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How To Get The Wellness Advantage On Your Life Insurance Sales. Presented by... Adam Lucas Field Training & Development. Join us for one of our live webcasts this month and you could win!!

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slide1

How To Get The Wellness

Advantage On Your Life Insurance Sales

Presented by...

Adam Lucas

Field Training & Development

slide2

Join us for one of our live webcasts this month and you could win!!

We will randomly draw a winner from each webcast’s attendance this month to award these great Aviva prizes:

Coffee Mugs – Notepads – Business Card Holders – Mousepads – Pens – And More!

Don’t miss your chance to WIN!

typical no lapse guarantee sale
FACTS…

Male Age 30

Standard Non-Tobacco

Needing $500,000 in

Guaranteed Life Insurance

Advantage Builder Series IV

No-Lapse Guarantee Rider

Typical No-Lapse Guarantee Sale

Products issued by Aviva Life and Annuity, West Des Moines, IA.

Product and Rider availability may vary by state.

slide4

Advantage Builder IV |$500,000 Guaranteed Death Benefit | No Lapse Solve | Male Age 30 | Standard NT

  • $144,970

Products issued by Aviva Life and Annuity, West Des Moines, IA. Product and Rider availability may vary by state.

This hypothetical example is for illustration purposes only and is not indicative of past, nor intended to predict future performance of any Index or annuity product.

aviva s no lapse guarantee sale
Aviva’s No-Lapse Guarantee Sale

Total Premium

Paid:

$87,846

Vs.

$144,970

Products issued by Aviva Life and Annuity, West Des Moines, IA. Product and Rider availability may vary by state.

This hypothetical example is for illustration purposes only and is not indicative of past, nor intended to predict future performance of any Index or annuity product.

good drivers save on their insurance

Good drivers save on their insurance.

Shouldn’t your

Clients save on their life insurance,

too?

For agent use only. Not for use with the general public.

Products issued by Aviva Life and Annuity, West Des Moines, IA. Product and Rider availability may vary by state.

slide7

®

®

For agent use only. Not for use with the general public.

12704 283248

Products issued by Aviva Life and Annuity, West Des Moines, IA. Product and Rider availability may vary by state.

slide8

* The premium guarantee assumes premiums are paid on a timely basis, no loans or withdrawals are taken from the policy, and no policy changes are made. WL16579 #15579 0261410 May not be available in all states. Rider issued by and all rider benefits are the responsibility of Aviva Life and Annuity Company, Des Moines, IA. Policy form 2WFLAJ07-2. It is anticipated that Wellness for Life® services will be provided by Mayo Clinic Health Solutions for the life of the Program. It is possible that the provider and/or menu of Wellness Services may change or be enhanced at some future date. Wellness benefits not available in Oregon or Tennessee. – Products issued by and all policy benefits are the responsibility of Aviva Life and Annuity Company, Des Moines, IA.

slide9

Rider Specifications

A Program for Everyone!

*$100 Rider Charge guarantee difference between versions I and II

  • Availability:
    • Individually insured permanent products
    • Issue ages 21-85
    • Primary insureds only
    • Q and NQ sales
    • All risk classes, including substandard
    • Only available at policy issue
  • Minimum face amount of $100,000
  • Rider Charge ($100*)
    • $8.33/month in year
    • Non-commissionable

For agent use only. Not for use with the general public.

Products issued by Aviva Life and Annuity, West Des Moines, IA. Product and Rider availability may vary by state.

13964 075249

slide10

Wellness for Life® V2 ProgramWellness for Life RewardsSM

  • Wellness for Life RewardsSM:
    • Available to insureds that satisfy defined wellness qualification requirements
    • Potential COI reductions beginning in 3rd policy year
    • Guaranteed
    • Discount rates will be declared by Aviva
    • Reduce no-lapse guarantee premium
  • Discount Formula:
    • COI discount = policy year x discount rate declared
    • Policy year multiplier capped at 20

For agent use only. Not for use with the general public.

Products issued by Aviva Life and Annuity, West Des Moines, IA. Product and Rider availability may vary by state.

13964 075249

wellness for life v2 program qualification criteria for level 1
Wellness for Life® V2 ProgramQualification Criteria for Level 1
  • Routine physical
    • Biennial wellness visit to physician of choice
    • Aviva does NOT pay for the cost of the physical
    • Insured to send qualification form with physician signature to Aviva
      • Only data collected is height and weight
    • If multiple qualification forms are submitted in a qualification period, Aviva will use the most favorable one in the qualification period

For agent use only. Not for use with the general public.

Products issued by Aviva Life and Annuity, West Des Moines, IA. Product and Rider availability may vary by state.

13964 075249

wellness for life v2 program qualification criteria for level 2
Wellness for Life® V2 ProgramQualification Criteria for Level 2

Weight range based on BMI at policy issue*

Weight range printed on policy pages

Insured’s weight is always within the range at time of issue

Example: 6’ tall insured

* BMI = Body Mass Index

For agent use only. Not for use with the general public.

Products issued by Aviva Life and Annuity, West Des Moines, IA. Product and Rider availability may vary by state.

13964 075249

slide13

All-New Wellness for Life® Website!

