UW NICHES FOR COMMON RISKS Welcome everybody. For those new faces in the room I am XXXXXX from CompEdge Financial and we are on of your primary resources when it comes to Life Insurance, Annuities & Asset-Based Long Term Care Insurance. Today we are here to talk about “Life” in the Military. Now don’t worry…as someone who did not serve in the armed forces I am not here today to speak to the trials & tribulations of a military career and there will be no PT Test as part of today’s training. What we are going to talk about however are the sales opportunities that exist in which life insurance can play a significant role in protecting one throughout & beyond their military career. Landon Cain Sales & marketing consultant CompEdge Financial For Advisor Use Only

TODAY’S AGENDA… UNDERWRITING QUIZ THE RISK ASSESSMENT PROCESS Name that underwriting class? THE RISK ASSESSMENT PROCESS Where to find the forms Why gathering as much information as possible can be most beneficial Preparing your client for what is to come 624-E & 660-E FORM REVIEW What are these used for? How can this make your business more efficient? HOW OUR CARRIERS VIEW COMMON HEALTH RISKS Review Carrier UW Niches View Supplemental Forms for each Common Risk Look at how each our carriers view these risks & what they look for Specifically we will cover the following 4 topics: THE MILITARY OPPORTUNITY What is the Opportunity when working with Young Active Duty Service Members? Who is your Competition? GETTING STARTED WITH YOUNG ACTIVE DUTY Cash Management Visual to support the Military Planning Initiative (MPI) Risk Management Visual to support 5-5-10 Commitment THE ROLE OF OPAIs THROUGHOUT A MILITARY CAREER Revisiting the 5-5-10 Visual OPAI Conversations - Advisor Panel OPAI Comparison Case Study LIFE INSURANCE & THE SBP DECISION SBP Case Study How purchasing WL along the way helps Don’t let the VA get in the way! For Advisor Use Only

CASE STUDY… THE CLIENT Male Age 24 (Nearest Age 25) Client Build: Height - 5’6” Weight – 187lbs No health issues & is a Non-smoker Aviator Thank you for your time today and can we get a quick round of applause for your fellow advisors! Now I want to end the OPAI section of this presentation by speaking to a template we at CompEdge routinely use when comparing taking an existing OPAI option with AG vs taking a new policy (assuming healthy enough to do so) with either Transamerica Premier or Liberty National. As many of you know, a few years back AG made the decision to increase rates on their Elite Whole Life policy, drop commissions and stop new sales of the product as well. That is what led to this template and our hope is that the next slide will help show you an opportunity that is available to you that you may not have been aware existed! Now then template is more than the one slide we are about to look at but our goal with the template is that when your client has an All-American, Old Line or AG OPAI/GIO option coming up that we can help show you and the client how taking a combination of said option in addition to a new Trans Premier or Liberty National policy could put them in a much more advantageous situation long term. Here we have a Female, Age 24 (nearest Age 25) who had a current Elite Whole Life policy for $25k that her parents bought for her back in the day. It has a $25k GIO Rider as well as WP Rider on it and she has her first option coming up at Age 25! The client is a healthy non-smoker which means other options outside of the GIO Rider may exist so let’s explore those options! For Advisor Use Only

CASE STUDY… THE CLIENT Female Age 41 (Nearest Age 42) Client Build: Height - 6’1” Weight – 237lbs Current Health Issues – PTSD & High Blood Pressure (controlled with medication) No other health issues & is a Non-smoker Thank you for your time today and can we get a quick round of applause for your fellow advisors! Now I want to end the OPAI section of this presentation by speaking to a template we at CompEdge routinely use when comparing taking an existing OPAI option with AG vs taking a new policy (assuming healthy enough to do so) with either Transamerica Premier or Liberty National. As many of you know, a few years back AG made the decision to increase rates on their Elite Whole Life policy, drop commissions and stop new sales of the product as well. That is what led to this template and our hope is that the next slide will help show you an opportunity that is available to you that you may not have been aware existed! Now then template is more than the one slide we are about to look at but our goal with the template is that when your client has an All-American, Old Line or AG OPAI/GIO option coming up that we can help show you and the client how taking a combination of said option in addition to a new Trans Premier or Liberty National policy could put them in a much more advantageous situation long term. Here we have a Female, Age 24 (nearest Age 25) who had a current Elite Whole Life policy for $25k that her parents bought for her back in the day. It has a $25k GIO Rider as well as WP Rider on it and she has her first option coming up at Age 25! The client is a healthy non-smoker which means other options outside of the GIO Rider may exist so let’s explore those options! For Advisor Use Only

Where to find these forms and why more information is better? THE RISK ASSESSMENT PROCESS Where to find these forms and why more information is better? For Advisor Use Only

