For Producer Use Only. Not for Public Distribution. Supplemental Income Protection

For Producer Use Only. Not for Public Distribution. Why talk to prospects who have group disability insurance Clients with group coverage understand the need for protection, giving you an open door to start a conversation Set yourself apart by meeting different needs Show your clients that you truly understand their needs and concerns Establish yourself as an advisor for current and future financial decisions

For Producer Use Only. Not for Public Distribution. Group coverage may not be enough Do your clients know about the common limitations of group DI coverage? Incentive compensation (bonus, commission, etc.) may not be covered, so benefits may be calculated from base salary only Employer-paid benefits are generally taxable Limited plan options with little customization Maximum benefit amounts which can cap the amount of income your client would receive Policies are owned by the employer Employer could decide to terminate the plan at anytime Clients could lose their coverage if they leave their job

For Producer Use Only. Not for Public Distribution. Compare group coverage with individually owned policies Group disability insurance is a valuable benefit. But make sure your clients know what their plan really covers and if it is enough. Group DI PlansIndividual Policies Incentives covered Incentive compensation may not be covered. Incentive compensation typically covered. Taxable benefits Employer-paid benefits are generally taxed. Benefits are generally not taxed if premiums are employee-paid with after-tax dollars. Customizable coverage Most employers provide very limited plan options. Clients can choose the policy provisions that meet their needs.* OwnershipThe employer can terminate the plan at any time. Plus, clients could lose their coverage if they leave their job. Policy belongs to the client, regardless of where they work. *Subject to Underwriting guidelines. In addition, under MultiLife or GSI arrangements the employer typically determines program terms.

For Producer Use Only. Not for Public Distribution. What’s your client’s story? Initial Income Protection A Basic Approach to DI Introduce clients to the importance of DI to provide for their loved ones now and have a solid foundation for future financial growth. Balanced Income Protection Importance of Both Life Insurance and DI Help clients bring their income protection plan into balance with both life and DI so they will be protected in case of premature death or disability. Supplemental Income Protection Bridging the Gap Between Group DI and Working Income Help clients recognize the limitations of group DI and make sure their DI coverage will be enough by adding an individual DI policy.

For Producer Use Only. Not for Public Distribution. High income earners who may reach their employer’s coverage maximums or whose incentives would not be covered Clients with families who rely on their income Clients who may not realize that their protection is inadequate for their needs When to focus on supplemental income protection

For Producer Use Only. Not for Public Distribution. Target market Generally Often white collar workers who have access to employer-provided group disability insurance Higher income earners

For Producer Use Only. Not for Public Distribution. Concerns about their disability coverage Help clients discuss their concerns Could you and your family maintain your lifestyle on a fraction of your income? For how long could you get by? Would your coverage through work cover your bonuses and commissions? After taxes and maximums, what benefit could you reasonably expect each month? Is it enough for your needs? Do you think you might change jobs in the future? Do you have any concerns that your employer might decide to stop providing coverage? Uncertain whether their group DI policy will be enough to provide for themselves and their loved ones now and for years to come Their group DI generally has limitations that might result in much less income protection than they believe they have Want to reduce the need to withdraw from other funds in order to keep their plans for future goals intact

For Producer Use Only. Not for Public Distribution. Solution Supplement their Group DI Plan with a personally owned DI policy Supplementing their group coverage with individual disability insurance can help clients continue to provide for themselves and their loved ones in case of a disability.