For agent use only. Not for use with the general public.

13964 075249

Products issued by Aviva Life and Annuity, West Des Moines, IA.Productand Rider availability may vary by state.

wellness for life rewards sm
Wellness for Life RewardsSM

Aviva’s Wellness for Life RewardsSM!

Level I Discount is .50%

Multiplied by the policy year (3 X .50%)

1.50% COI Discount

Level II Discount is 1.00%

Multiplied by the policy year (3 X 1.00%)

3.00% COI Discount

For agent use only. Not for use with the general public. 14658 204149

slide15
Policy issued on 1/1/08

Level 1 Discount = 0.50%, Level 2 Discount = 1.0%

Wellness for Life® V2 ProgramWellness for Life RewardsSM Example

1

2

3

4

5

6

7

25

+

1/1/08

1/1/09

1/1/10

1/1/11

1/1/12

1/1/13

1/1/14

1/1/15

1/1/32

1/1/33

* COI Discount = Discount Rate * Lesser of (Policy Year or 20)

Plan results are hypothetical only.  Actual results will vary due to changes in contributions and withdrawals, income tax brackets, and investment performance.

Products issued by Aviva Life and Annuity, West Des Moines, IA. Product and Rider availability may vary by state.

slide16
NLG Premium to Age 121

What happens on a short-pay to Age 65?

Policy Form 2EDB08, 2UDA10, 2NLEEA10, WL16579 #15579 0261410

Products issued by and all policy benefits are the responsibility of Aviva Life and Annuity Company, Des Moines, IA. - 01/11/2010

slide17

#1 in NLG Level Premium

Male, 45, Pfd. Non-Tobacco

Death Benefit : $500,000

No-Lapse Solve for Premium

DB: Option1 - Level

  • Total Premium Savings - $172,580
  • Target Premium -$3,925

Policy Form 2EDB08, 2UDA10, 2NLEEA10, WL16579 #15579 0261410

Products issued by and all policy benefits are the responsibility of Aviva Life and Annuity Company, Des Moines, IA. - 01/11/2010

slide18
Sales Ideas

For agent use only. Not for use with the general public.

Products issued by Aviva Life and Annuity, West Des Moines, IA. Product and Rider availability may vary by state.

13964 075249

here s the situation case study 2
FACTS…

Female age 65

Standard Non-Tobacco

Table 4

Needing $500,000 in

Guaranteed Life Insurance

Guarantee UL Solution III

Wellness For Life Rider

Here’s the situation…Case Study #2

13964 075249

For agent use only. Not for use with the general public.

slide20

Guarantee UL Solution III | $500,000 Guaranteed Death Benefit | No Lapse Solve | Female Age 65 | Standard NT Table 4 | Wellness V.2

$976,976

For agent use only. Not for use with the general public.

13964 075249

This hypothetical example is for illustration purposes only and is not indicative of past, nor intended to predict future performance of any Index or annuity product.

wellness for life rider v2 wellness nlg supplemental illustration
Wellness for Life® Rider v2Wellness/NLG Supplemental Illustration

Total Premium

Paid:

$453,450

Savings Of:

$523,526!!

  • Shows level 2 wellness rewards from non-guaranteed ledger of basic illustration
  • Rewards from prior year offset current year NLG premium obligation
  • Highlights potential reduction in out-of-pocket NLG premiums
  • Wellness for Life RewardsSM have the potential to significantly reduce the NLG premium!

13964 075249

For agent use only. Not for use with the general public.

here s the situation case study 3
FACTS…

Male age 35

Standard Non Tobacco

Needing $500,000 in life insurance

Can afford to put in $5,000 annually

Looking to build up cash value

Wanting a policy to supplement

retirement from age 65-85

Lifetime Builder III

Wellness For Life Rider

Here’s the situation…Case Study #3

13964 075249

For agent use only. Not for use with the general public.

slide23

Lifetime Builder III | $500,000 Death Benefit | Var. Loans 65-85 Male | Age 35 | Standard NT | $5000 Premium to age 65 |

Without the Wellness Rider

Cash Value at 65: $388,108

Max Loan Amount: $30,565

With the Wellness Rider

Cash Value at 65: $392,095

Max Loan Amount: $32,577

Total Difference of

Cash Flow $40,235

13964 075249

For agent use only. Not for use with the general public.

new wellness for life rider v2 consumer brochure
New Wellness for Life® Rider v2*Consumer Brochure

For agent use only. Not for use with the general public.

Products issued by Aviva Life and Annuity, West Des Moines, IA. Product and Rider availability may vary by state.

13964 075249

slide25
Sales Ideas

For agent use only. Not for use with the general public.

Products issued by Aviva Life and Annuity, West Des Moines, IA. Product and Rider availability may vary by state.

13964 075249

here s the situation case study 4
FACTS…

Male age 35

Standard Non Tobacco

Needing $1,000,000 in life insurance

Can afford to put in $1,000 monthly

Wanting a policy to build up cash value

Is worried about the current and future interest rate environment

What would work best for him?

Here’s the situation…Case Study #4

Products issued by Aviva Life and Annuity, West Des Moines, IA.

