic Ideal CaseDifficult Case Gender> 70% Male< 50% Male AgesAvg Age < 50/ no 60’sAvg Age >50/10% + 60 Office Locations1 Location/1 stateMultiple States Group LTD60% or less; taxable60% Tax Free / 70% Taxable Covered EarningsLTD Base onlyLTD all sources Source of EarningsW-2, Bonus & CommissionsHigh fluctuation Income Ranges$75k+, above LTD cap$50k-, within LTD cap Business Stability5 yrs + in business< 2 yrs or seasonal

21. For Producer use only. Not for use with clients. program design highlights - Foundation Employer pay Minimum - 5 eligible lives with a well defined class of employees Participation required - 100% GSI 5-9 lives - up to $3,500 ($4,500 for preferred occs) 10+ lives - up to $10,000 Voluntary Minimum – 10 eligible lives Participation required - Greater of 10 enrolled lives or 25% GSI – up to $8,000, based on size and demographics of group Higher amounts may be available with approval

22. For Producer use only. Not for use with clients. program design highlights - Foundation Core/Buy-up Employer pay core – 100% participation Voluntary buy-up – participation is greater of 10 lives or 25% of eligible employees

23. For Producer use only. Not for use with clients. GSI guidelines - Foundation If combined with group LTD: Executive class carved out of LTD; or Traditional combo with LTD base + IDI on top; or Reverse combo with IDI base + LTD on top Full range of own occupation definitions available on 10+ cases

24. For Producer use only. Not for use with clients. GSI guidelines - Foundation Riders and options available (varies by state): Noncancelable or Guaranteed Renewable 90, 180, 365 EP / 2, 5, 10 years, age 65, 67, 70 BP Residual, COLA, CAT, SIS (if no LTD) MNDA Benefit Limitations Non-Can – 24 months, 60 months, or equal to the benefit period (only available for employer paid, 21+ lives) Guaranteed Renewable – 24 months, or equal to the benefit period (only available for employer paid, 21+ lives)

25. For Producer use only. Not for use with clients. product highlights - Foundation Noncancelable (NC) or Guaranteed Renewable (GR) options 3 Definitions of Total Disability* (including True Own Occupation) Basic Residual or Enhanced Residual Good Health* Nondisabling Injury* COBRA Premium* *Subject to state variations

26. For Producer use only. Not for use with clients. product highlights - Foundation Presumptive Total Disability Survivor* Rehabilitation Catastrophic Disability Rider* COLA Rider - 3% Simple or 6% Compounded No FIO Rider *Subject to state variations

27. For Producer use only. Not for use with clients. plan design highlights - Fundamental Benefit amount is one times annual earnings, rounded to the next $5,000 Minimum benefit is $25,000 Maximum benefit is $100,000 Choice of a single lump sum payment or six equal monthly payments (choice is made at time of claim) $18,000 minimum annual income required

28. For Producer use only. Not for use with clients. plan design highlights - Fundamental Guaranteed Renewable to age 65 Issue ages 18-64 Benefits are payable for total disability only – no residual or partial benefit No additional benefit riders Covers actual duties performed in occupation, including manual duties Minimum number of 5 lives within a well-defined eligible class of employees is required for employer paid cases

29. For Producer use only. Not for use with clients. plan design highlights - Fundamental Benefits are payable when disability prevents insured from perform material/substantial duties of any occupation for which he/she is reasonably suited based on education, training and experience Total disability must be expected to last at least 365 days There is no elimination period, but insured must survive the disability by 30 days 6/12 pre-existing condition limitation

30. For Producer use only. Not for use with clients. plan design highlights - Fundamental Policy exclusions include war or acts of war, self-inflicted injury, criminal activity and termination/suspension of license Benefits for mental/nervous disorders, alcoholism and/or drug abuse are limited to one-half of the total disability benefit, unless insured is expected to be confined to a hospital for at least 365 days due to the condition Some restricted occupations, such as seasonal occs, professional athletes, occs with duties that include severe environmental, chemical or radioactive exposure, hazardous duties, etc.

31. For Producer use only. Not for use with clients. GSI guidelines - Fundamental Employer paid 100% participation (with minimum of 5 lives within a well defined eligible class of employees) Maximum offer is 1x annual earnings Up to $50,000 for 5-9 lives Up to $100,000 for 10+ lives Occupational classes are 1L and 2L Determined by % of manual duties performed in occupation

32. For Producer use only. Not for use with clients. GSI guidelines - Fundamental Employee paid Groups must have a minimum of 10 eligible employees within a well-defined class Requires greater of 10 lives or 25% participation of all eligible employees Maximum offer is 1x annual earnings, up to $100,000 Occupational classes are 1L and 2L

33. GSI guidelines - Fundamental Employer and employee paid Medical occupations are ineligible Family content less than 50% of group All full-time, W-2 employees working at least 30 hours per week are eligible; 1099 employees may be eligible Some restricted occupations (as previously mentioned) Business must have 2 years of stability For Producer use only. Not for use with clients.

34. how to request a proposal Complete one page RFP form (UN 1756) Includes all the information we need to consider a GSI offer Submit complete census from employer (if able to obtain) in Excel format Employee name & address Gender DOB Occupation or job title – duties if known Income (base and bonus separated) Location

35. For Producer use only. Not for use with clients. regional DI-GSI wholesale directors Extension of the DI product management department Our combined individual DI insurance and group LTD expertise is extensive We are committed and ready to support and equip producers to sell GSI business East – Debra Guerard, dguerard@ameritas.com, 860-291-9400dguerard@ameritas.com West – Rick Mileham, rick.mileham@ameritas.com, 402-325-4148rick.mileham@ameritas.com

36. For Producer use only. Not for use with clients. GSI sales support and expertise We make it easy for you! Prepare proposals Formal offer letter Detailed premium and benefit summary Competitive analysis Consultation on plan design Pre-filled applications Personalized enrollment packets Employer and employee meetings with PowerPoint presentations We walk you through GSI process step-by-step

37. questions? For Producer use only. Not for use with clients.

38. key contacts Your agency or brokerage manager Your regional DI wholesale office Your Ameritas ® sales development team The DI product management team For Producer use only. Not for use with clients.