Leading Edge Disability Center (888) 677-6575 Eddie@DisabilityCenter

1. Leading Edge Disability Center www.DisabilityCenter.com Disability Insurance Market is changing – AGAIN !!! Leading Edge Disability Center (888) 677-6575 Eddie@DisabilityCenter.com • The Disability insurance market is changing. This seminar is meant to bring you up to speed with some of the changes that occurred in the last few months and the way our disability insurance carriers do business. • We will discuss: • New products • New riders • Simplified Underwriting • Guaranteed issue DI in association with and Medical Personnel Pool Association

2. Leading Edge Disability Center HOW WE CAN HELP YOU: Back office support – we are YOUR DISABILITY CENTER – your one stop shop. We truly know DI and can help you sell it even if you never sold DI before. We represent all major carriers for DI. We can find coverage for all white collar, blue collar, medical occupations, high risk occupations, niche products, substandard . We will help you from pre-screening cases, to underwriting, to policy issue. Rest assured knowing that you have somebody available at all times to answer your (clients) questions regarding their DI policy. 1-888-677-6575Office@DisabilityCenter.com

3. Leading Edge Disability Center OUR CARRIERS:

4. Leading Edge Disability Center www.DisabilityCenter.com Disability Insurance today • What’s new • What’s hot • Sales Ideas • Who needs Disability Insurance? Where to sell it? www.DisabilityCenter.com

5. Disability Insurance today • What’s new • Changes – easier underwriting process with most carriers: • Faxed applications accepted – no need to mail paper application in most cases • Scan/email/fax apps, income documentation; • New Issue limits – increased DI limits for most specialties • Medical Residents and new to practice physicians have higher issue limits • True Own-Occ for all medical specialties

6. Disability Insurance today • What’s hot • OWN-OCC for all occupations • TRUE OWN-OCC for all doctors • Return of Premium • GSI – Guaranteed Standard Issue • Unisex rates – 40-50% savings for females about 15% savings for males • Association discounts / Multilife discounts • Simplified Issue – no medical underwriting www.DisabilityCenter.com

7. Disability Insurance today • UNION CENTRAL: • Dentists get TRUE OWN-OCC now • Surgeons get TRUE OWN-OCC • Deep discounts available for 4A doctors • Non disabling injury benefit - not new, but often forgotten – no other carrier has it!! • Good health benefit – reduces the waiting period by 2 days for each policy year without a claim • Faxed applications are accepted • GSI – minimum 5 lives (ER paid); available for medical residents

8. Disability Insurance today • BERKSHIRE: • Retirement security – added as a rider; can also be taken as a stand-alone policy • True own-occ for all occupations • 10-year and To Age 67 benefit periods added • No cost AIR (Automatic Increase Rider) • Premium rate reductions for many occupations and females too. • NEW: step rate available • Multilife discounts for 2 lives minimum

9. Disability Insurance today • METLIFE: • Issue limits increased to $20,000/mo. DI benefit • Refund of Premium rider – also called Good Health Benefit – 50% of premium returned every 5 years. • Spousal Catastrophic Rider - Spouse must be non-working, or working part-time, not exceeding 30 hours per week. Benefit period is either 2 or 5 years and cannot be longer than the benefit period on the base policy. • Own-occ for 4M and 5I occupational classes (include surgeons and dentists) – age 45 and younger

10. Disability Insurance today • PRINCIPAL: • Simplified Underwriting for DI, BOE and BUY/OUT – no medical underwriting / NO BLOOD / NO URINE / NO EKG; no income documentation needed • Retirement Security DI – no proof of pension contribution necessary • Stand alone policy – Retirement DI • Buy/Sell Disability plans • Transitional own-occ rider available • Issue max $15,000 monthly benefit; participate to $15k/month. • Association discount 20% and unisex rates for Dental school students and Medical residents

