Retirement Protection Plus Program Note: This presentation is intended for employees who are eligible to participate in a voluntary employer-sponsored program. Thanks for taking the time to see me today. I want to discuss an important concept with you - one of which few people are aware. The concept is protecting your retirement savings plan in case you become sick or injured, and are unable to work. Our Retirement Protection Plus program gives you a fallback plan. 8564-11-09 Protection for Retirement Plan Contributions Disability insurance Policy Forms 1400 or 1500 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. Policy provisions and features may vary from state to state. Retirement Protection Plus is not a pension plan or a substitute for one. 8564-11-09 2009-11697

Your Retirement Plan Saving for retirement is one of the most critical financial issues that you face But to assure an adequate retirement income, you must be able to work and contribute to your plan Saving for retirement is one of the most critical financial issues that we all face, and that is why you contribute to your company’s retirement plan. But think about it - to complete even the best-thought-out plan, and to assure an adequate retirement income, you must be able to work and to contribute to the plan.

A Question If sickness or injury made you unable to work, what would happen to your retirement plan? Ask yourself this question: If sickness or injury made you unable to work, what would happen to your retirement plan?

Your Retirement Plan is Vulnerable Contributions continue only as long you remain on the payroll. Group and individual disability insurance do not cover retirement plan contributions The fact is that if you are disabled, your retirement plan is also disabled. The reason is that your contributions to a plan – as well as those of your employer – can continue for only as long as you remain on the payroll. Many people fail to realize that if they became disabled and could not work for an extended period of time, all employee and employer contributions come to a stop. And group or individual disability policies do not normally cover retirement plan contributions. Let’s look at the impact that disability can have on a person’s retirement savings plan.

What’s the Impact? Individual age 35 works to age 65 and makes $1,500 monthly contributions to a defined contribution plan. To understand the impact of a disability, consider this: If you were age 35 and contributing $1,500 monthly to a retirement plan, your savings could grow to $2,235,539. (Assumes annual rate of return of 8% compounded, with no disbursements taken prior to age 65. For illustration purposes only. Actual results will vary.) If you were to become disabled at age 36 and could no longer contribute to a plan, the contributions made prior to disability would accumulate to only $188,572, assuming the same rate of growth. The potential loss of retirement savings amounts to $5,046,967. $2,235,539* Age *Assumes annual rate of return of 8% on retirement contributions with no disbursements taken prior to age 65. This rate is for Illustration purposes only. Actual results may vary.

Retirement Protection Plus Helps to protect retirement income in the event of a serious disability Pays benefits to replace lost retirement plan contributions Retirement Protection Plus. This program helps to protect retirement income in the event of a serious disability. It provides the means to pay benefits to help replace your lost retirement plan contributions.

How It Works Funded by an individual disability income policy, or by a special rider attached to a policy Can replace 100% of current retirement plan contributions, including employer contribution Not a pension plan or a substitute for one How does it work? First of all, the Retirement Protection Plus program is funded by an individual disability income policy, or by a special rider attached to a policy. Under the program we can replace up to 100% of current retirement plan contributions, including both your contribution and your employer’s contributions. It is important to understand that Retirement Protection Plus is not another pension plan, nor is it a substitute for a pension plan.

How It Works Benefits are paid directly into a special trust Trustee is Berkshire Bank, Pittsfield, MA Trust assets are invested by trustee at your direction Trust assets distributed at age 65 What happens is this: If you become totally disabled and cannot work, benefits are paid directly into a special trust. This trust will be established specifically to receive policy benefits should disability occur. The trustee is currently Berkshire Bank, Pittsfield, MA. Berkshire Bank utilizes investments not covered by FDIC or DIF depositor's insurance. These products are subject to investment risk and may lose value. Berkshire Bank is not affiliated with Berkshire Life Insurance Company of America, Pittsfield, MA or The Guardian Life Insurance Company of America, New York, NY. The assets in the trust are then invested for your benefit, and at your direction. Trust proceeds are held for you and distributed to you at age 65 to help replace your lost retirement savings.

Retirement Protection Plus Program benefits… Protect your retirement savings Discounted premium cost You own the policy In summary, I think you will agree that the Retirement Protection Plus program can give you peace of mind, by helping you to protect your retirement savings. Your employer’s program entitles you to a discounted premium on coverage. And you own the policy, which means that you can take it with you if you leave your current employer. (Begin fact-finding to determine particulars of the prospect’s retirement plan.)

Next Steps Determine the level of protection you want Complete an application To get started, we’ll first determine the level of protection you want. (Note: we can protect both an employee’s full contribution, plus what the firm contributes. Alternatively, we can simply provide coverage of up to 15% of an employee’s income, if a voluntary program – or 19% if the company funds the disability policy – without actual proof of contributions or proof of existence of a qualified plan.) Complete an application for insurance. (Begin fact-finding.)

Retirement Protection Plus Program Thank you. Protection for Retirement Plan Contributions *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, New York, NY (Guardian). Product provisions and features may vary by state. 8564-11-09 2009-XXXX