For Producer Use Only. Not for Public Distribution. Strategy Bridge the income gap Salary Group Benefit After Taxes Bonus PLUS Regular IncomeIncome While Disabled After-tax income (salary and bonus) while working Group benefits typically based on salary only – not bonus For the following scenarios, regular income means after-tax monthly income (including salary and bonus) while not disabled

For Producer Use Only. Not for Public Distribution. Strategy Bridge the Income Gap Salary Group Benefit After Taxes Bonus Individual DI can bring your client’s benefit much closer to their regular income. PLUS Regular Income Individual DI Benefit Income While Disabled After-tax income (salary and bonus) while working Group benefits typically based on salary only – not bonus

For Producer Use Only. Not for Public Distribution. Let’s see the supplemental income protection story at work Married with two young kids Successful web designer with steady income and regular bonus ($80,000 salary, plus $40,000 bonus for the past several years) Company provides group coverage for 60% of his base salary Meet Joe

For Producer Use Only. Not for Public Distribution. Concern Make sure his disability coverage would be enough Continue to provide for his family, maintain their lifestyle and keep their future goals on track Avoid losing a large percentage of his income because his bonus would not be covered Protection could not be canceled by his employer or lost if he changes jobs Joe

For Producer Use Only. Not for Public Distribution. Solution Supplement group coverage with an individually owned policy Avoid the risk of having to get by on only a fraction of his income More plan options to help truly meet his needs Bring his monthly benefit while disabled closer to his regular income while working Joe

For Producer Use Only. Not for Public Distribution. Strategy With MetLife Income Guard SM Monthly Benefits Premiums MonthlyAnnual Joe $3,400$86$999 Ask your client to consider: How does budgeting only $86 a month compare to possibly receiving only 40% of his current income for an unknown length of time? What would it cost Joe to purchase an individual disability policy? Elaine example This example is hypothetical and for illustrative purposes only. Actual results will vary. ASSUMPTIONS: MetLife Income Guard SM. Male, age 35, non-smoker, 5A occupational class. 90-day elimination period (length of time an individual must be disabled before benefits begin to accrue). Maximum benefit period to age % tax bracket. In this case, premiums are paid in monthly bank draft mode, while the annual premium assumes one payment per year. Paying premiums more than once a year (i.e., monthly or semi-annually) results in annualized premiums greater than the annual premium shown above. Premiums will be level through age 67. MetLife income Guard is not available in all states. Joe

For Producer Use Only. Not for Public Distribution. Benefits to the clients Confidence Clients will know they have protected a larger portion of their income Independence Individual policies are not dependent on their employer’s generosity or their current work situation Customization An individual policy gives them more options to meet their specific needs Recovery Allow them to focus on getting better and back to work

For Producer Use Only. Not for Public Distribution. Benefits to you Relationship builder Deepen the relationship by adding DI to the product mix, demonstrating a desire to help your clients protect themselves and their loved ones Future sales To meet changing needs - for example, if employer-paid coverage is canceled, your client changes jobs or the focus shifts to retirement Referrals Clients could refer you to friends or family members

For Producer Use Only. Not for Public Distribution. Reach out to clients and prospects Tips on messaging & handling objections Ads for local publications Grab attention through mail Postcard Letter Phone Script

For Producer Use Only. Not for Public Distribution. Meet with clients & prospects Client Brochure In-depth story with hypothetical example

For Producer Use Only. Not for Public Distribution. If this isn’t your client’s story Profiling Tool Handy guide to help you match your clients’ concerns with the right story for their needs.

For Producer Use Only. Not for Public Distribution. Want to learn more? Contact your Regional Sales Vice President or call the DI Resource Line at

For Producer Use Only. Not for Public Distribution. Important information The information contained in this document is not intended to (and cannot) be used by anyone to avoid IRS penalties. This document supports the promotion and marketing of insurance or other financial products and services. Clients should seek advice based on their particular circumstances from an independent tax advisor since any discussion of taxes is for general informational purposes only and does not purport to be complete or cover every situation. MetLife, its agents, and representatives may not give legal, tax or accounting advice and this document should not be construed as such. Clients should confer with their qualified legal, tax and accounting advisors as appropriate. Disability insurance is issued by Metropolitan Life Insurance Company, New York, NY All policies, riders and provisions may not be available in all states, at all issue ages and to all occupational classes. May 2014 BDDI24005 L [0515][All States][DC,PR] © 2014 METLIFE, Inc. Peanuts © 2014 Peanuts Worldwide