Product and Rider availability may vary by state.

slide27

Lifetime Builder III |$1,000,000 Death Benefit |Increasing Death BenefitMale |Age 35 | Standard NT |$1000 Monthly Premium to age 65 |

Scenario #1 No Wellness Illustrated Rate Of 7.45%

Scenario #2 No Wellness Illustrated Rate Of 6.30% First 5

Years 7.45% Years 6-121

Scenario #3 With Wellness Illustrated Rate Of 6.30% First 5

Years 7.45% Years 6-121

Products issued by Aviva Life and Annuity, West Des Moines, IA. Product and Rider availability may vary by state.

slide28

Wellness Cash Value Comparison

Difference of $13,119

Products issued by Aviva Life and Annuity, West Des Moines, IA. Product and Rider availability may vary by state.

slide29
Sales Ideas

For agent use only. Not for use with the general public.

Products issued by Aviva Life and Annuity, West Des Moines, IA. Product and Rider availability may vary by state.

13964 075249

case study 5 the power of wellness
Case Study #5The Power Of Wellness

Facts…

Male 45

Standard Non Tobacco

$250,000 Level Death Benefit

Annual premium to illustrate $10,000 of cash value at age 100

16668 2152610

case study 5 without wellness
Case Study #5Without Wellness®

Plan results are hypothetical only. Actual results will vary due to changes in contributions and withdrawals, income tax brackets, and investment performance.

case study 5 with wellness
Case Study #5With Wellness ®

$135,000

Increase!

Plus Additional

7 Years Of Coverage!

Plan results are hypothetical only. Actual results will vary due to changes in contributions and withdrawals, income tax brackets, and investment performance.

wellness benefits from mayo clinic
Wellness Benefits from Mayo Clinic

EmbodyHealth website

    • Free online health risk assessment
  • 24/7 nurse hotline
  • Discounts on publications
  • Agent personalized
    • Quarterly EmbodyHealth Newsletter

For agent use only. Not for use with the general public.

Products issued by Aviva Life and Annuity, West Des Moines, IA. Product and Rider availability may vary by state.

13964 075249

state approvals
State Approvals

Priority: 5 new state approvals in 2012

Oregon approval received, available for sale as soon as marketing materials review by state is complete.

Georgia – amendment passed through legislature, awaiting Governor’s signature.

North Carolina approval received.

For agent use only. Not for use with the general public.

slide37

Welcome Kit (needs edits – new pic, etc)

  • Improve awareness of owning the rider with memorable Welcome Kit, including Mayo Book
  • Detailed consumer touch point strategy to drive continued awareness
  • Agent Reminder reports and coordinated collateral
  • Improved Qualification Form mailing with paid return envelope
slide38

www.avivausa.com/agents

Contact Information

Replacement Guidelines

Regulatory Roadmap

Anti-Money Laundering

Compliance Updates

disclosure
Disclosure

“Standard & Poor’s”, “S&P”, “S&P 500”, “Standard & Poor’s 500” and “500” are trademarks of The McGraw-Hill Companies, Inc. and have been licensed for use by Aviva. Aviva’s indexed life products are not sponsored, endorsed, sold or promoted by Standard & Poor’s, and Standard & Poor’s makes no representation regarding the advisability of purchasing these products.

“NASDAQ”, “NASDAQ-100”, and “NASDAQ-100 Index” are trademarks of The NASDAQ Stock Market, Inc. This Policy is not sponsored, endorsed, sold or promoted by The NASDAQ Stock Market, Inc. or its affiliates (Nasdaq, with its affiliates, are referred to as the “Corporations”). The Corporations have not passed on the legality or suitability of, or the accuracy or adequacy of descriptions and disclosures relating to, the Policy. The Corporations make no representation or warranty, express or implied to the owners of the Policy or any member of the public regarding the advisability of investing in securities generally or in the Policy particularly, or the ability of the NASDAQ-100 Index to track general stock market performance. The Corporations’ only relationship to Aviva (“Licensee”) is in the licensing of the NASDAQ, NASDAQ-100, and NASDAQ-100 Index trademarks, and certain trade names of the Corporations and the use of the NASDAQ-100 Index which is determined, composed and calculated by NASDAQ without regard to Licensee or the Policy. NASDAQ has no obligation to take the needs of the Licensee or the owners of the Policy into consideration in determining, composing or calculating the NASDAQ-100 Index. The Corporations are not responsible for and have not participated in the determination of the timing of, prices at, or quantities of the Policy to be issued or in the determination or calculation of the equation by which the Policy is to be converted into cash. The Corporations have no liability in connection with the administration, marketing or trading of the Policy.

“Dow Jones,” “Dow Jones Industrial Average” and “DJIA” are service marks of Dow Jones & Company, Inc. and have been licensed for use for certain purposes by Aviva. Aviva Company’s Product(s) based on the Dow Jones Industrial Average, are not sponsored, endorsed, sold or promoted by Dow Jones, and Dow Jones makes no representation regarding the advisability of investing in such product(s).

13964 075249

questions
Questions

13964 075249

slide41

We are building insurance around you SM

For agent use only. Not for use with the general public.

16755 2251410