Business ProVider Disability Insurance Products for Business Overhead Expense & Disability Buy-Out A New Standard for Business Protection 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. Product provisions and features may vary from state to state. FOR PRODUCER USE ONLY. NOT FOR USE WITH THE GENERAL PUBLIC

Page 2 You won’t find this combination anywhere else! Unique product features to better meet the owner’s needs Highly competitive premiums Generous compensation & unparalleled renewals

Page 3 Business Owners Want: Quicker benefit payments More flexible use of benefits to meet business cash-flow needs More affordable premiums with shorter elimination periods An understanding of how future benefits will be determined

Page 4 Overhead Expense (Policy Form 4200) Flexible & Consumer-Friendly Protection

Page 5 Accelerated Benefit Endorsement Gets money to the owner sooner Accelerated Benefit Amount paid before requiring proof of covered expenses Amount = ½ the maximum monthly benefit No-cost endorsement New & Unique!

Page 6 Supplemental Overhead Expense Benefit Rider Gives more protection from fluctuating expenses An additional monthly benefit amount Supplemental benefit = 1 times the maximum monthly benefit Can be used for total or residual at any time during the benefit period & during any extension of benefits New & Unique!

Page 7 Supplemental Overhead Expense Benefit Rider Example: $50,000 monthly benefit –Expenses spike in months 2 and 3 Expenses Guardian Benefit Other Companies Month 1: $50,000$50,000 Month 2: $75,000$75,000*$50,000 Month 3: $75,000$75,000*$50,000 Month 4: $50,000$50,000 *Paid using the supplemental Overhead Expense Benefit Rider.

Page 8 Professional Replacement Endorsement Helps the owner pay a replacement Considers 50% of a replacement’s salary as covered expense –In addition to other covered overhead expenses Up to the lesser of ½ the monthly maximum benefit or $10,000 –Highest limit in the industry! Availability subject to underwriting discretion New Feature!

Page 9 Professional Replacement Endorsement At Application… Overhead Expense Insurance Supplement Enter Proposed Insured’s Monthly Earned Income –Up to the lesser of ½ the monthly maximum benefit or $10,000/mo.

Page 10 Professional Replacement Endorsement At Time of Claim… Flexibility to use the benefit as reimbursement for a replacement’s salary or other expenses

Page 11 Residual Disability Benefit Now part of the base policy Requires 15% loss of gross monthly revenue Enhanced!

Page 12 Return to Work Benefits Occupational Rehabilitation Modification & Access Benefit New Features!

Page 13 More Client-Friendly Features Conversion to an individual DI policy –Up to age 55 –Up to $3,000 monthly indemnity –90-day elimination period, 2-year benefit period –Subject to certain eligibility requirements Legal and Accounting Fee benefit –Up to $5,000 for fees related to disability-related termination or sale of the business

Page 14 And Like ProVider Plus… Future Increase Option –“pool” approach gives more flexibility –Total option amount = 1 times the policy’s monthly benefit –Special option date Automatic Benefit Enhancement Rider Additional Monthly Benefit Rider Managerial Duties Endorsement

Page 15 And Like ProVider Plus… Waiver of Premium Waiver of Elimination Period No service fee on Guard-O-Matic monthly premium payments Alignment of… –Risk classes –Age-last-birthday dating

Page 16 Maximum Monthly Issue Limits Up to $50,000 With Business Reducing Term*: up to $55,000 * Not available in FL, NC, SC, VA, MT.

Page 17 Pricing: Your Competitive Edge General Dentist - $10,000 per month Berkshire OE 4200 MassMutual BOE-01 MetLife Expense Plus Northwestern Mutual RR DOE Principal HH702 Standard Business Protector Union Central 4403S Male: $ Female: $ Male: $ Female: $ Male: $ Female: $ Male: $ Female: $ Male: $ Female: $ Male: $ Female: $ Male: $ Female: $ With Supplemental OE Benefit Male: $ Female: $ *Monthly premiums shown are for a general dentist, generic rates, issue age 35, 30 day EP, 12 month BP, FIO rider. MassMutual, Principal and Standard premiums include an extra cost partial/residual disability rider. MassMutual and Union Central premiums include an extra cost salary replacement rider. Comparison is based on prevailing rates that were publicly available as of 10/09. If there are any questions about the rates, please contact a representative of that company. Refer to state-specific policy and rider forms for the full definition of all policy provisions, benefits, limitations and exclusions.

