Income Protection Jeopardy Let’s play! To use this game, please put the PowerPoint in “presentation mode.” You can do this by going to “slide show”, “view show.” On slide 2, you’ll notice that there are 5 categories with 5 statements each. As with Jeopardy, the statements get more difficult as you go through the category (100 would be easiest, 500 the most difficult). You can choose to keep score if you like. To run: Click on the value the player wants in the category the player selects. This will take you directly to the statement. Read it aloud. Allow the player to answer the question before clicking on the slide (to move it forward to the next slide with the answer). The player should answer the statement in the form of a question. To go back to the main board, hit the Principal Logo at the bottom the answer slide. This will take you back to the main board. The statement you just selected will now be “blacked out” – indicating that it has been done. There is a final question at the end of the PowerPoint for tie-breakers.

DI2564-2 | 01/2017 | ©2017 Principal Financial Services, Inc. Eleanor M. Savko 12/18/2017 Please remember to abide by the company’s policy on disclosure of compensation. You can obtain more information, as well as a disclosure form, at www.principal.com. No part of this presentation may be reproduced or used in any for or by any means, electronic or mechanical, including photocopying or recording, or by any information storage and retrieval system, without prior written permission from Principal®. Principal, Principal and symbol design and Principal Financial Group are trademarks and service marks of Principal Financial Services, Inc., a member of the Principal Financial Group. Disability insurance from Principal® is issued by Principal Life Insurance Company, 711 High Street, Des Moines, IA 50392. Disability Insurance has limitations and exclusions. For costs and coverage details, contact your local representative. DI2564-2 | 01/2017 | ©2017 Principal Financial Services, Inc. For financial professional use only. Not for with consumers or the public. 2

The Need Sales Programs & Discounts Underwriting & Service IDI Products Key Differentiators 100 100 100 100 100 200 200 200 200 200 300 300 300 300 300 400 400 400 400 400 To use this game, please put the PowerPoint in “presentation mode.” You can do this by going to “slide show”, “view show.” On slide 2, you’ll notice that there are 5 categories with 5 statements each. As with Jeopardy, the statements get more difficult as you go through the category (100 would be easiest, 500 the most difficult). You can choose to keep score if you like. To run: Click on the value the player wants in the category the player selects. This will take you directly to the statement. Read it aloud. Allow the player to answer the question before clicking on the slide (to move it forward to the next slide with the answer). The player should answer the statement in the form of a question. To go back to the main board, hit the Principal Logo at the bottom the answer slide. This will take you back to the main board. The statement you just selected will now be “blacked out” – indicating that it has been done. There is a final question at the end of the PowerPoint for tie-breakers. 500 500 500 500 500 Bonus Question For financial professional use only. Not for use with consumers or the public.

An interactive tool that helps show clients the need for income protection and provides a cost estimate. The answer is… For financial professional use only. Not for use with consumers or the public.

principal.com/calculatemyneed What is the Income Protection Calculator? Principal.com/DICalc principal.com/calculatemyneed Back to the game board For financial professional use only. Not for use with consumers or the public.

A graphic representation that shows how income is the foundation of your clients’ financial plans. The answer is… For financial professional use only. Not for use with consumers or the public.

What is the financial pyramid? Back to the game board For financial professional use only. Not for use with consumers or the public.

“A disability won't happen to me.” “Disability insurance is too expensive.” “I can take care of myself in the event I become disabled.” The answer is… For financial professional use only. Not for use with consumers or the public.

Eleanor M. Savko 12/18/2017 What are common sales objections to the purchase of Individual Disability Income insurance? Back to the game board For financial professional use only. Not for use with consumers or the public.

An industry-wide education campaign that occurs during May. The answer is… For financial professional use only. Not for use with consumers or the public.

What is Disability Insurance Awareness Month (DIAM)? Back to the game board For financial professional use only. Not for use with consumers or the public.

3 – Health and wellness solutions 1 – Business protection 2 – Income protection 3 – Health and wellness solutions The answer is… For financial professional use only. Not for use with consumers or the public.

What are the top 3 priorities of business owners? Back to the game board For financial professional use only. Not for use with consumers or the public.

A streamlined underwriting program that provides an accelerated decision. The answer is… For financial professional use only. Not for use with consumers or the public.

What is Simplified Underwriting? Watch the video at principal.com/DIYouTube Back to the game board For financial professional use only. Not for use with consumers or the public.

A program that helps clients continue to save for retirement in the event of a disability. The answer is… For financial professional use only. Not for use with consumers or the public.

What is DI Retirement Security? Watch the video at principal.com/DIYouTube Back to the game board For financial professional use only. Not for use with consumers or the public.

A 20% discount for cases with three or more employees with a common employer. The answer is… For financial professional use only. Not for use with consumers or the public.

What is the Multi-Life Discount? Eleanor M. Savko 12/18/2017 What is the Multi-Life Discount? Not available for medical or dental residency cases. Back to the game board For financial professional use only. Not for use with consumers or the public.

