Adding Value to Membership Individual Disability Income Insurance With a 10% Member Discount Recommended materials that can support/supplement this discussion: Pub3748BL, Pub3670BL, Pub4929BL Hello and welcome. My name is [name] from [agency] and I’m here to discuss with you a fantastic opportunity [Association] has allowed me to bring to you. Pub6641BL-PPT (05/16) 2016-22723 (Exp. 05 /18)

For Members Only 10% permanent discount on premier, industry-leading: Individual Disability Insurance (DI) Business overhead expense DI Offered through Berkshire Life Wholly owned stock subsidiary of Guardian Strong track record of financial strength Berkshire Life’s Financial Ratings A++ by A.M. Best Company Superior – Highest of 15 ratings AA+ by Standard & Poor’s Very strong – second highest of 22 ratings AA+ by Fitch Very strong – second highest of 21 ratings I’m pleased to announce that [Association] has officially sponsored this Disability Insurance Program, offered through Berkshire Life Insurance Company of America. Through this sponsorship, [Association] members will be able to receive 10% permanent discounts on some of the strongest disability insurance available in the market today. Though some of you may not think this is a big deal, when you consider the alternative to protecting one’s income, you may think differently after hearing what we’ll cover today. [Association] leadership has done their homework and understands the need for you to be protected. It’s clear to me that they want to provide you all with outstanding membership VALUE. The legwork they have done has really made it easier for you to take advantage of this amazing opportunity. The products in this program are offered through the Berkshire Life Insurance Company of America Berkshire is a wholly owned stock subsidiary of Guardian Berkshire Life has a track record of financial strength. 10% Association discount for individual disability policy forms 18ID and 1400 and overhead expense policy form 4200. VitalSigns, May 2016. Ratings are subject to change.

Today’s Discussion Your earning potential How income affects your life’s goals Your vulnerability Your options What makes sense for you In today’s discussion, we’ll review… Your earning potential How income affects your life’s goals Your vulnerability Your options What makes sense for you Let’s begin.

Your Income Potential earnings to age 65 with 3% annual increase Annual Income Age $50,000 $75,000 $100,000 $150,000 $200,000 30 $3,023,104 $4,534,656 $6,046,208 $9,069,312 $12,092,416 35 $2,378,771 $3,568,156 $4,757,541 $7,136,312 $9,515,083 40 $1,822,963 $2,734,444 $3,645,926 $5,468,889 $7,291,852 45 $1,343,519 $2,015,278 $2,687,037 $4,030,556 $5,374,074 50 $929,946 $1,394,918 $1,859,891 $2,789,837 $3,719,782 55 $573,194 $859,790 $1,146,387 $1,719,581 $2,292,775 Most people never stop to consider their potential earnings over time. But it’s quite illuminating. This chart shows the earning potential based on age and annual income levels. A 35-year-old making $150,000 could expect to earn $7.1 million by the time they are 65, assuming 3% annual salary increases. So who has looked at this chart to see what your income earning potential is? Did you have any idea that it looked like that??! Now that you know, are you interested in learning more about protecting it? Makes sense. Let’s move on.

Income Provides for Your Goals Build Wealth Enhance Lifestyle Provide for Family Create a Legacy For those of you that are still not sure, consider for a few moments what your income allows you to do. While it’s important that your earnings be sufficient to cover your living expenses, it is your surplus that goes into building wealth, so that you can achieve the goals you have set for yourself and your family. On this slide, we’re showing the general goals that most people strive for financially. But for many of us, our income also provides for a lifestyle. Would you agree that it is your ability to earn an income that determines your standard of living and supports your lifestyle? Let’s consider some of the specific things your income funds: Your home or condo Utilities and cell phone Travel Pay off student loans Save for retirement or children’s education Your ability to earn an income allows for these things. Only you can decide how important it is to protect that income should you become injured or too sick to work. Earned Income Living Expenses SURPLUS Your Goals

