Total Income Protection Series How to sell a DI policy in 15 minutes Dixon Wells 800-421-3605

Get an outline in your head Sell the need Close the need Sell the solution (product) The policy pays in three ways Guarantees Close the product Sell the premium Close the premium For financial professional use only. Not for use with consumers or the public.

How can employees and owners be compensated? Salary Bonus or Commissions K-1 Pension Health/employee benefits Technology – computers, tablets, phones Perks – golf & health club memberships, Costco, etc. For financial professional use only. Not for use with consumers or the public.

Need for individual disability insurance Avg. Age Number of people in the group 1 2 3 4 5 6 25 58% 82% 92% 97% 99% 30 54% 79% 90% 96% 98% 35 50% 75% 88% 94% 40 45% 70% 84% 91% 95% 45 40% 64% 78% 87% 50 33% 55% 80% 86% 55 25% 43% 57% 68% 1 Odds of incurring a disability of 90 days or longer. Before age 65. Based on Commissioner’s Individual Disability Table B – Equally Weighted, All Occupation Classes, Unisex. For financial professional use only. Not for use with consumers or the public.

What disables a client Source: Principal Disability insurance claims payments issued in 2015. The above is for illustrative purposes only and is not intended as an inclusive representation of all claims. For financial professional use only. Not for use with consumers or the public.

Where is the money going? Major Current Expenses Major Future Expenses Day to Day Expenses Nobody thinks about Health insurance premiums School supplies Rec leagues House maintenance Car maintenance Social outings Family commitments For financial professional use only. Not for use with consumers or the public.

Close the need

The policy pays in 3 ways Total disability Partial disability Catastrophic disability For financial professional use only. Not for use with consumers or the public.

Total disability If you cannot work in your job and are not working in any other job we consider you totally disabled We cannot force you into a new occupation Regular Occupation – you receive 100% of your benefit even if you can’t do your job but go to work in another job For financial professional use only. Not for use with consumers or the public.

Partial (residual) disability If you cannot work in your job full time and suffer a 20% or greater loss of income we will pay a partial benefit We apply the percentage loss to the total disability benefit For financial professional use only. Not for use with consumers or the public.

Catastrophic disability benefit If you cannot perform 2 of 6 Activities of Daily Living; or Cognitively impaired; or Presumptively disabled We pay an additional benefit of up to $8,000 per month For financial professional use only. Not for use with consumers or the public.

Will this policy be there for me in the future? Renewable for life Guaranteed premiums through age 65 Benefits cannot be changed through age 65 unless the client changes them For financial professional use only. Not for use with consumers or the public.

Close the policy benefits Do you feel like this policy would protect you adequately?

Taxation Policy premiums are usually not tax deductible Policy benefits received by disabled owners are tax free For financial professional use only. Not for use with consumers or the public.

Sell the premium Try to get the premium at 2% or less of gross income Ask for the sale and shut up What are you going to do when they say, “I am going to think about it” For financial professional use only. Not for use with consumers or the public.

Close the premium

Thank you For financial professional use only. Not for use with consumers or the public. Disability insurance has limitations and exclusions. 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®. Disability insurance from Principal® is issued by Principal Life Insurance Company. Des Moines, IA 50392-0002, www.principal.com   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, 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. DI9805│ 01/2018 │ ©2018 Principal Financial Services