With Modified Offers Increase Your Success October 28, 2019 For producer use only. Not for use with consumers.

Overview of Modified Offers When the underwriting process reveals information that was not evident from an application, The Standard’s underwriters look at the whole picture and may try to create an offer of coverage in light of the new information. In these cases you are likely to receive a modified offer, sometimes more than one, so your customers have a choice of coverage. October 28, 2019 13929PPT (8/19) SI/SNY

These Are Good Offers of Coverage Some choices may mean premiums for your customers are lower than the premiums for unmodified offers would have been. October 28, 2019 13929PPT (8/19) SI/SNY

How to Increase Your Success in Placing Modified Offers

Take Time to Get to Know Your Customers Spend enough time with your customers so you understand their lifestyles and insurability. Find Out: What are their hobbies? Do they work at home, in an office or somewhere else? October 28, 2019 13929PPT (8/19) SI/SNY

Take Time to Get to Know Your Customers What are their medical histories? It’s crucial you know the answer to this question. Speak to your customers about the types of medical issues that could impact their insurability. October 28, 2019 13929PPT (8/19) SI/SNY

Set Expectations By far, the most important aspect of selling modified offers is preparing your customers and setting expectations. Help your customers understand that even though they may be feeling fine at the time of their applications, for underwriting purposes, previous conditions might be considered and result in modified offers. October 28, 2019 13929PPT (8/19) SI/SNY

Set Expectations Applicants may not think about conditions for which they take maintenance medications, such as high blood pressure, depression or medical equipment like C-PAP machines for sleep apnea, when they are not currently experiencing symptoms. October 28, 2019 13929PPT (8/19) SI/SNY

Set Expectations As you prepare quotes, explain quote details to your customers to ensure the offers of insurance do not differ from their expectations. Explain what the offer of coverage may look like once the underwriters have the complete picture. October 28, 2019 13929PPT (8/19) SI/SNY

Help Your Customers Understand the Value of Modified Offers

Help Your Customers See the Whole Picture Help them understand that for the any one item excluded, there are always a host of other important conditions that are covered. Ask, “What will you do if any of the other conditions happen to you?” October 28, 2019 13929PPT (8/19) SI/SNY

Try This Draw a circle. October 28, 2019 13929PPT (8/19) SI/SNY

Try This Fill the circle with dots. As you do so, say, “You have coverage for this and this and this” and so on. October 28, 2019 13929PPT (8/19) SI/SNY

Help Your Customers See the Whole Picture Then point to one dot and say “You are not covered for this.” October 28, 2019 13929PPT (8/19) SI/SNY

Revisit the Need for Disability Income Insurance

Disabilities Have Many Causes This example is provided only to show a breakdown of The Standard’s open claims above as of Jan. 31, 2019 without regard to the decision made on each claim. Having the conditions listed does not establish disability. Each claim is evaluated on its own merits and according to the terms of the policy. October 28, 2019 13929PPT (8/19) SI/SNY

The Length of Disabilities Is Tending to Increase Could your customers manage financially if they were unable to earn an income for this length of time? October 28, 2019 13929PPT (8/19) SI/SNY

When You Deliver a Modified Offer, Your Attitude Matters!

Your Attitude Matters If you deliver modified offers to your customers with a positive attitude, it can make all the difference. Your customers will take the lead from you. October 28, 2019 13929PPT (8/19) SI/SNY

Resources The Value of Modified Offers Flyer, form 14744DIY SI/SNY. You can customize this flyer with your contact information and provide it to your customers. Download The Standard’s sales and marketing materials from the disability insurance professionals website at www.standard.com/di and select Find Marketing Materials. October 28, 2019 13929PPT (8/19) SI/SNY

We Are Here for You For more help in placing modified offers, please contact: Email getinfo@standard.com Call 800.992.4446 (800.378.6057 in New York.) We are always happy to assist you. October 28, 2019 13929PPT (8/19) SI/SNY

October 28, 2019