Dial-In Number: 1-201-479-4595 Meeting Number: 32780534 FHC STUDY GROUP Dial-In Number: 1-201-479-4595 Meeting Number: 32780534 MAY 2016

Welcome Sarah Molitor Mark Sudderberg Jill Frohardt Thanks everyone for being on FHC’s November Study Group Call. A Special thanks to our guest speakers and moderator. We’ll begin our discussion in a moment. But first, I’d like to share what’s new and exciting with First Heartland. Dial-In Number: 1-201-479-4595 Meeting Number: 32780534

Marketing DI Across Generations Today’s topic was suggested but one of wonderful David’s. The FHC team would like to have more suggestions. Please take a moment to fill out the survey that will come shortly after this call and let us know how we are doing, what we can do better and other ideas. The calls are better for everyone when you participate! Let’s get started! Dial-In Number: 1-201-479-4595 Meeting Number: 32780534

Goals Find out how a fellow advisor markets DI to current clients as well as prospects Get tips from Jill Frohardt of The Standard on marketing DI to millennials and find out more about the GME Program To make thse goals happen, we invited Julius Anderson to moderate a discussion between three agents who have excellent staff. Dial-In Number: 1-201-479-4595 Meeting Number: 32780534

Introductions Mark Sudderberg Jill Frohardt Most of us know Julius well, but I see some new faces on the call. Until, recently Julius was David Hoff’s business partner for many years. He is now involved in a consulting business. Julius, can you tell us a little more about that and maybe how that makes you an excellent person to moderate this call? David, David and Dave, Can you tell us how long you been in the financial industry? And maybe what is the focus/specialty of your business? Okay let’s get started! Dial-In Number: 1-201-479-4595 Meeting Number: 32780534

Questions to Consider Do you have an established strategy or structure when discussing DI clients? If so, please share. What are some common obstacles do you have when selling DI and how do you work overcome them? What advice would you give to agents who have never sold DI?       Mark Sudderberg Dial-In Number: 1-201-479-4595 Meeting Number: 32780534

Jill Frohardt Regional Director IDI Sales, The Standard Agenda Marketing to Millennials Graduate Medical Education Programs      Jill Frohardt Regional Director IDI Sales, The Standard Dial-In Number: 1-201-479-4595 Meeting Number: 32780534

Millennials: Who are they? Born between 1981-2001 80 million millennials Largest working generation with greatest buying power ever! Key Characteristics: Motivated Above average income and debt Expect flexibility Digital natives

Importance of Adopting Service Tools for Millennials

Millennials and Disability Insurance Problem #1: Sees little value of face-to-face service/communication Solution: Skype, email and text conversations Problem #2: Yet worth vs Net worth: Solution: Policy flexibility, multiple carrier knowledge Problem #3: Process must be easy: Solution: Simplified UW, DocFast, Web Based Quoting

Marketing Tools Standard DI Website Council for Disability Awareness Millennial Handout

Graduate Medical Education Programs

GME (Graduate Medical Education) Background Current State Opportunity

GME Policy Highlights Graduate Policy Base Benefit $3,500 or $5,000 Future Purchase Option $10,000 Riders Catastrophic & COLA1 Mental Nervous Limitation 2 year limitation Discounts 15% Gender Neutral 1 COLA is selected at institution level. Catastrophic selected by individual applicant. Resident & Fellowship levels also available

GME Participation Targets

GME Keys to Success: 1 2 3 Relationship Access Presence

RFP Reviewed by GME Committee GME RFP Process Submit RFP Document RFP Reviewed by GME Committee Producer Call Offer Letter

Questions for Mark or Jill? Mark Sudderberg Questions for Mark or Jill? Jill Frohardt