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Presented by... Adam Lucas Field Training & Development

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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Presented by... Adam Lucas Field Training & Development

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  1. How To Get The Wellness Advantage On Your Life Insurance Sales Presented by... Adam Lucas Field Training & Development

  2. 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!

  3. 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.

  4. 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.

  5. 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.

  6. 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.

  7. ® ® 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.

  8. * 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.

  9. 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

  10. 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

  11. 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

  12. 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

  13. 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.

  14. 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

  15. 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.

  16. 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

  17. #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

  18. 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

  19. 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.

  20. 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.

  21. 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.

  22. 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.

  23. 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.

  24. 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

  25. 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

  26. 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.

  27. 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.

  28. 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.

  29. 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

  30. 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

  31. 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.

  32. 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.

  33. 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

  34. 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.

  35. 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

  36. www.avivausa.com/agents Contact Information Replacement Guidelines Regulatory Roadmap Anti-Money Laundering Compliance Updates

  37. 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

  38. Questions 13964 075249

  39. We are building insurance around you SM For agent use only. Not for use with the general public. 16755 2251410

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