Offering business clients both Principal Life Individual and Group Disability Insurance. The answer is… For financial professional use only. Not for use with consumers or the public.

What is Combination Disability? Back to the game board For financial professional use only. Not for use with consumers or the public.

A discount for certain affiliated groups. The answer is… For financial professional use only. Not for use with consumers or the public.

What is the Affiliation Discount? Not approved in all states; not available in California. For state approval information, visit www.principal.com/distateapprovals. Back to the game board For financial professional use only. Not for use with consumers or the public.

A comprehensive source of information for all of the individual disability insurance products provided by Principal, sales programs and underwriting guidelines. The answer is… For financial professional use only. Not for use with consumers or the public.

What is the IDI Product Description and Underwriting Guide? Back to the game board For financial professional use only. Not for use with consumers or the public.

The Principal producer website – your one stop shop for information. The answer is… For financial professional use only. Not for use with consumers or the public.

What is Advisor Digital? Eleanor M. Savko 12/18/2017 What is Advisor Digital? advisors.principal.com For complete access, a username and password is required. You must be appointed and licensed with Principal Life to obtain. Back to the game board For financial professional use only. Not for use with consumers or the public.

97 percent of responders agree. The answer is… For financial professional use only. Not for use with consumers or the public.

Eleanor M. Savko 12/18/2017 What is the percentage of Principal claimants that were satisfied with their experience with Principal® in 2016? Source: Principal® 2016 Individual Disability Insurance Claimant Satisfaction Survey. Back to the game board For financial professional use only. Not for use with consumers or the public.

A policy that is issued other than applied for (for example with a rider, reduced benefits, higher premium charge, exclusion, etc.) The answer is… For financial professional use only. Not for use with consumers or the public.

What is a modified policy? Back to the game board For financial professional use only. Not for use with consumers or the public.

Income/financial, occupation and medical issues. The answer is… For financial professional use only. Not for use with consumers or the public.

What are three main criteria for individual disability insurance underwriting? Back to the game board For financial professional use only. Not for use with consumers or the public.

Replaces a portion of earned income lost due to a disability. The answer is… For financial professional use only. Not for use with consumers or the public.

What is Individual Disability Income insurance? Back to the game board For financial professional use only. Not for use with consumers or the public.

Reimburses a business owner for fixed expenses incurred during a disability. The answer is… For financial professional use only. Not for use with consumers or the public.

What is Overhead Expense insurance? Back to the game board For financial professional use only. Not for use with consumers or the public.

Provides benefits to the business when a key employee becomes disabled. The answer is… For financial professional use only. Not for use with consumers or the public.

What is Key Person Replacement insurance? Back to the game board For financial professional use only. Not for use with consumers or the public.

Funds the purchase of a totally disabled business owner's interest under a buy-sell agreement. The answer is… For financial professional use only. Not for use with consumers or the public.

What is Disability Buy-Out insurance? Back to the game board For financial professional use only. Not for use with consumer or the public.

A rider, available at no cost, that provides insureds the opportunity to increase their coverage without proving medical insurability. It’s available on three of the four products. The answer is… For financial professional use only. Not for use with consumers or the public.

What is the Benefit Update rider? Back to the game board For financial professional use only. Not for use with consumers or the public.

Two business solutions that protect key persons and business loan obligations in the event of a disability. The answer is… For financial professional use only. Not for use with consumers or the public.

What are Key Person Replacement insurance and the Business Loan Protection rider? Go to: principal.com/distateapprovals to find out if these solutions are approved in the states you do business. Back to the game board For financial professional use only. Not for use with consumers or the public.

Your wholesaling team, the National Sales Desk, direct access to underwriting staff, etc. The answer is… For financial professional use only. Not for use with consumers or the public.

What is a dedicated unit that provides help before, during and after the sale for large multi-life cases? Back to the game board For financial professional use only. Not for use with consumers or the public.

Places/resources a producer can go to for service and support. The answer is… For financial professional use only. Not for use with consumers or the public.

What is the DI Solutions Center? Back to the game board For financial professional use only. Not for use with consumers or the public.

A telephone application process that is a convenient alternative to the traditional application. The answer is… For financial professional use only. Not for use with consumers or the public.

What is the TeleApp Interview? Back to the game board For financial professional use only. Not for use with consumers or the public.

Competitive first year commissions Bonus opportunities Tiered renewals The answer is… For financial professional use only. Not for use with consumers or the public.

What is Principal’s competitive compensation offering? Back to the game board For financial professional use only. Not for use with consumers or the public.

Final “Jeopardy!” Question Your carrier of choice for selling Individual Disability Insurance The answer is… For financial professional use only. Not for use with consumers or the public.

What is Principal®? For financial professional use only. Not for use with consumers or the public.

DI2564-2 │01/2017 │®2017 Principal Financial Services, Inc. Thank you For more information about any of the concepts or products presented here, contact your local IDI sales team. For more information about any of the concepts or products presented in this game, please contact your local IDI sales team. DI2564-2 │01/2017 │®2017 Principal Financial Services, Inc. For financial professional use only. Not for use with consumers or the public.