Working together Income Protection Solutions Presenter’s name The presenter’s title goes on this line

Income is the Foundation Note to presenter – highlight your understanding of their business and introduce the concept of working together to offer clients income protection. For financial professional use only. Not for use in sales situations.

We need to help customers understand the value of their income and all it provides: Paying for everyday expenses and saving for the future! And that it needs to be fully protected. For Producer Information Only. Not For Use In Sales Situations.

For Producer Information Only. Not For Use In Sales Situations. The #1 reason (61%) for taking unexpected early retirement is health problems. Health problems are the #1 reason for unexpected early retirement. We need to focus on helping clients prepare for the impact health issues can have on their future. In some cases, those health problems may result in becoming disabled. 1 The 2014 Retirement Confidence Survey: Confidence Rebounds – for Those with Retirement Plans, Employee Benefits Research Institute 2014 Retirement Confidence Survey underwritten by the Principal Financial Group, March 2014, http://www.ebri.org/pdf/surveys/rcs/2014/EBRI_IB_397_Mar14.RCS.pdf, viewed 09/15 For Producer Information Only. Not For Use In Sales Situations.

For Producer Information Only. Not For Use In Sales Situations. Protecting income helps protect livelihoods and savings for the future. For Producer Information Only. Not For Use In Sales Situations.

Principal Disability Solutions NEED SOLUTIONS Income Protection Individual Disability Income (DI) Core Value Income ProtectionSM Multi-Life DI / Employer Offerings PERSONAL NEEDS Retirement Savings DI Retirement Security Business Protection Overhead Expense Business Loan Protection rider1 Key Person Replacement1 BUSINESS NEEDS Exit Planning Disability Buy-Out (DBO) – NEW offering1 1 2 Principal offers a comprehensive suite of solutions to help individuals and business owners protect their income and business from the threat of a disabling illness or injury. 3 4 1 – Not available in California. Not approved in all states. For Producer Information Only. Not For Use In Sales Situations.

For Producer Information Only. Not For Use In Sales Situations. Benefits For You For Your Clients You don’t have to be the expert Continue to focus on your business Offer a holistic suite of solutions Deepen client relationships Their income and business are protected from a disabling illness or injury They will be able to keep the solutions they already have with you - even if they become disabled. Benefits of working together For Producer Information Only. Not For Use In Sales Situations.

For Producer Information Only. Not For Use In Sales Situations. Who is a good candidate? Ages 30 to 49 Work in white or grey collar occupations (e.g. CPAs, executives, business owners, etc.) Rely on their income Have other financial products with you For Producer Information Only. Not For Use In Sales Situations.

For Producer Information Only. Not For Use In Sales Situations. Case Study Background Solution A CFO of a bottling and distribution company Asked existing advisor about key executive and shareholder benefits beyond what was offered to the rest of the employees The existing advisor brought in a colleague who had more experience with executive benefits Together, the two advisors recommended a solution that helped enhance the executives’ benefits without increasing the company’s costs Simplified DI was a quick and easy way to provide both income protection and the voluntary employee benefits the CFO wanted Most of the executives took advantage of the offer and they benefited from the 20% Multi-Life Discount. Background: The advisor was following up on some old policies. One client, a CFO of a bottling and distribution company, wanted to offer his key executives/ shareholders benefits beyond what the rest of his employees were receiving. The advisor worked with a colleague who has more experience with executive benefits. Solution: Together, the two advisors recommended a solution that helped enhance the executives’ benefits without increasing the company’s costs. Simplified DI was a quick and easy way to provide both income protection and the voluntary employee benefits the CFO wanted. Simplified offered: Fewer routine medical requirements – no blood, urine, exams EKGs or APSs1 Accelerated turn-around once the application and TeleApp interview were completed and received No financial verification when income is less than $150,000 a year The DI RVP participated in enrollment to explain the differences between individual and group coverage and how they work together. Most of the executives took advantage of the offer and they benefited from the 20% Multi-Life Discount.2 1 Unless a significant and undisclosed medical condition is reported by MIB, significant medical information is derived from the TeleApp, or any other disability coverage has been issued or applied for on a non-medical basis. Urine/HIV test is required in Maine. This is not a guaranteed issue program; applications could be rated, ridered or declined. Subject to Issue & Participation limits and minimum premium requirement. 2 Requires three or more employees with a common employer to purchase coverage. Individual DI insurance discount based on gender-neutral rates. Note: The multi-life discount requires three or more employees with a common employer to purchase coverage. Individual DI insurance discount based on gender-neutral rates. For Producer Information Only. Not For Use In Sales Situations.

For Producer Information Only. Not For Use In Sales Situations. Thank you No part of this presentation may be reproduced or used in any form or by any means, electronic or mechanical, including photocopying or recording, or by any information storage and retrieval system, without prior written permission from the Principal Financial Group®. Insurance issued by Principal Life Insurance Company. a member of the Principal Financial Group®.   Not a Deposit | Not FDIC or NCUA Insured | No Bank or Credit Union Guarantee | May Lose Value | Not Insured by any Federal Government Agency Principal Life Insurance Company, Des Moines, IA 50392-0002, www.principal.com DI9586│ 04/2016 │ ©2016 Principal Financial Services For Producer Information Only. Not For Use In Sales Situations.