Underwriting Resources on the CompEdge website… 624-E Forms For Advisor Use Only

Underwriting tools on the CompEdge website… For Advisor Use Only

Upload Completed 624-E Forms Underwriting Resources on the CompEdge website… Upload Completed 624-E Forms For Advisor Use Only

Underwriting Resources on the CompEdge website… For Advisor Use Only

RISK Assessment email to the underwriters… For Advisor Use Only

RISK Assessment Response You Receive back… For Advisor Use Only

HOW CAN THESE FORMS MAKE YOUR BUSINESS MORE EFFICIENT? 660-E & 624-E FORMS HOW CAN THESE FORMS MAKE YOUR BUSINESS MORE EFFICIENT? For Advisor Use Only

660-e Underwriting prep sheet… This form is out there to help you find out your clients health risks prior to your appointment. For Advisor Use Only

624-e Underwriting expectations form… For Advisor Use Only

624-e Underwriting expectations form… CompEdge also has underwriting questions for several other chronic conditions. If you’re not sure, check with us to see if we have questions on a specific disease. If we do you we will send you the questions and the blank page of the 624-E is where you will write those questions and answers. This page is for details on your clients underwriting issue. The MORE information you provide an underwriter up front the more accurate the estimated rating will be! For Advisor Use Only

What are each carrier’s UW niches? CARRIER UW NICHES What are each carrier’s UW niches? For Advisor Use Only

Underwriting Niches… Transamerica Premier Higher Active Duty Non-Medical Requirements E4 with Home Office Approval Insurability Favorable Underwriting for Clients with Certain Health Conditions: Diabetes Specific types of cancer Sleep Apnea For Advisor Use Only

Underwriting Niches… Liberty National Will underwrite Special Operations Personnel Favorable Underwriting for Aviators Lower Annual Income Requirements for Owners - $25k High Non-Medical limits for younger Civilians 15 & 20 Yr Level Term Rider Availability Good for Clients who won’t qualify for OPAI Use a Term policy to “self create” additional permanent policy through partial conversions For Advisor Use Only

Underwriting Niches… Non-Medical Limits Transamerica Premier Liberty National Active Duty Civilian 0-18  Up to $99K 19-29  Up to $350K 30-35  Up to $300K 36-40  Up to $250K 41-49  Up to $199,999 50-59  Up to $99,999 60+  Up to $49,999 0-35  Up to $99,999 35-59  UP to $99,999 0-18  Up to $200K 19-35  Up to $200K 36-40  Up to $125K 41-45  Up to $75K 46-50  Up to $50K 51-60  Up to $25K 0-30  Up to $150K 31-35  Up to $100K 36-40  Up to $50K 41-45  Up to $25K 46-60  Up to $15K For Advisor Use Only

Underwriting Niches… lINCOLN Clients Age 55+ Liberal Underwriting for Clients with Health Conditions: PTSD Diabetes Multiple Sclerosis Table Reduction Program on GUL/SGUL/VUL/SVUL Policies Up to a Table C rating automatically reduced to Standard for clients up to Age 70 Non-Cigarette Tobacco Program Clients who use any form of NICOTINE, other than a Cigarette or E-Cigarette may qualify for Standard Non Tobacco as long as it is admitted on the application. No cigarette use within past year. For Advisor Use Only

Underwriting Niches… ANICO GUL & Term Rate Classes: $25,000-$250,000 ($50k min for Term): Std. NT & Std. Tobacco $250,001+ Pref. Plus, Pref., Std. Plus & Std. NT Pref. & Std. Tobacco Favorable Underwriting for Clients with Certain Health Conditions: Sleep Apnea – preferred rate available for individuals who are well controlled and treatment compliant Coronary Artery Disease Cigar and Smokeless Tobacco Program Pref. Plus rates for Occasional Cigar and Smokeless Tobacco Users less than 2 x per month Urine specimen negative for nicotine Aviation Certain Aviation Flat Extras up to $2.50 will be removed as part of Eagle Advantage Program Flat Extras can be reduced or removed with change of flight status or job change For Advisor Use Only

Underwriting Niches… ANICO EAGLE ADVANTAGE PROGRAM For Advisor Use Only

COMMON RISKS & CARRIERS Common health issues we see at CompEdge and which carrier is the best fit? For Advisor Use Only

AVIATION 624-B FORM… For Advisor Use Only The best place to start our presentation today is to look at the opportunity that exists to help young active duty members right from the ground floor as they begin their careers. Each year on average ~60,000 E-5s & O-1s enter into the military…a staggering number. In 2016, 1,500 of these individuals became First Command clients. This means that while you are doing an incredible job of serving those young active duty members you come across, there is still a large “chunk of the pie” if you will that needs to hear from you! In addition, every year more than 60,000 leave the military! With the new Blended Retirement System leading to even more choices to be made for those getting out (in addition to the choices that were already in place) it is more important than ever that these folks have a plan. The key word there is PLAN which can only be truly accomplished with a planning firm such as First Command. This leads me to a question…which is if only 1,500 of these folks out of 60,000 became First Command clients last year then what are the other 58,500 doing and who are the competitors that many of these service members may be turning to? For Advisor Use Only