Without an Income Your Goals Fade Build Wealth Enhance Lifestyle Provide for Family Create a Legacy Income STOPS Living Expenses DEFICIT Draining Wealth Should you become too sick or injured to work, and your income stops, your expenses continue. You still have your monthly bills such as mortgage, car payments, living expenses. Sometimes, depending on what’s caused you to stop working you may see new expenses arise, for example, unforeseen medical bills and prescription purchases or health insurance costs, such as COBRA –now that you’re not at work! Suddenly, what used to be a surplus supporting your lifestyle and your wealth accumulation will disappear, and you will quickly be running a deficit. Instead of building wealth, you will be draining it to pay for your mortgage as well as daily expenses, such as food, gas, and groceries. Imagine what will happen to your plans and goals for the future. This is not what we envision for ourselves, but it can and, unfortunately, does happen.

Reality Is – We’re Vulnerable Common causes include: Neck and back pain; joint, muscle and tendon disorders; foot, ankle and hand disorders Cancer Heart and circulatory disorders, strokes Physical Injuries Plus, the reality is, we’re vulnerable. The causes for disabilities are more common than you might think. According to the 2014 Council for Disability Awareness Claims Review, common examples of long-term disabilities include: Neck and back pain; joint, muscle and tendon disorders; foot, ankle and hand disorders Cancer Heart and circulatory disorders, strokes And Physical injuries These are prevalent in our society. Perhaps even in our everyday lives. In fact, it’s likely that even within a small sampling of our closest friends and family, we know someone who may be facing these kinds of challenges. Does anyone know someone that has been too sick or injured to work and went out on disability? What did they have to depend on in the way of financial resources? Did they have income protection in place? It’s hard not to consider or worry about the financial and emotional setbacks a situation like this might cause. But the good news is [ABC Association] has put you in the driver’s seat.

Participation in Other Plans A great start – but do you know your income replacement? Basic plans often have benefit caps Non-traditional forms of income are typically not covered: Bonus compensation Commissions Retirement contributions Could leave high-income earners most vulnerable If you are lucky enough to participate in a group or similar long-term disability plan, it’s likely you will be provided with a basic disability benefit. This is a good start. But make sure you know the details. Typically, these types of plans have a benefit “cap” built in. This could leave the higher-income levels most vulnerable. Plus, you want to make sure your income protection actually protects all forms of income you have, for example: Bonuses Commissions Retirement contributions After all, these forms of income can contribute significantly to our ability to build wealth and pay expenses. Isn’t this income worth protecting?

Add to Your Income Protection Strategy Individual Disability Insurance Individually-owned coverage that can work with other resources to help maximize your income protection Premier, industry-leading products Distinctive features Discounted price So how can you maximize your income protection and add strength to your income protection strategy? Consider purchasing a individual disability insurance policy. An individually-owned policy works with your other resources to maximize your income protection in the event you should become disabled. Let me tell you a little more about our distinctive feature-rich products that are available to you at a discount.

Keeping Your Income Strong Disability Protection with One of the strongest base policies in the industry Non-cancellable and guaranteed renewable Options to tailor coverage for your circumstances Opportunity to protect your own occupation Partial disability benefits Student loan protection Cost of living adjustments Increase coverage as your income grows Program to protect retirement plan contributions With a 10% Premium Discount Our individual disability insurance is offered to you with a permanent 10% discount. It is one of the strongest disability policies you’ll find anywhere. Our base policy is non-cancellable and guaranteed renewable. It includes many built-in features. We offer numerous options to let you tailor coverage to suit your needs and preferences. Options include: (list) And best of all, as an [Association] member, you’ll receive a permanent 10% discount on this premier coverage. Now let’s talk about keeping your retirement plans on-track in the event of a disability. 10% Association discount available on policy form s 18ID and 1400. Retirement Protection Plus is not a pension plan or a substitute for one. This policy provides disability insurance only. It does not provide basic hospital, basic medical or major medical insurance as defined by the New York State Insurance Department. The expected benefit ratio for this policy is 50%. This ratio is the portion of future premiums that the company expects to return as benefits, when averaged over all people with this policy. Disability income policy 1400 underwritten and issued by Berkshire Life Insurance Company of America, Pittsfield, MA, a wholly owned stock subsidiary of The Guardian Life Insurance Company of America, New York, NY. Product availability, provisions and features may vary by state. Optional riders are available for an additional premium.

