Expanding Your Sales Through multi-life opportunities

2 For your client: Employee reward and retention Flexibility and cost control Savings on personal insurance coverage Premium savings to apply to additional protection For you: Higher close ratio More referrals Multiple cross-selling opportunities Increased persistency Reduced expenses Benefits of multi-life sales

3 Employee needs STD/LTD Dental Retirement Long Term Care Insurance Medical Individual Disability Insurance

4 Business owner needs Buy-Sell Business Overhead Expense STD/LTD Dental Retirement Long Term Care Insurance Medical Individual Disability Insurance

5 “Do you have employees who could also benefit from this type of coverage?” or… “Have you considered offering individual disability insurance to your employees?” Exploring multi-life possibilities

6 41% of all privately-held firms in the country have at least 50% female ownership. * Women-Owned Businesses in 2006: Trends in the U.S. and 50 States, Center for Women's Business Research, 2006, retrieved 11/5/2007 from: Businesses in 2006: Trends in the U.S. and 50 States Women-owned businesses – a prime market

7 For the past two decades, the majority of women- owned firms have continued to grow at around two times the rate of all firms (42% vs. 24%).* * Key Facts About Women-Owned Businesses. (n.d.). The Center For Women’s Business Research. Retrieved November 5, 2007, from Women-owned businesses – a prime market

8 Client profiles: Two male business owners Age 40 Non-tobacco Occupation class B1 Annual earnings $90,000 each No other coverage or significant unearned income Scenario one

9 Typical Plan Design: Income II NC 90-Day elimination period To age 65 benefit period Monthly benefit: $3,500 base $1,000 SIS $3,000 Catastrophic Disability Benefit Monthly premium: $ each Combined non-Discounted monthly premium: $ Scenario one

10 Client profile: Female Age 40 Non-tobacco Occupation Class D1 Annual earnings $45,000 No other coverage or unearned income Scenario one – add one employee

11 Typical Plan Design: Income I NC 90-Day elimination period Five-year benefit period Monthly benefit: $400 base $600 SIS $1,169 Catastrophic Disability Benefit Non-discounted monthly premium: $40.05 Scenario One – Add One Employee

12 Combined discounted monthly premium: $ $ $25.64 $ Combined non- discounted monthly premium: $ Total monthly savings: $40.52 More than 12% Scenario one – employer-paid multi-life

13 Client profiles: Two female business owners Age 40 Non-tobacco Occupation class B1 Annual earnings $90,000 each No other coverage or significant unearned income Scenario two

14 Typical plan design: Income II NC 90-Day elimination period To age 65 benefit period Monthly benefit: $3,500 base $1,000 SIS $3,000 Catastrophic Disability Benefit Monthly premium: $ each Combined non-discounted monthly premium: $ Scenario two

15 Typical plan design: Income I NC 90-Day elimination period Five-year benefit period Monthly benefit: $400 base $600 SIS $1,169 Catastrophic Disability Benefit Non-discounted monthly premium: $40.05 Scenario two – add one employee

16 Combined discounted monthly premium: $ $25.64 $ Combined non- discounted monthly premium: $ $ Total monthly savings: $ More than 37% Scenario two – employer-paid multi-life

17 Business Overhead Expense Policy 1737 Client profiles: Two female business owners occupation class S Typical plan design: $4,000 Business Overhead Expense $2,000 Business Value Protector 60-day elimination period 18-month benefit period Residual Disability Benefit Non-discounted premium: $68.80 x 2 owners = $ Discounted premium: $59.49 x 2 owners = $ Adding value – cross-selling to BOE

18 Non-discounted: 2 female owners $ Business Overhead Expense$ Total:$ Discounted: 2 female owners$ employee$25.64 Business Overhead Expense$ Total: $ Compare the cost Total monthly savings $ % and added an additional employee

19 Employee reward and retention Flexibility and cost control Premium savings to apply to additional protection Savings on personal coverage Benefits to your client

20 Higher close ratio More referrals Multiple cross-selling opportunities Increased persistency Reduced expenses Want to know more about growing your business with multi-life sales? Contact your local Unum representative or call Unum’s Sales Support Center at Benefits to you

21 Unum is not in any way affilated with the Internet site listed in this document, does not endorse the information it contains and is not responsible for the accuracy of the information. Insurance products are underwritten and services offered by the subsidiaries of Unum Group. Not all companies do business in all jurisdictions. In New York, insurance products are offered by First Unum Life Insurance Company, Provident Life and Casualty Insurance Company and The Paul Revere Life Insurance Company. Policies have exclusions and limitations that may affect any benefits payable. See the actual policy or your Unum representative for specific provisions and details of availability. © 2008 Unum Group. All rights reserved. Unum is a registered trademark and marketing brand of Unum Group and its insuring subsidiaries. PP-227