An Underwriting Profile of Jackson National Life Texas Wide Underwriting Conference April 4, 2011 Everett W Kunzelman Vice President & Chief Underwriter Jackson National Life

Jackson National founded in 1961 by Tony Pasant In the 1980’s: Very big in term insurance Transition in the 1990’s to accumulation products Added variable UL in 2000’s Today, we do about 17,000 to 20,000 life applications per year (Jackson also does fixed, indexed and variable annuity products, own broker dealers, provide investments services, sell other investment products.) (Jackson has over 3,000 employees in eleven locations.) Jackson National

Many of the underwriters at Jackson today have been here since the 1980’s 15 underwriters, 12 are remote They average almost 22 years of underwriting experience (least: three between 11 and 12 years underwriting) Only one was trained elsewhere and two worked elsewhere as underwriters Thirteen have life insurance experience other than underwriting Our Underwriters

5 FALU, 3 AALU, 4 within an exam of FALU 9 college graduates 13 ACS 12 ECG certified 1 FINRA licensed Majors: Business, Education, Biology, Physical Education, Communication, Criminal Justice, Social Work, Psychology, English, Medical Administration, History Degrees and Such

Decision maker Communicator Team player Flexible Student Servant mentality Future? Degree, ALU, more on communication Underwriter Selection

The Company – Out Standing in their Field

Review several aspects of what we do, including… Philosophy Organization System Education Management Team Operations

Fish Philosophy - NOT

Make their day Be present Choose your attitude Have fun Fish Philosophy

Complete Balanced Fair Honors commitments Marketed Appropriate Risk-based Underwriting Philosophy

Two teams by distribution Not much crossing between teams to maintain “relationships” with agents Remote (12 of 15, all “local”) One day a month inside for remote (optional) and reviews in person Complicated vacation schedule Organization & Structure

“Home-grown” NB desktop system now about 12 years old Paperless for 12 years No expert system (except some data scoring on labs and measurements) Web use Cyber mainframe Interesting Citrix-based server environment System

Medical Director – President of AAIM Chief Underwriter – President of AHOU Seminars Webinars Meetings & networking Topics created in Jackson library by Doc Diabetes, Anemia, OSA, Chronic Pain LVH, Diastolic Dysfunction, Prostate Cancer Cognition, elderly Issues, Hepatitis A, B & C Jackson “in-house” studies lead to changes A1c, prostate cancer, preferred underwriting examples Education

Daily (stats, FDA news, foreign travel updates, medicine in the news, other risk topics, competition news, grammar, IU news, more) Monthly medical seminar Monthly conference calls Doc’s and Ev’s Notes LUG The Event Next year: More nonmedical seminars More Learning and Interaction

Izzy and Maya

Open Door Earned trust Challenges and Changes “Forced” Referrals Team Family Administrative Assistant Management

RESPECT

Words that define the team – over 50 submitted Availability (to customers) Experience Teamwork Professionalism Nice work challenging each other Nice work helping each other The Team

Write more simply and clearly Be more specific More one-on-one meetings Make the vacation policy stricter More communication on company projects Taller, younger, better clothes, better hair, better musical taste Suggestions Made for the Chief Underwriter…

Perfection in the Eyes of the Locals

Questions, Comments, Thoughts, etc.?