Page 18 Pricing: Your Competitive Edge Attorney - $10,000 per month Berkshire OE 4200 MassMutual BOE-01 MetLife Expense Plus Northwestern Mutual RR DOE Principal HH702 Standard Business Protector Union Central 4403S Male: $89.50 Female: $ Male: $ Female: $ Male: $ Female: $ Male: $ Female: $ Male: $ Female: $ Male: $ Female: $ Male: $ Female: $ With Supplemental OE Benefit Male: $ Female: $ *Monthly premiums shown are for an attorney, generic rates, issue age 35, 30 day EP, 12 month BP, FIO rider. MassMutual, Principal and Standard premiums include an extra cost partial/residual disability rider. MassMutual and Union Central premiums include an extra cost salary replacement rider. Comparison is based on prevailing rates that were publicly available as of 10/09. If there are any questions about the rates, please contact a representative of that company. Refer to state-specific policy and rider forms for the full definition of all policy provisions, benefits, limitations and exclusions.

Page 19 Disability Buy-Out (Policy Form 3200) Easier to Explain, Easier to Sell

Page 20 Business Valuation Formula Included in the contract by endorsement Eliminates “guesswork” Defines how the insured’s business interest is valued… –at application –at time of claim New & Unique! Note: The value of the business is one of the factors that determine the amount of benefit payable. See the section of the policy titled Provisions Relating to Benefits for details.

Page 21 Business Valuation Endorsement Value of the insured’s ownership interest: Professional/Personal Service –1 X the business’ annual gross receipts X percentage of ownership interest Commercial –2 X the owner’s total compensation + owner’s share of business’ net worth

Page 22 Maximum Issue Limit Single Limit: $2,000,000 Regardless of… –Elimination period –Funding method New maximum limit also available to medical and dental professionals New & Unique!

Page 23 Return to Work Benefits Occupational Rehabilitation Modification & Access Benefit New Features!

Page 24 Monthly Benefits & Recovery “Recovery” benefit now in the policy Monthly installment payments continue even if the insured is no longer totally disabled Replaces the Presumptive Permanent Disability Benefit Rider

Page 25 More Client-Friendly Features Transfer of Coverage provision Conversion to an individual DI policy Expanded installment funding options –12, 24, 36, 48 and 60 months

Page 26 And Like ProVider Plus… Additional Benefit Rider Waiver of Premium No service fee on Guard-O-Matic monthly premium payments Alignment of… –Risk classes –Age-last-birthday dating

Page 27 Pricing: Your Competitive Edge General Dentist - $1,000,000 Lump Sum Berkshire DBO 3200 MassMutual BSELL-00 ($500,000 limit) MetLife Business Protector Northwestern Mutual RR BUY Principal HH703 Standard Business Equity Protector ($750,000 limit) Male $ Female $ Male $ Female $ Male $ Female $ Male $ Female $ Male $ Female $ Male $ Female $ With FIO ($100,000) Male $ Female $ N/A Male $ Female $ N/A Monthly premiums shown are for a general dentist, generic rates, best risk class, issue age 40, 360 day EP. Comparison is based on prevailing rates that were publicly available as of 10/09. If there are any questions about the rates, please contact a representative of that company. Refer to state-specific policy and rider forms for the full definition of all policy provisions, benefits, limitations and exclusions.

Page 28 Pricing: Your Competitive Edge Attorney - $1,000,000 Lump Sum Berkshire DBO 3200 MassMutual BSELL-00 ($500,000 limit) MetLife Business Protector Northwestern Mutual RR BUY Principal HH703 Standard Business Equity Protector ($750,000 limit) Male $ Female $ Male $ Female $ Male $ Female $ Male $ Female $ Male $ Female $ Male $ Female $ With FIO ($100,000) Male $ Female $ N/A Male $ Female $ N/A *Monthly premiums shown are for an attorney, generic rates, best risk class, issue age 40, 360 day EP. Comparison is based on prevailing rates that were publicly available as of 10/09. If there are any questions about the rates, please contact a representative of that company. Refer to state-specific policy and rider forms for the full definition of all policy provisions, benefits, limitations and exclusions.

Page 29 Brokers Earn More with Guardian Generous first-year commissions Unparalleled renewals* ProVider Plus & Overhead Expense Disability Buy-Out Renewals immediately vested at 100% & continue beyond the 10th year. FYC50% - 60% Years 2–10Up to 17.5% Years 11+Up to 14.5% FYC55% Year 2Up to 25% Years 3+Up to 20% * Most other insurers pay between 0 – 5%.

Page 30 Flexibility Your Clients Need – From a Trusted Provider Berkshire: a financially sound & stable company Prudent risk management Rated A++ (Superior) by A. M. Best Company

Page 31 Marketing Support Disability Protection Products Producer Guide Consumer materials: –Product brochures –Flyers, pre-approach letters –HTML s

Page 32 Marketing Support Updated Competitive Snapshot Comparisons Competitive Edge Overview Support materials –Annotated Sample Policies –Annotated Tax Return –Sample Disability Buy-Sell Agreements

Page 33 Client-Friendly Illustrations

Business ProVider Disability Insurance Products for Business Overhead Expense & Disability Buy-Out A New Standard for Business Protection 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. Product provisions and features may vary from state to state. FOR PRODUCER USE ONLY. NOT FOR USE WITH THE GENERAL PUBLIC