Keeping Your Retirement Strategy Strong Retirement Protection Plus Program Helps replace retirement contributions Disability benefits are paid into a trust Investment directed by you Proceeds distributed at age 65 With a 10% Premium Discount* Should you become too sick or injured to work our Retirement Protection Plus Program* could help replace retirement contributions and work to keep your retirement strategy strong Disability benefits are paid into a trust with investments directed by the insured. Trust funds are distributed at age 65. With our program, you can feel confident that you have done the best you can to protect your retirement savings. Do we have any small business owners in our audience today? Note to presenter: If yes, continue to next slide, if not skip next 2 slides. *Retirement Protection Plus is not a pension plan or a substitute for one.

With a 10% Premium Discount Keeping Your Business Strong With a 10% Premium Discount Overhead Expense Disability Insurance Helps cover business’s overhead expenses such as: Employee’s salary Rent Cost to replace you Another premier product that members of [abc association] are offered through this program is business overhead expense DI. This coverage helps to ensure that, in the event of a disability, your business’s routine overhead expenses can continue to get paid. Expenses such as employees’ salaries, rent or the cost of a temporary replacement for you are included. 10% Association discount for overhead expense policy form 4200.

Advantages Are Real You “lock in” the cost for the life of your policy Benefits are not offset by other income sources Benefits are tax-free when premiums are paid with after-tax dollars Can adjust coverage to meet changing needs Coverage cannot be cancelled (except for non-payment of premiums) You Own the Policy and can take it with you whenever you change jobs. In summary, the advantages of disability insurance are real. Unlike other forms of insurance (such as auto or health care insurance), the cost of a high-quality individual disability insurance policy is guaranteed until age 65 or 67. Benefits cannot be modified. Coverage cannot be cancelled as long as you continue paying premiums. There is no offset to the benefits from other income sources or government programs. If you pay for the coverage yourself, any benefits you receive will be tax free. An individual policy gives you maximum flexibility to adjust coverage to meet your changing needs (such as increases in your income). Most important, You own the policy, which means that you can take it with you as you move from one business to another. This information is offered for the purpose of education and information and is not intended to constitute tax or legal advice. Please consult your personal tax or legal advisor on your specific situation.

Next Steps Illustration/Proposal Complimentary Income Analysis Specifically for [ABC Association] Members 10% Premium Discount Complimentary Income Analysis Make an appointment Essentially, after hearing everything you heard today, you need to do what’s best for you. The premium rates for your disability insurance will be based on the benefits you’ve selected, your age and other factors, such as your occupation. If you’re interested I can run a sample proposal for you that can help you better understand how this insurance will work to protect your income or your business. Or, if you like, I can provide you with a complimentary Income Analysis. This can help us take a look at your specific situation to help define the best solution for you. And don’t forget the substantial advantage you enjoy as a member of [Association]: You’ll receive a 10% permanent discount on the disability insurance coverage discussed here today.

Thank You Questions? If you’re unable to schedule an appointment, please let me provide you with some additional information so that you can begin learning how our products and services can truly provide you with terrific income protection. I’d welcome the opportunity to help you protect the income you’ve come to rely on. Thank you for your time today. Individual disability income products underwritten and issued by Berkshire Life Insurance Company of America, Pittsfield, MA, a wholly owned stock subsidiary of The Guardian Life Insurance Company of America (Guardian), New York, NY, or provided by Guardian. Product provisions and availability may vary by state. Optional riders are available for an additional premium. 10% Association discount for individual disability insurance policy forms 18ID and 1400 and overhead expense policy form 4200. This presentation is provided for informational purposes only and should not be considered tax or legal advice.  You should consult your tax, legal, or accounting professional regarding your individual situation.