11. Disability Insurance today • ASSURITY: • Simplified Underwriting • Best carrier for blue collar occupations – “to age 65” benefit available for most blue collar workers • Increased Issue & Participation limits • Substandard coverage – to $11,000 monthly benefit • Critical Illness coverage • Will write BOE for small businesses

12. Disability Insurance today • MUTUAL OF OMAHA: • Short term individual DI • Short Term Accident-only DI • Long Term Accident-only DI • Accident & Illness LTDI • Critical Illness – rider or stand-alone policy • Own-occ rider to age 67 available • Return of premium – 80% refunded after 10 years

13. Disability Insurance today • Medical conditions accepted: • Cancer • Alcoholism • Heart disease • Encephalitis • Hepatitis • Lupus • Mental/nervous • Parkinson’s • Stroke • Tuberculosis • Ulcers • Vertigo • AND MANY OTHERS • FIDELITY SECURITY: • Substandard carrier • Guaranteed Renewable • Benefits up to $11,000 monthly • Non-Medical underwriting • No occupational class distinction • Graded Benefit first 2 years • Partial disability included www.DisabilityCenter.com

14. Disability Insurance today • LLOYDS OF LONDON: • DI benefits over $40,000 per month !!! (in addition to other existing Individual DI through other carriers) • Buy/Sell DI plans; Severance agreements • Key Person DI • Loan Indemnification DI policy • DI for entertainers, athletes, special risk • Will insure after age 60 • Covers kidnap & ransom, terrorism.

15. DI – SALES IDEAS • Everything Rests on Income! www.DisabilityCenter.com

16. DI – SALES IDEAS • Everything Rests on Income! • Ask your client: • “What’s your most valuable asset? “ Average Income to Age 65

17. DI – SALES IDEAS • Money Machine • Ask your client: • If you had a machine that would give you $275 everyday, what would you do?  You do have such a machine – it’s you!  Make sure you protect your “money machine” if it breaks down.  You can help replace the income it is no longer making.

18. DI – SALES IDEAS • The Goose that laid the golden eggs Did you forget to insure ME ??? • Ask your client: • If you had a goose that laid golden eggs, which would you insure? • We all insure our home, our cars, belongings – all these are the “eggs”, but how about the “goose” = your ability to earn an income ?

19. DI – SALES IDEAS • Two job story • Ask your client: • Which job would you take ??? Job “B” $99,000 $60,000 Job “A” $100,000 - 0 - Healthy Sick or hurt www.DisabilityCenter.com

20. DI – SALES IDEAS • Ask your client: • Do you have health insurance? • Who gets paid? • Doctor? • Hospital? • Pharmacy? • Ambulance driver? • You? • Income protection plan completes the picture. www.DisabilityCenter.com

21. DI – SALES IDEAS • Ask your client: • Do you carry a spare tire in your car at all times? • Why? Are you planning on getting a flat today? • No, but if you need it, it’s there! • Protect your income NOW while you can, BEFORE you need it!

22. “I can depend on Social Security to pay disability benefits to keep me and my family out of financial trouble, right?” www.DisabilityCenter.com

23. www.DisabilityCenter.com

24. Who buys DI? Where to sell it? • Medical Market - discounted programs • Associations • Existing clients database • Business owners • Small / Large businesses – employee benefits • Main wage earner – families • Single parents www.DisabilityCenter.com

25. Leading Edge Disability Center HOW WE CAN HELP YOU: • We specialize in . . . •  True or Pure “Own Occ to age 65-70” • All Medical Specialties • Unisex Discounted Rates for Females • Association Marketing Discount Program • High Issue & Participation Limits • Professional & Business • Overhead Expense Coverage • Guaranteed Standard Issue plans • Executive/Business Owner • White Collar Professionals • Blue & Gray Collar • Simplified Underwriting • Substandard Coverage • Return of Premium We have an interactive website for DI training, applications, marketing materials and quick quote requests: www.DisabilityCenter.com