Diabetes 624-D Form For Advisor Use Only The best place to start our presentation today is to look at the opportunity that exists to help young active duty members right from the ground floor as they begin their careers. Each year on average ~60,000 E-5s & O-1s enter into the military…a staggering number. In 2016, 1,500 of these individuals became First Command clients. This means that while you are doing an incredible job of serving those young active duty members you come across, there is still a large “chunk of the pie” if you will that needs to hear from you! In addition, every year more than 60,000 leave the military! With the new Blended Retirement System leading to even more choices to be made for those getting out (in addition to the choices that were already in place) it is more important than ever that these folks have a plan. The key word there is PLAN which can only be truly accomplished with a planning firm such as First Command. This leads me to a question…which is if only 1,500 of these folks out of 60,000 became First Command clients last year then what are the other 58,500 doing and who are the competitors that many of these service members may be turning to? For Advisor Use Only

High Blood Pressure 624-H Form The best place to start our presentation today is to look at the opportunity that exists to help young active duty members right from the ground floor as they begin their careers. Each year on average ~60,000 E-5s & O-1s enter into the military…a staggering number. In 2016, 1,500 of these individuals became First Command clients. This means that while you are doing an incredible job of serving those young active duty members you come across, there is still a large “chunk of the pie” if you will that needs to hear from you! In addition, every year more than 60,000 leave the military! With the new Blended Retirement System leading to even more choices to be made for those getting out (in addition to the choices that were already in place) it is more important than ever that these folks have a plan. The key word there is PLAN which can only be truly accomplished with a planning firm such as First Command. This leads me to a question…which is if only 1,500 of these folks out of 60,000 became First Command clients last year then what are the other 58,500 doing and who are the competitors that many of these service members may be turning to? For Advisor Use Only

PTSD 624-I Form For Advisor Use Only Further Information Needed: Client Build/Overall Health History/Family History (Questions on 624e) Prescriptions client may be taking Certainty of diagnosis (does client think they have PTSD or have they been clinically diagnosed with PTSD) Are there any additional psychiatric diagnoses (anxiety) Whether triggering event for PTSD is still present Duration of symptoms and date of last symptoms Details of treatment (including counseling and support groups),  compliance, and recovery Any history of hospitalizations or suicide attempts (if yes give dates and reason for hospitalization, or triggering event for suicide attempt) Details of missed work or school since PTSD Diagnosis (has client missed any work or school due to condition, if so frequency and duration) Any history of alcohol or other substance misuse Any adverse Motor Vehicle Record information Details of social or occupational function Any secondary medical issues – Ex. Chronic Pain, high blood pressure, diabetes, heart conditions Any family history of depression/suicide The best place to start our presentation today is to look at the opportunity that exists to help young active duty members right from the ground floor as they begin their careers. Each year on average ~60,000 E-5s & O-1s enter into the military…a staggering number. In 2016, 1,500 of these individuals became First Command clients. This means that while you are doing an incredible job of serving those young active duty members you come across, there is still a large “chunk of the pie” if you will that needs to hear from you! In addition, every year more than 60,000 leave the military! With the new Blended Retirement System leading to even more choices to be made for those getting out (in addition to the choices that were already in place) it is more important than ever that these folks have a plan. The key word there is PLAN which can only be truly accomplished with a planning firm such as First Command. This leads me to a question…which is if only 1,500 of these folks out of 60,000 became First Command clients last year then what are the other 58,500 doing and who are the competitors that many of these service members may be turning to? For Advisor Use Only

Sleep Apnea 624-O Form For Advisor Use Only The best place to start our presentation today is to look at the opportunity that exists to help young active duty members right from the ground floor as they begin their careers. Each year on average ~60,000 E-5s & O-1s enter into the military…a staggering number. In 2016, 1,500 of these individuals became First Command clients. This means that while you are doing an incredible job of serving those young active duty members you come across, there is still a large “chunk of the pie” if you will that needs to hear from you! In addition, every year more than 60,000 leave the military! With the new Blended Retirement System leading to even more choices to be made for those getting out (in addition to the choices that were already in place) it is more important than ever that these folks have a plan. The key word there is PLAN which can only be truly accomplished with a planning firm such as First Command. This leads me to a question…which is if only 1,500 of these folks out of 60,000 became First Command clients last year then what are the other 58,500 doing and who are the competitors that many of these service members may be turning to? For Advisor Use Only

THANKS That is all! Thank you for your time today and let me know if you have any questions I can answer. Thanks! Phone: 800-431-4245 email: sales@compedgeusa.com